Portfolio Retail Channel Manager

GSK • Detroit, MI

13d • $165,000 - $275,000 • Onsite

About The Position

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 GSK’s total product portfolio. The role manages the retail channel as an enterprise asset, with brand teams serving as internal customers. It has two complementary areas of accountability: driving pull-through execution at major national retail chains and owning corporate relationships and account strategy for smaller regional retail chains.

The position drives dispensing performance, sector and regional engagement, and co-pay program utilization at national chains; manages corporate relationships and account strategies with regional chains; builds account-level analytics to identify performance gaps and guide corrective action; and serves as the enterprise retail channel interface with Brand, Payer Access, and Operations teams. The role is field based, with a national location designation, a stated priority territory of the Midwest (Illinois and Michigan), and 50% travel.

The US annual base salary for new hires ranges from $165,000 to $275,000. The position also offers an annual bonus and eligibility to participate in a share-based long-term incentive program, dependent on role level. Benefits include health care and other insurance benefits for employees and families, retirement benefits, paid holidays, vacation, and paid caregiver/parental and medical leave.

Requirements

• Bachelor’s degree.
• At least 6 years of pharmaceutical commercial experience, or at least 3 years of experience managing major national retail chain pharmacy accounts in a leadership capacity.
• Valid driver's license.
• Proven record of retail pharmacy account management performance and disciplined pull-through execution across a multi-brand or enterprise portfolio role.

Nice To Haves

• MBA or advanced degree in Business, Healthcare Administration, or Pharmacy.
• Proficiency with retail pharmacy pull-through analytics platforms.
• Multi-brand or portfolio retail channel experience.
• At least 5 years in retail pharmacy channel management or account management.
• 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, and analyze key performance measures and make data-driven account management decisions.
• Strong written and verbal communication skills and 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, including DIR fees, generic substitution incentives, and commercial drivers shaping dispensing decisions.

Responsibilities

• Own pull-through execution at major national retail chains by developing account-specific plans focused on 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, including co-pay card adjudication failures, pharmacy system formulary edits, prior authorization support integration issues, and inventory availability gaps; escalate issues requiring contract-level action.
• Own corporate-level relationships and account strategy for regional retail chains through enterprise-level joint business planning, access-gap closure, and 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, diagnose causes of performance gaps, and deploy targeted interventions before gaps become material commercial liabilities.
• Provide Brand teams with retail channel intelligence, including 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.
• Serve as the enterprise retail channel interface with Brand, Payer Access, and Operations teams.

Benefits

• Health care and other insurance benefits for employees and family
• Retirement benefits
• Paid holidays
• Vacation
• Paid caregiver/parental and medical leave
• Annual bonus
• Eligibility to participate in a share-based long-term incentive program, dependent on role level

What This Job Offers

• Job Type: Full-time
• Career Level: Manager