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Director, Specialty & Emerging Pharmacy Channel Accounts
Background:
Specialty pharmacy (SP) is the primary dispensing channel for oncology, rare disease, and REMS (Risk Evaluation and Mitigation Strategies) governed products. The commercial complexity of managing SP partners goes well beyond distribution. SP clinical pharmacists are active participants in patient care; SP data reporting is a core source of pull-through intelligence; and SP REMS compliance is a regulatory obligation with commercial consequences. At the same time, the dispensing landscape is being reshaped by emerging digital pharmacy entrants, each representing a distinct disruptive model that creates both commercial risk and patient access opportunity for the portfolio. These SP and emerging pharmacy questions are no longer separable strategic challenges.
Role Description:
The Director, Specialty & Emerging Pharmacy Channels is the Market Access account leader responsible for commercial performance, pull-through execution, and strategic engagement across two converging channel segments: the traditional specialty pharmacy network serving oncology and specialty products, and the emerging digital and disruptive pharmacy entrants reshaping patient access to specialty and chronic medications. This role reports to the FVP, Enterprise Distribution & Channel.
The role is responsible for: 1) Managing SP partners against performance scorecards — driving pull-through in oncology and specialty therapeutic areas, governing REMS-compliant dispensing relationships, and ensuring SP integration with brand hub and patient access infrastructure. 2) Building manufacturer engagement frameworks for emerging digital pharmacy entrants where no established playbook exists — defining commercial posture, monitoring Gross To Net (GTN) and pricing implications, and identifying legitimate patient access opportunities. 3) Owning SP and emerging pharmacy channel pull-through analytics, performance reporting, and field intelligence. 4) Serving as the field interface with Brand Hub, Patient Services, Payer Access, and Medical Affairs on SP clinical engagement.
Specific responsibilities include:
Own commercial field relationships with SP partners — driving pull-through, patient access performance, and contractual compliance across the SP network.
Execute SP performance scorecards — tracking time-to-fill, dispense rates, REMS compliance, hub handoff quality, patient persistence, and data reporting timeliness — deploying corrective actions before gaps affect patient access.
Lead SP clinical pharmacist engagement in oncology and specialty therapeutic areas — equipping SP clinical staff with product knowledge, support tools, and patient access resources to support dispensing excellence.
For REMS-governed and LDD products, serve as the field account lead for SP REMS compliance monitoring, certified pharmacy network management, and patient enrollment support.
Own the enterprise commercial relationship and engagement strategy for emerging digital pharmacy entrants — developing manufacturer engagement frameworks where established pharma playbooks do not yet exist.
Monitor portfolio product inclusion on cash-pay and transparent-pricing digital pharmacy platforms — assessing pricing transparency implications for WAC strategy and GTN accruals, escalating pricing signal anomalies to ETAC Strategy and Finance.
Define and execute the channel conflict governance protocol for emerging digital pharmacy — identifying which portfolio products are appropriate for digital pharmacy dispensing vs. require SP-channel exclusivity.
Monitor emerging digital pharmacy entrants — including employer-sponsored digital pharmacy programs and telehealth-integrated dispensing — maintaining an enterprise intelligence brief.
Build and maintain SP and emerging pharmacy channel pull-through dashboards integrating SP dispense data, hub referral data, REMS compliance reporting, and digital pharmacy transaction data.
Coordinate with Brand Hub and Patient Services on SP workflow integration, co-pay access, and adherence programming — troubleshooting integration failures before they affect patient access.
Candidate Description & Qualifications
The successful candidate will have a proven record of specialty pharmacy account management in oncology or rare disease, combined with the commercial curiosity and strategic ambiguity tolerance to build manufacturer engagement frameworks with non-traditional emerging pharmacy entrants.
Basic Qualifications:
Bachelor's degree required.
10+ years of pharmaceutical commercial experience
5+ years in specialty pharmacy channel management or oncology trade account management roles.
Experience managing SP accounts at the Director or Senior Manager level.
Oncology or specialty therapeutic area account management experience, including buy-and-bill channel dynamics and clinical pharmacist engagement.
Preferred Qualifications:
The ability to engage non-traditional or emerging channel accounts in a strategically grounded, commercially sound way.
Proficiency with SP data and channel analytics platforms; ability to translate data into account-level action plans.
Strong written and verbal communication skills; ability to present to senior internal and external stakeholders.
Prior Director-level specialty pharmacy or oncology channel experience at a top-tier pharmaceutical or large biotech company.
Direct experience engaging emerging or non-traditional digital pharmacy platforms in a commercial account management capacity.
PharmD or clinical pharmacy background providing credibility with SP clinical pharmacist and therapeutic specialist teams in oncology or rare disease.
Familiarity with co-pay program design, patient affordability program integration with SP workflows, and co-pay bypass risk monitoring in cash-pay digital pharmacy channels.
Experience with SP network onboarding and pull-through execution for new product launches including LDD architecture.
Location: Field Based (National)
What we value in you
You bring practical leadership, clear thinking, and a collaborative spirit. You listen to customers and teams. You turn insight into action. You are accountable and focused on improving patient outcomes. You welcome working with people from different backgrounds and experiences to build better solutions.
How to apply
If this role feels like the next step in your career, we encourage you to apply. We want to hear how your experience and ideas would strengthen our specialty and emerging pharmacy channels and help more patients access the care they need.
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Skills
Account Management, Cross-Functional Work, Data to Insights, Digital Fluency, Omnichannel, Scientific Literacy
Please visit GSK US Benefits Summary to learn more about the comprehensive benefits program GSK offers US employees.
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