Director, Trade Contracting

Director, Trade Contracting

Background:

The Director, Trade Contracting leads the development, execution, and lifecycle management of all GSK and ViiV Trade/Channel contracts across wholesalers, distributors, specialty pharmacies, and digital pharmacy partners. This role sits at the center of a complex internal matrix - partnering with Trade Strategy, Market Access, Legal, Fee for Service and Fair Market Compliance, Finance, and Commercial teams. Success in this role requires balancing strategic commercial priorities with compliance standards to secure agreements that are both competitive and durable.

Role Description:

The Director, Trade Contracting, is responsible for the development, execution, and maintenance of all GSK Trade/Channel contracts, interacting with a complex matrix both internally and with external customers.

Specific Responsibilities include:

• Trade Contracting works across the Trade, Market Access, and Commercial organization to develop and maintain contracts that reflect the business trade strategy.

• Work closely with other internal departments including Legal, Fair Market Value (FMV) Compliance, Trade Operations, Trade Performance & Analytics, Contract & Chargeback Operations, and Finance.

• Develop relationships with key contacts at GSK and ViiV Trade Partners and ensure open, effective lines of communication are in place.

• Oversight over all Trade distribution segments where GSK products are sold and distributed, including:

• Wholesalers (GSK & ViiV)

• Distributors (GSK & ViiV) across: Vaccines, Oncology, Immunology, Respiratory Specialty and Anti-Infectives

• Specialty Pharmacies

• Digital Pharmacy

• Provide contracting support for ViiV Healthcare for all areas where ViiV products are sold and distributed (as listed above).

• Be accountable for the development of distribution contracts and interact closely with the Trade Strategy team and business units to ensure the trade strategy enables key commercial priorities, and that this strategic intent is reflected in all GSK Trade distribution agreements.

• Ensure Trade Distribution and Service Agreement contracts are developed in line with Fair Market Value compliance standards and in alignment with legal guidance.

• Negotiate contract terms with external customers (as listed above), working collaboratively with the Trade Enterprise Account Director, the Sr. Director, Trade Strategy, Contracting & Sales, and the VP, Channel Access Strategic Accounts.

• Review and approve all quarterly wholesaler and distributor Fee-For-Service (FFS) payments based on customer performance against Trade Agreement-defined metrics.

• Work collaboratively with FFS Compliance and external vendors to ensure that GSK's bona fide service offering is compliant and competitive.

• Manage all phases of the contracting cycle, including contracting strategy development, drafting, negotiation, execution, and identifying/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 (e.g., GSKDirect.com).

• Play an active role in contributing to Business Case Proposals brought forward by Trade Strategy to the SPC forum.

Basic Qualifications:

• Bachelor's degree in a business-related area.

• 10+ years pharmaceutical, channel/trade, market access, or distribution experience.

• Industry knowledge: understands the pharmaceutical channel/trade industry and distribution networks, with a focus on specialty product distribution.

• Experience with analytics, with an emphasis on data management, financial modeling, and using facts and data to provide recommended courses of action.

• Strategic implementation experience.

• Business case development experience.

Preferred Qualifications:

• MBA or advanced degree.

• The ability to forge strong working partnerships with internal and external stakeholders.

• A successful track record of negotiating with large, complex customers.

• Effectively being able to engage a large matrix team to secure agreement with key GSK Trade customers in a timely manner, with competitive, best-in-class rates for GSK.

• The capability to make strategic decisions and recommendations based on evaluation of facts and data, including situations where data may be incomplete.

• The skills and knowledge to understand, interpret, and draft contract language.