Director of Trade Channel Contracting

4 weeks ago

Durham, North Carolina, United States GlaxoSmithKline Full time
Site Name: Philadelphia Walnut Street, Durham Blackwell Street
Posted Date: Apr

Purpose:
  • The Director, US Trade and Distribution Contracting is responsible for the development, execution, and maintenance of all GSK Trade/Channel contracts while interfacing with and providing support to a complex matrix of internal and external customers.


Key Responsibilities:
  • US Trade and Distribution Contracting works across the Trade, Market Access, and Commercial organizations to develop and maintain contracts that reflect the business Trade/Channel strategy. This role interacts with multiple key internal stakeholders including: Strategy, Legal, Fair Market Value, Compliance, Trade Operations, Trade Performance & Analytics, Contract & Chargeback Operations, and Finance, Brand and the Enterprise Account Director Team.
  • Focus on the development of relationships with key contacts at GSK and ViiV external Trading Partners (wholesalers/ distributors/ specialty pharmacies) and ensuring open, effective lines of communication are in place.
  • Responsible for all Trade/Channel distribution segments where GSK Products are sold and distributed, including:
  • Wholesalers (GSK & ViiV)
  • Distributors (GSK & ViiV)
    • Vaccines
    • Oncology
    • Specialty
  • Specialty Pharmacies
  • Provide distribution contracting support for ViiV Healthcare for all areas where ViiV products are sold and distributed (as listed above).
  • Accountable for the development of distribution contracts. Interact closely with Trade/Channel Strategy Team and business units, to ensure the trade strategy and key commercial priorities are reflected in all GSK's Trade/Channel distribution agreements.
  • Ensure that Trade/Channel Distribution and Service Agreements are developed in line with Fair Market Value compliance standards and in alignment with legal guidance.
  • Work collaboratively with Fee For Service Compliance and external vendors to ensure that GSK's bona fide service offering is compliant and competitive.
  • Negotiate contract terms with external customers, as listed above, working collaboratively with the Trade Enterprise Account Director, the Sr. Director, US Trade and Distribution and the VP, Channel Access Strategic Accounts.
  • Review and approve all quarterly wholesaler & distributor FFS payments based on customer performance against Trade/Channel Agreement defined metrics.
  • Manage all phases of the contracting cycle including contracting strategy development, drafting, negotiation, execution as well as identifying and executing amendment needs based on strategic evolution, national policy and legislative changes.
  • Support the development and regular updating of Terms of Sale/Terms of Purchase for other direct GSK purchasers (i.e., ).
  • Play an active role contributing to Business Case Proposals being brought forward by Trade/Channel Strategy to the SPC forum.


Why You?

Basic Qualifications:
  • Bachelor's degree, Business related area
  • 5 Years commercial experience including sales or market access experience
  • (with a minimum of 2 years in contracting or trade)


Preferred Qualifications :
  • MBA
  • 3+ years' experience in* Trade & Distribution
  • Industry knowledge - understands the Pharmaceutical Trade/Channel industry and distribution networks with focus on Specialty Product distribution.
  • Excellent analytical experience with emphasis on data management, financial modeling, and using facts and data to drive strategic decisions.
  • Demonstrated ability to forge strong working partnerships with internal and external stakeholders with demonstrated ability to influence at all levels.
  • Ability to effectively engage a large matrix team to ultimately secure agreement with key GSK Trade/Channel customers timely with competitive, best in class rates for GSK.
  • Demonstrated negotiation skills with large, complex customers.
  • Business Case development experience.
  • Demonstrated ability to make strategic decisions and recommendations based on an evaluation of facts and data including situations where the data maybe incomplete.
  • Demonstrated effective project management experience.
  • Ability to handle multiple priorities.
  • Ability to work in an evolving environment.
  • Ability to understand, interpret and draft contract language while effectively mitigating risk.


#LI-GSK

Why GSK?

Please visit GSK US Benefits Summary t o 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.

If you require an accommodation or other assistance to apply for a job at GSK, please contact the GSK Service Centre at US Toll Free) or outside US).

GSK is an Equal Opportunity Employer and, in the US, we adhere to Affirmative Action principles. This ensures that all qualified applicants will receive equal consideration for employment without regard to race, color, national origin, religion, sex, pregnancy, marital status, sexual orientation, gender identity/expression, age, disability, genetic information, military service, covered/protected veteran status or any other federal, state or local protected class.

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