Connecting Odds
GSK

Director, Trade Contracting

GSK
USA - Pennsylvania - PhiladelphiaPosted about 1 month agoDiscoveredMatch locked
Full time

About the role

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 team s . 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.
  • Ex perience with   analytic s, w ith   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   negotiati ng   with large, complex customers.
  • E ffectively   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 mak e   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.

Location: Field Based (National)

How to apply If this role speaks to you, we encourage you to apply. Tell us how your experience aligns to the responsibilities and qualifications. We look forward to learning how you can contribute to our mission and grow with us.

#LI-GSK #GSKCommercial #GSKMarketAccessTrade2026

Skills

Brand Marketing, Data to Insights, Digital Fluency, Enterprise Thinking, Global Product Strategy, Launch Excellence, Scientific Literacy     Please visit  GSK US Benefits Summary to learn more about the comprehensive benefits program GSK offers US employees.

Uniting science, technology and talent to get ahead of disease together.

GSK is a global biopharma company with a purpose to unite science, technology and talent to get ahead of disease together. We aim to positively impact the health of 2.5 billion people by the end of the decade, as a successful, growing company where people can thrive. We get ahead of disease by preventing and treating it with innovation in specialty medicines and vaccines. We focus on four therapeutic areas: respiratory, immunology and inflammation; oncology; HIV; and infectious diseases – to impact health at scale. People and patients around the world count on the medicines and vaccines we make, so we’re committed to creating an environment where our people can thrive and focus on what matters most. Our culture of being ambitious for patients, accountable for impact and doing the right thing is the foundation for how, together, we deliver for patients, shareholders and our people. If you require an accommodation or other assistance to apply for a job at GSK, please contact the appropriate Recruitment Staff by emailing us at -  usrecruitment.adjustments@gsk.com GSK is an Equal Opportunity Employer. This ensures that all qualified applicants will receive equal consideration for employment without regard to race, color, religion, sex (including pregnancy, gender identity, and sexual orientation), parental status, national origin, age, disability, genetic information (including family medical history), military service or any basis prohibited under federal, state or local law.

Important notice to Employment businesses/ Agencies

GSK does not accept referrals from employment businesses and/or employment agencies in respect of the vacancies posted on this site. All employment businesses/agencies are required to contact GSK's commercial and general procurement/human resources department to obtain prior written authorization before referring any candidates to GSK. The obtaining of prior written authorization is a condition precedent to any agreement (verbal or written) between the employment business/ agency and GSK. In the absence of such written authorization being obtained any actions undertaken by the employment business/agency shall be deemed to have been performed without the consent or contractual agreement of GSK. GSK shall therefore not be liable for any fees arising from such actions or any fees arising from any referrals by employment businesses/agencies in respect of the vacancies posted on this site. Please note that if you are a US Licensed Healthcare Professional or Healthcare Professional as defined by the laws of the state issuing your license, GSK may be required to capture and report expenses GSK incurs, on your behalf, in the event you are afforded an interview for employment. This capture of applicable transfers of value is necessary to ensure GSK’s compliance to all federal and state US Transparency requirements. For more information, please visit the Centers for Medicare and Medicaid Services (CMS) website at https://openpaymentsdata.cms.gov/

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