Director, Specialty & Emerging Pharmacy Channels

GSK

3d•Remote

About The Position

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.

Requirements

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.

Nice To Haves

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.

Responsibilities

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.