Senior, Expert
Regional Director, Portfolio Retail Channel Team, US Market Access
Regional Director, GSK Portfolio Retail Channel Team
Background:
Retail pharmacy pull-through is the final mile of commercial execution for the portfolio — and the quality of field leadership is what separates consistent regional performance from account-by-account variability. Formulary access, payer contracting, and hub program design create the conditions for patient access, but it is the discipline of the field team — how well managers are coached, how consistently account plans are executed, and how quickly performance gaps are diagnosed and addressed — that determines whether regional pull-through converts access into fills at scale. The Regional Director, Portfolio Retail Channel is the field leader who owns that execution standard across a defined geography.
Role Description:
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.
This role is responsible for: 1) Leading, developing, and holding a regional team of Portfolio Retail Channel Managers accountable for setting performance standards, coaching cadences, and individual development plans. 2) Owning regional retail channel pull-through performance across national chain and regional chain accounts, diagnosing gaps and driving corrective action at the team level. 3) Personally, managing the most strategically significant retail relationships within the region where senior field engagement is required. 4) Serving as the regional field voice in planning forums — translating on-the-ground commercial intelligence into strategic input for channel and brand teams.
Specific responsibilities include:
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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.
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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.
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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.
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Personally own executive relationships at strategically significant regional retail accounts where the commercial complexity or stakeholder seniority requires Regional Director-level engagement.
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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.
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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.
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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.
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Translate regional market intelligence — competitive activity, pharmacist sentiment, access barrier trends — into actionable input for leadership, Brand teams, and Payer Access.
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Partner with Leadership on territory design, resource allocation, and succession planning within the regional team.
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Vaccines are excluded from scope across all retail channels and accounts.
Candidate Description & Qualifications
The successful candidate will have a proven record of field team leadership in pharmaceutical retail channel or trade management, with demonstrated ability to build team capability, own regional commercial performance, and develop talent in a portfolio account management environment.
Basic Qualifications:
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Bachelor's degree required.
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10+ years of pharmaceutical commercial experience and at least 2 years managing a field team.
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4+ years in retail pharmacy channel management or national account roles.
Preferred Qualifications:
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MBA or advanced degree in Business or Healthcare Administration.
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4+ years in Market Access and/or Leadership experience managing retail channel teams through product launch cycles, including pull-through ramp and performance stabilization.
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Familiarity with co-pay program adjudication systems and integration of patient support programs with retail pharmacy dispensing workflows.
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Understanding of retail pharmacy economics — DIR fees, generic substitution incentives, and the commercial drivers shaping dispensing decisions.
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Experience representing the field perspective in enterprise commercial planning forums and translating strategy into team execution priorities.
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Track record of owning regional commercial performance — diagnosing pull-through gaps, deploying corrective action, and holding team members accountable to measurable outcomes.
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Multi-brand or portfolio retail channel experience — not a single-brand retail trade position.
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Proficiency with retail channel analytics platforms; data-driven account planning and team coaching approach.
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Strong coaching and people development skills; ability to build capability across a geographically dispersed team.
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Strong written and verbal communication skills; ability to present to senior internal and external stakeholders.
Location: Field Based (Regional)
How to apply We want to hear from you. If this role speaks to your experience and goals, please apply. Include a brief note about what motivates you to work in the retail channel and how you have driven measurable business outcomes. We look forward to learning how you can help us get ahead of disease together.
#LI-GSK #GSKCommercial
Skills Customer Centric Selling, Data to Insights, Digital Fluency, Omnichannel, Sales Territory Management, Scientific Literacy
Please visit GSK US Benefits Summary to learn more about the comprehensive benefits program GSK offers US employees.
Why GSK? 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.
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