Regional Director, Portfolio Retail Channel Team, US Market Access

About the role

The Regional Director, Portfolio Retail Channel is the field leader within US Market Access, accountable for team performance, regional commercial execution, and pull-through results across the retail pharmacy channel within an assigned geography. This role leads a team of Portfolio Retail Channel Managers and is responsible for translating enterprise retail channel strategy into consistent, measurable field execution — setting performance standards, coaching to capability, and owning regional outcomes across the total portfolio, excluding vaccines.

Responsibilities

• Lead, coach, and develop a regional team of Portfolio Retail Channel Managers — establishing a consistent performance management cadence including field visits, account plan reviews, business review preparation, and structured coaching conversations.
• Set regional account segmentation priorities and execution standards — ensuring each manager has a clear, differentiated account plan aligned to portfolio pull-through objectives and regional market dynamics.
• Own regional retail channel pull-through results — monitoring team performance dashboards, diagnosing root causes of gaps across accounts or managers, and deploying targeted interventions before gaps become material commercial liabilities.
• Personally own executive relationships at strategically significant regional retail accounts where the commercial complexity or stakeholder seniority requires Regional Director-level engagement.
• Lead regional business reviews with key retail chain pharmacy accounts to present portfolio performance data, represent the enterprise value proposition, and align on joint pull-through initiatives.
• Identify and escalate systemic dispensing barriers — co-pay adjudication failures, formulary access gaps, inventory issues — that require contract-level or national-level resolution beyond the manager's span of control.
• Build team capability in retail channel analytics — ensuring managers use performance dashboards and data platforms to build account plans and diagnose pull-through gaps with rigor.
• Translate regional market intelligence — competitive activity, pharmacist sentiment, access barrier trends — into actionable input for leadership, Brand teams, and Payer Access.
• Partner with Leadership on territory design, resource allocation, and succession planning within the regional team.

Vaccines are excluded from scope across all retail channels and accounts.

Requirements

• Bachelor's degree required.
• 10+ years of pharmaceutical commercial experience and at least 2 years managing a field team.
• 4+ years in retail pharmacy channel management or national account roles.

Qualifications

• MBA or advanced degree in Business or Healthcare Administration.
• 4+ years in Market Access and/or Leadership experience managing retail channel teams through product launch cycles, including pull-through ramp and performance stabilization.
• Familiarity with co-pay program adjudication systems and integration of patient support programs with retail pharmacy dispensing workflows.
• Understanding of retail pharmacy economics — DIR fees, generic substitution incentives, and the commercial drivers shaping dispensing decisions.
• Experience representing the field perspective in enterprise commercial planning forums and translating strategy into team execution priorities.
• Track record of owning regional commercial performance — diagnosing pull-through gaps, deploying corrective action, and holding team members accountable to measurable outcomes.
• Multi-brand or portfolio retail channel experience — not a single-brand retail trade position.
• Proficiency with retail channel analytics platforms; data-driven account planning and team coaching approach.
• Strong coaching and people development skills; ability to build capability across a geographically dispersed team.
• Strong written and verbal communication skills; ability to present to senior internal and external stakeholders.

Location: Field Based (Regional)

Benefits

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

Skills

• Customer Centric Selling
• Data to Insights
• Digital Fluency
• Omnichannel
• Sales Territory Management
• Scientific Literacy