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GSK Portfolio Retail Channel Manager
Background:
Retail pharmacy Management and pull-through is the final mile of commercial execution for GSK’s product portfolio. Formulary access, payer contracting, and hub program design create the conditions for patient access — but it is pharmacist engagement, co-pay program activation, and system-level dispensing accuracy at the retail account level that determine whether access translates into fills. The retail pharmacy channel encompasses both major national chain pharmacies, where contracts and access are established and the work is pull-through execution, and smaller corporate regional chains, where the manufacturer must cultivate and own the corporate relationship to maintain portfolio access and dispensing performance across the enterprise footprint.
Role Description:
The Portfolio Retail Channel Manager is an account leader accountable for commercial pull-through performance and corporate relationship management across the retail pharmacy channel for the total portfolio. This role operates across two distinct but complementary accountability lanes: driving pull-through execution at major national retail chains and owning the corporate-level relationships and account strategy for smaller regional retail chains.
This is a portfolio role managing the retail channel as an enterprise asset, not a brand-by-brand campaign. Brand teams are internal customers of this role. You will be responsible for: 1) Driving dispensing performance, sector and regional engagement, and co-pay program utilization at major retail chain accounts. 2) Owning corporate-level relationships and account strategy for smaller regional retail chains. 3) Building and managing account-level pull-through analytics to identify gaps and drive corrective action. 4) Serving as the enterprise retail channel interface with Brand, Payer Access, and Ops teams.
Specific responsibilities include:
Own pull-through execution at major national retail chains — developing account-specific plans targeting dispensing drivers including system edits, formulary access, pharmacist awareness, patient affordability barriers, and co-pay adjudication issues.
Lead regular business reviews with major chain pharmacy trade affairs and clinical pharmacy teams — presenting portfolio performance data and aligning joint pull-through initiatives.
Manage and resolve system-level dispensing barriers — co-pay card adjudication failures, pharmacy system formulary edits, PA support integration issues, and inventory availability gaps — escalating when resolution requires contract-level action.
Own corporate-level relationships and account strategy for regional retail chains — conducting enterprise-level joint business planning, closing access gaps, and building pharmacy staff engagement programs.
Build and maintain account-level performance dashboards — tracking dispensing trends, co-pay utilization rates, formulary access status, and pharmacist engagement metrics.
Conduct regular pull-through performance reviews — diagnosing root causes of performance gaps and deploying targeted interventions before gaps become material commercial liabilities.
Provide Brand teams with retail channel intelligence — competitive product placement, pharmacist sentiment, access barrier trends, and pull-through performance benchmarks.
Partner with Payer Access to align retail pull-through investment with formulary access outcomes.
Candidate Description & Qualifications
The successful candidate will have a proven record of retail pharmacy account management performance and pull-through execution discipline across a multi-brand or an enterprise portfolio role.
Basic Qualifications:
Bachelor's degree required.
6+ years of pharmaceutical commercial experience.
5+ years in retail pharmacy channel management or national account roles.
Experience managing major national retail chain pharmacy accounts in a leadership capacity.
Multi-brand or portfolio retail channel experience
Preferred Qualifications:
MBA or advanced degree in Business or Healthcare Administration.
Proficiency with retail pharmacy pull-through analytics platforms.
Track record of building and managing corporate-level relationships with regional retail pharmacy accounts, including joint business planning and access gap remediation.
Ability to define, track, analyze key performance measures and make data-driven account management decisions.
Strong written and verbal communication skills; ability to present to senior internal and external stakeholders.
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.
Location: Field Based (National)
How to Apply
We want to hear from you. If this role aligns with your experience and career goals, please submit your resume and a brief note explaining why you are interested and how you would contribute. We review every application and will follow up with next steps.
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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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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.
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