Director, GSK Portfolio Distribution & Channel Analytics

Director, GSK Portfolio Distribution & Channel Analytics 

Background: 

This is a highly visible customer-facing role that supports strategic decision-making across Distribution and Channel segments through which approximately $12 billion (around 65%) of US pharmaceutical sales flow, requiring strong analysis to ensure the value of GSK assets is maximized. The role has departmental-level impact and influences beyond the immediate section or function, using professional judgment to interpret imperfect data and models and building stakeholder confidence in recommendations.   

Role Description: 

The GSK Portfolio Distribution & Channel Analytics is a highly visible role within US Market Access, responsible for leading customer and competitor analytics that drive strategic customer planning and account plan development across Enterprise Distribution and Channel. This role links complex data and insights to business decisions, collaborating closely with Market Access Strategy, Operations & Analytics, Brand Account Teams, Finance, Forecasting, Commercial Insights and external vendors to continually refine marketplace understanding and analytic tools.   

Specific Responsibilities include: 

• Deliver end-to-end enterprise performance diagnostics by synthesizing field and medical customer insights, retailer lead/lag metrics, and TRx-based profitable volume growth opportunities to inform Enterprise Distribution and Channel Strategy and execution objectives.   

• Design, execute and continuously refine integrated, data-driven customer-level strategic account plans and quarterly business reviews (including SWOT and market landscape analyses), and help develop targeted retail marketing programs to close performance gaps and maximize immunization growth.   

• Translate key market trends and customer behavior insights into innovative, analytics-led strategies for Retail, C-suite, Division and Regional leadership, challenging assumptions and informing profitable enterprise immunization decisions.   

• Provide advanced analytics on key customer metrics and competitive dynamics (e.g., lives by segment design, and specialty pharmacy coverage) to inform contracting strategies and decisions.   

• Continuously mine and connect multiple enterprise data tools to identify actionable insights that shape strategy, execution priorities and performance narratives, ensuring the integrity and accuracy of internal metrics.   

• Build and present financial analyses and scenario-based “what if” models to support strategic initiatives and contracting evaluations, quantifying impact, risk and opportunities from both GSK and customer lenses.   

• Evaluate and prioritize differentiated business development and contracting opportunities (e.g., value-based, specialty pharmacy, retail, provider-based) through rigorous quantitative and qualitative analysis, including post-deal analytics that inform future strategy refinement.   

• Monitor customer policies (e.g., prior authorization, medical policies, disease pathways, site-of-care, specialty and pharmacy policies) for contract compliance and emerging threats/opportunities, translating findings into strategic recommendations for account teams.    

• Partner closely with Operations & Analytics to shape data and analytics tools, develop contract business cases, forecasts, terms & conditions, and embed post-deal analytics into ongoing strategy reviews.  

Candidate Description & Qualifications 

This is a highly matrixed position with frequent interaction with Operations & Analytics, Market Access & Brand Account teams, Market Access Strategy, Finance, Forecasting, Commercial Insights and external vendors for marketplace and competitor insights requiring strong communication and presentation skills to convey complex analytics clearly and manage deep technical debate while translating insights for non-expert stakeholders.   

Basic Qualifications: 

• Bachelor’s degree in Business, Finance, Healthcare Administration, or Public Health.  

• 10+ years of pharmaceutical, channel/trade, market access, or distribution experience defining, tracking, and analyzing key performance measures & indicators to make appropriate data-driven decisions. 

• Experience with analytics and conceptualization.   

 Preferred Qualifications: 

• Experience with analytics and conceptualization.   

• Master’s degree (MBA) or other advanced degree with emphasis on applying analytics to enterprise-level business issues.   

• Leadership experience includes strong presentation skills, matrix management and communication across cross-functional teams.   

• Able to effectively understand strategy and apply it across teams, materials and customers; experience influencing without direct authority in complex situations.   

• Can listen and incorporate diverse perspectives across medical, clinical, commercial, customer and other functions, generating multiple novel ideas, solutions and strategic options to deliver long-term benefits to customers and GSK.   

• A collaborator with the ability to work with and influence brand marketing teams on key strategies and business plans.   

• Strong understanding of reimbursement and control mechanisms across Trade, Access and Channel and deep knowledge of the managed care industry and healthcare trends.   

• The disposition to establish and maintain relationships with key customers and internal stakeholders and to apply Compliance Policies and Procedures (CPP) in unstructured and fluid situations.   

• In-depth knowledge of the account planning process, laws and regulations covering providers and Trade, Market Access, and Channel. 

Location: Field Based (National)