Regional Director, Portfolio Retail Channel Team, US Market Access

Role Description

• Accountable for team performance, regional commercial execution, and pull-through results across the US retail pharmacy channel within an assigned geography (excluding vaccines).
• Lead a team of Portfolio Retail Channel Managers to translate enterprise retail channel strategy into consistent, measurable field execution.
• Responsible for: (1) Leading/developing/managing the regional team with performance standards, coaching cadences, and individual development plans; (2) Owning retail channel pull-through performance across national and regional chain accounts by diagnosing gaps and driving corrective action; (3) Personally managing strategically significant retail relationships; (4) Serving as the regional field voice in planning forums.

Specific Responsibilities

• Lead/coach/develop Portfolio Retail Channel Managers; establish performance management cadence (field visits, account plan reviews, business review prep, structured coaching).
• Set account segmentation priorities and execution standards aligned to pull-through objectives and market dynamics.
• Monitor performance dashboards; diagnose root causes of gaps; deploy targeted interventions.
• Lead executive relationships and regional business reviews to align on joint pull-through initiatives.
• Identify/escalate systemic dispensing barriers (e.g., co-pay adjudication failures, formulary access gaps, inventory issues).
• Build analytics capability using performance dashboards/data platforms for rigorous account planning.
• Translate market intelligence (competitive activity, pharmacist sentiment, access barrier trends) for leadership/Brand/Payer Access.
• Partner on territory design, resource allocation, and succession planning.

Candidate Qualifications

• Bachelor’s degree.
• 10+ years pharmaceutical commercial experience; 2+ years managing a field team.
• 4+ years retail pharmacy channel management or national account roles.

Preferred Qualifications

• MBA/advanced degree.
• 4+ years Market Access and/or leadership experience managing retail channel teams through product launch cycles.
• Familiarity with co-pay adjudication systems; retail patient support integration.
• Understanding retail pharmacy economics (DIR fees, generic substitution incentives).
• Experience translating enterprise strategy into field execution.
• Portfolio (multi-brand) retail channel experience; strong analytics and communication skills; coaching/people development skills.

Location: Field Based (Regional)