GSK Portfolio Retail Channel Manager

About the role

The Portfolio Retail Channel Manager is an account leader accountable for commercial pull-through performance and corporate relationship management across the retail pharmacy channel for the total portfolio. This role operates across two distinct but complementary accountability lanes: driving pull-through execution at major national retail chains and owning the corporate-level relationships and account strategy for smaller regional retail chains. This is a portfolio role managing the retail channel as an enterprise asset, not a brand-by-brand campaign. Brand teams are internal customers of this role.

Responsibilities

• Drive dispensing performance, sector and regional engagement, and co-pay program utilization at major retail chain accounts.
• Own corporate-level relationships and account strategy for smaller regional retail chains.
• Build and manage account-level pull-through analytics to identify gaps and drive corrective action.
• Serve as the enterprise retail channel interface with Brand, Payer Access, and Ops teams.
• Develop account-specific plans targeting dispensing drivers including system edits, formulary access, pharmacist awareness, patient affordability barriers, and co-pay adjudication issues at major national retail chains.
• Lead regular business reviews with major chain pharmacy trade affairs and clinical pharmacy teams, presenting portfolio performance data and aligning joint pull-through initiatives.
• Manage and resolve system-level dispensing barriers such as co-pay card adjudication failures, pharmacy system formulary edits, PA support integration issues, and inventory availability gaps; escalate when resolution requires contract-level action.
• Conduct enterprise-level joint business planning, close access gaps, and build pharmacy staff engagement programs for regional retail chains.
• Build and maintain account-level performance dashboards tracking dispensing trends, co-pay utilization rates, formulary access status, and pharmacist engagement metrics.
• Conduct regular pull-through performance reviews, diagnosing root causes of performance gaps and deploying targeted interventions.
• Provide Brand teams with retail channel intelligence including competitive product placement, pharmacist sentiment, access barrier trends, and pull-through performance benchmarks.
• Partner with Payer Access to align retail pull-through investment with formulary access outcomes.

Requirements

• Bachelor's degree required.
• 6+ years of pharmaceutical commercial experience.
• 5+ years in retail pharmacy channel management or account management roles with large molecules companies (e.g., Oncology).
• Experience managing major national retail chain pharmacy accounts in a leadership capacity.
• Multi-brand or portfolio retail channel experience.

Qualifications

• MBA or advanced degree in Business or Healthcare Administration (preferred).
• Proficiency with retail pharmacy pull-through analytics platforms (preferred).
• Track record of building and managing corporate-level relationships with regional retail pharmacy accounts, including joint business planning and access gap remediation (preferred).
• Ability to define, track, analyze key performance measures and make data-driven account management decisions (preferred).
• Strong written and verbal communication skills; ability to present to senior internal and external stakeholders (preferred).
• Familiarity with co-pay program adjudication systems and integration of patient support programs with retail pharmacy dispensing workflows (preferred).
• Understanding of retail pharmacy economics — DIR fees, generic substitution incentives, and the commercial drivers shaping dispensing decisions (preferred).

Skills

• Account Management
• Cross-Functional Work
• Data to Insights
• Digital Fluency
• Omnichannel
• Scientific Literacy

Benefits

Please visit the GSK US Benefits Summary to learn more about the comprehensive benefits program GSK offers US employees.

Location

Field Based (National)