Director, Channel Strategy

The Director, Channel Strategy is primarily responsible for the channel strategy development with a focus on the specialty pharmacy, retail pharmacy, and digital pharmacy. This includes playing a role in informing the channel launch plan for all new product launches as well as inline product opportunities within applicable channel segments. The strategic focus is across all therapeutic and business units including Specialty, Anti‑Infectives & Respiratory, Vaccines, Oncology and Rare Disease. This role supports both GSK US Pharma and works collaboratively with ViiV. This role works extensively with stakeholders across the matrix within Market Access, Specialty BU, Oncology BU, Air BU, Vaccine BU, Finance, and Legal. This role interfaces with key customer contacts regularly from channel customer segments including specialty pharmacy, retail pharmacy, digital pharmacy as well as related service providers.

This also includes working with Trade Contracting on the management of any fee for service submissions related to product flow, data purchase and product transactions, including working with legal, compliance, and fair market value vendors.

Key responsibilities

• Develop, manage, and execute the channel segment strategy in the pre‑launch, launch, and post‑launch phases.
  • Responsible for designing innovative and impactful channels and informing models for all launch assets with a specialized focus on specialty models that support the patient journey effectively.
  • Develop and initiate long‑term strategic business opportunities with key decision makers within Trade and Channel customer segments (specialty, retail, digital).
  • Inform the trade launch strategy and deliver recommended channel customer segment approach including segment launch goals and objectives, timelines, and an action plan demonstrating patient focus and executing the plans on time in full.
  • Collaboratively engage a diverse Matrix Team in support of launch excellence planning including but not limited to Brand, Market Access Strategy, Patient Services, Trade Enterprise Account Management, Trade Performance & Analytics, Legal, Finance, and Compliance.
  • Develop the Channel Launch financial impact analysis and partner with the relevant Market Access Strategy Teams, including Trade Strategy, to develop and inform business case documentation.
  • Implement regular reviews to measure/assess the effectiveness of the Channel/Trade Strategy models and identify new opportunities.
• Work with respective customer segment leadership (FVP level) to execute the Channel segment Launch Plan and act as a key subject matter resource and liaison to the Brand, BU Field Sales & Market Access Strategy teams.
• Demonstrate a strong ability to work in a complex organizational matrix environment within Trade, Brand, Market Access Strategy, Legal, Distribution, Finance, GMS, Trade Enterprise Accounts, Patient Services, Customers, and third‑party vendors.
• Interact with key customer contacts demonstrating strong subject matter expertise at key industry forums and provider customer support of Channel/Trade related inquiries, supporting the GSK Field force teams who call on these customer segments.
• Maintain, track, and monitor industry expert knowledge regarding channel customer segment and product/specialty industry knowledge.
• Demonstrate a strong understanding of the gross‑to‑net process and its impact on the business relative to Channel/Trade related matters.
• Act as a change agent to challenge current procedures and implement evolved processes as appropriate while applying continuous learning and seeking new and innovative ways to meet channel customer segment needs aligned to GSK strategy.

Basic Qualifications

• BS/BA Degree (Business Administration, Marketing, or Finance preferred)
• Minimum 5 years of channel/trade experience with a biopharma company

Preferred Qualifications

• Advanced degree (e.g., MBA) preferred
• Experience working with Pharmaceutical Channel/Trade customers including retail pharmacies, specialty pharmacies, and digital pharmacies
• Experience and subject matter expertise in the following specialized trade areas: REMS, Specialty models, and DTP models
• Industry knowledge – understands the Pharmaceutical Channel/Trade industry and distribution networks with a focus on Specialty and Oncology product models
• Demonstrated ability to make strategic decisions and recommendations based on an evaluation of facts and data, including situations where the data may be incomplete
• Comprehensive understanding of the flow of products in the channel from GSK to the patient and all intermediaries, including in‑depth knowledge of pharmaceuticals, product flow in the channel, distribution, prescription and dispensing processes, and end‑user customers

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

GSK is an Equal Opportunity Employer. This ensures that all qualified applicants will receive equal consideration for employment without regard to race, color, religion, sex (including pregnancy, gender identity, and sexual orientation), parental status, national origin, age, disability, genetic information (including family medical history), military service, or any basis prohibited under federal, state, or local law.

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