- Lead development, execution, and lifecycle management of GSK and ViiV Trade/Channel contracts
- Develop and maintain contracts across wholesalers, distributors, specialty pharmacies, and digital pharmacy partners
- Partner with Trade Strategy, Market Access, Legal, Fair Market Value Compliance, Finance, Commercial, Trade Operations, Trade Performance & Analytics, and Contract & Chargeback Operations
- Build relationships and communication channels with GSK and ViiV Trade Partners
- Oversee trade distribution segments for vaccines, oncology, immunology, respiratory, specialty, and anti-infectives products
- Provide contracting support for ViiV Healthcare
- Ensure distribution contracts reflect trade strategy and commercial priorities
- Ensure Trade Distribution and Service Agreement contracts comply with Fair Market Value standards and legal guidance
- Negotiate contract terms with external customers and internal commercial stakeholders
- Review and approve quarterly wholesaler and distributor Fee-For-Service payments based on performance metrics
- Collaborate with FFS Compliance and external vendors to maintain compliant and competitive service offerings
- Manage contracting strategy, drafting, negotiation, execution, and amendments
- Update Terms of Sale and Terms of Purchase for direct GSK purchasers such as GSKDirect.com
- Contribute to Trade Strategy Business Case Proposals presented to the SPC forum
Requirements
- Bachelor's degree in a business-related area
- 10+ years of pharmaceutical, channel/trade, market access, or distribution experience
- Knowledge of the pharmaceutical channel/trade industry and distribution networks
- Focus on specialty product distribution
- Experience with analytics, data management, and financial modeling
- Ability to use facts and data to recommend courses of action
- Strategic implementation experience
- Business case development experience
- MBA or advanced degree preferred
- Ability to build working partnerships with internal and external stakeholders
- Track record of negotiating with large, complex customers
- Ability to engage large matrix teams and secure agreement with key trade customers
- Ability to make strategic decisions based on facts and data, including incomplete data
- Ability to understand, interpret, and draft contract language
Core Competencies
Demonstrates expertise in contract management, negotiation, and compliance within the pharmaceutical trade and channel landscape, with a strong focus on specialty product distribution and strategic decision-making based on data analysis.
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