Role Overview:

For more than 140 years, GSK has pioneered novel research methods and technologies to help protect

people from infectious diseases. Our vaccines portfolio of more than 20 marketed vaccines is the

broadest in the industry, helping to protect people throughout their lives. We believe prevention, at

scale and for impact, is the best health investment for society, patients, and the economy. Vaccine preventable diseases are a significant burden on society and healthcare systems: approximately $1 trillion in productivity is lost each year due to preventable conditions. This includes the impact from the 330,000 older adults hospitalized globally each year with RSV, the approximately 1 in 3 people who will develop shingles in their lifetime and the 3-11% of people infected with seasonal influenza each year.

Our Vaccines portfolio will reach around half of the more than 2.5 billion people we will reach this

decade. Each year, around 40% of children globally receive a GSK vaccine and GSK is well-placed to lead

in the growing adult immunization market.

The Director of Retail Trade Strategy and Contracting is a highly visible position within GSK US Vaccines Business Unit, reporting to the Senior Director of Contracting and Trade Strategy. The Director Retail Contracting and Trade Strategy is responsible to develop, deploy with the Strategic Account Leaders, and optimize overall strategic contracting direction within the key retail accounts within the retail market segment.  This individual will also have responsibilities that include contract pricing strategy for in-line brands, retail market customer forecasting, and assessments of environmental opportunities and challenges for the brands. These activities include helping shape value propositions, environmental assessments, and alignment with the strategic account leaders to gain customer insights.  This role will coordinate closely with matrix stakeholders to ensure that the trends affecting the needs of our key customer base properly align with the brands’ overall strategy and goals. This person will have a strong background in leading and presenting complex analytic projects, which will be used to influence brand strategy and ensure that contracting needs are incorporated. This individual will develop business cases to optimize short and long-term contract strategies where needed.

Key Responsibilities:

• Create trade offerings that maximize overall VBU performance and leverage the breadth of our portfolio in the Retail market segment.
• Measure and assess the performance of all offerings to maximize sales performance and make recommendations and adjustments based on overall performance.
• Development of contract pricing research and strategies for launch and in-line brands
• Engage with all key stakeholders to effectively monitor current contract performance and inform on current/future state of business and competitive actions/offers impacted by competition and market trends.
• Closely partner with all relevant stakeholders for tactical execution of contract strategy
• Develop and maintain complex business-to-business contract templates for all payer and purchaser customers developed in partnership with internal and external council.
• Focus of strong partnership with brand marketing and market access teams to ensure key account strategic and tactical alignment.
• Develop business cases to support the contract review and approval processes including partnership with legal, brand marketing, market access, and finance.
• Collaborate with other relevant stakeholders to ensure enablers for key customer and environmental strategies are in place.

Why You?

Basic Qualifications:                                                           

• BS/BA, 7+ years relevant pharmaceutical experience (e.g., Market Access, Pricing, Contract Analytics, Brand Marketing, Market Research, Finance, etc.)
• Minimum of 3+ years of experience in navigating payer, provider, and legislative landscape and application of Pharmaceutical Marketing Competences (i.e., segmentation, customer insight, positioning, marketing mix)
• Travel Required: 10-15%

Preferred Qualifications:                                                     

• MBA is preferred
• Experience and understanding of US market business contracting dynamics and customer business models (PBMs, Health Plans, Providers, Pharmacies, Hospitals, Clinics, ASOCs etc.).
• Good understanding of provider and payor contracting dynamics (e.g., Wholesale Acquisition Cost [WAC], Average Sales Price [ASP], Net Cost Recovery [NCR], etc.)
• Understanding of corporate finance fundamentals (gross & net sales, P&L inputs, gross margin, COGs, working capital, etc.)
• Ability to combine data analysis with qualitative insights to identify and explain market access, brand, and above-brand drivers of business performance.
• Experience working with teams to develop provider, payer and segment specific market insights and incorporating them into the brand/strategic planning process.
• Experience working with a matrixed team in contract approval process, determining most efficient and effective way to operationalize strategy concepts, and liaising with Legal, Compliance, and Contract Operations groups to ensure contract strategies and operational considerations are fully vetted and documented.
• Experience in the Vaccines space (exact area of responsibility to be determined based on organizational need and individual experience).
• Competitive mindset; feels driven to conquer uncharted territory.

#LI-GSK

Please visit  GSK US Benefits Summary to learn more about the comprehensive benefits program GSK offers US employees.

Why GSK?

Uniting science, technology and talent to get ahead of disease together.

GSK is a global biopharma company with a special purpose – to unite science, technology and talent to get ahead of disease together – so we can positively impact the health of billions of people and deliver stronger, more sustainable shareholder returns – as an organisation where people can thrive. We prevent and treat disease with vaccines, specialty and general medicines. We focus on the science of the immune system and the use of new platform and data technologies, investing in four core therapeutic areas (infectious diseases, HIV, respiratory/ immunology and oncology).

Our success absolutely depends on our people. While getting ahead of disease together is about our ambition for patients and shareholders, it’s also about making GSK a place where people can thrive. We want GSK to be a place where people feel inspired, encouraged and challenged to be the best they can be. A place where they can be themselves – feeling welcome, valued, and included. Where they can keep growing and look after their wellbeing. So, if you share our ambition, join us at this exciting moment in our journey to get Ahead Together.

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