Director, Trade Contracting

This role leads the development, execution, and lifecycle management of all GSK and ViiV Trade/Channel contracts across wholesalers, distributors, specialty pharmacies, and digital pharmacy partners. It 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 to balance strategic commercial priorities with compliance standards.

Responsibilities

• Develop and maintain contracts reflecting the business trade strategy in collaboration with Trade, Market Access, and Commercial organizations.
• Work closely with internal departments including Legal, Fair Market Value (FMV) Compliance, Trade Operations, Trade Performance & Analytics, Contract & Chargeback Operations, and Finance.
• Build and maintain relationships with key contacts at GSK and ViiV Trade Partners, ensuring open and effective communication.
• Oversee all Trade distribution segments for GSK products, 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 across all distribution channels listed above.
• Develop distribution contracts in alignment with Trade Strategy and business units to ensure strategic intent is reflected in agreements.
• Ensure Trade Distribution and Service Agreement contracts comply with Fair Market Value standards and legal guidance.
• Negotiate contract terms with external customers, collaborating with Trade Enterprise Account Director, Sr. Director of Trade Strategy, Contracting & Sales, and VP of Channel Access Strategic Accounts.
• Review and approve quarterly wholesaler and distributor Fee-For-Service (FFS) payments based on customer performance against Trade Agreement metrics.
• Collaborate with FFS Compliance and external vendors to ensure GSK’s bona fide service offerings are compliant and competitive.
• Manage all phases of the contracting cycle, including strategy development, drafting, negotiation, execution, and amendments based on strategic, policy, or legislative changes.
• Support the development and regular updating of Terms of Sale/Terms of Purchase for direct GSK purchasers (e.g., GSKDirect.com).
• Contribute to Business Case Proposals brought forward by Trade Strategy to the SPC forum.

Requirements

• Bachelor’s degree in a business-related area.
• 10+ years of pharmaceutical, channel/trade, market access, or distribution experience.
• Industry knowledge of pharmaceutical channel/trade and distribution networks, with a focus on specialty product distribution.
• Experience with analytics, including data management, financial modeling, and using data to drive recommended actions.
• Strategic implementation and business case development experience.

Preferred Qualifications

• MBA or advanced degree.
• Ability to forge strong working partnerships with internal and external stakeholders.
• Proven track record of negotiating with large, complex customers.
• Experience engaging large matrix teams to secure timely, competitive agreements with key GSK Trade customers.
• Capability to make strategic decisions based on evaluation of facts and data, even in incomplete data scenarios.
• Skills and knowledge to understand, interpret, and draft contract language.

Benefits

GSK offers a comprehensive benefits program for US employees. Visit the GSK US Benefits Summary to learn more.

Location

Field Based (National)