Director, Trade Contracting

Director Trade Contracting

Background:

The Director Trade Contracting leads the developmentexecution and lifecycle management of all GSK and ViiV Trade/Channel contracts across wholesalers distributors specialty pharmacies and digital pharmacy partners. This role sits at the center of a complex internal matrix partnering with Trade Strategy Market Access LegalFee for Service and Fair Market Compliance Finance and Commercial teams. Success in this role requires balancing strategic commercial priorities with compliance standards to secure agreements that are both competitive and durable.

Role Description:

The Director Trade Contractingis responsible forthe development execution and maintenance of all GSK Trade/Channel contracts interacting with a complex matrix both internallyand withexternal customers.

SpecificResponsibilitiesinclude:

• Trade Contracting works across the Trade Market Access and Commercial organization to develop andmaintaincontracts that reflect the business trade strategy.

• Work closely with other internal departments including Legal Fair Market Value (FMV)Compliance Trade Operations Trade Performance & Analytics Contract & Chargeback Operations and Finance.

• Develop relationships with key contacts at GSK and ViiV Trade Partners and ensure open effective lines of communication are in place.

• Oversight overall Trade distribution segments where GSK products are sold and distributed including:

• Wholesalers (GSK & ViiV)

• Distributors (GSK & ViiV) across:Vaccines Oncology Immunology RespiratorySpecialtyand Anti-Infectives

• Specialty Pharmacies

• Digital Pharmacy

• Provide contracting support for ViiV Healthcare for all areas where ViiV products are sold and distributed (as listed above).

• Be accountable for the development of distribution contracts and interact closely with the Trade Strategy team and business units to ensure the trade strategy enables key commercial priorities and that this strategic intent is reflected in all GSK Trade distribution agreements.

• Ensure Trade Distribution and Service Agreement contracts are developed in line with Fair Market Value compliance standards and in alignment with legal guidance.

• Negotiate contract terms with external customers (as listed above) working collaboratively with the Trade Enterprise Account Director the Sr. Director Trade Strategy Contracting & Sales and the VP Channel Access Strategic Accounts.

• Review and approve all quarterly wholesaler and distributor Fee-For-Service (FFS) payments based on customer performance against Trade Agreementdefined metrics.

• Work collaboratively with FFS Compliance and external vendors to ensure that GSKs bona fide service offering is compliant and competitive.

• Manage all phases of the contracting cycle including contracting strategy development drafting negotiation execution and identifying/executing amendment needs based on strategic evolution national policy and legislative changes.

• Support the development and regular updating of Terms of Sale/Terms of Purchase for other direct GSK purchasers (e.g. ).

• Play an active role in contributing to Business Case Proposals brought forward by Trade Strategy to the SPC forum.

Basic Qualifications:

• Bachelors degree in a business-related area.

• 10years pharmaceutical channel/trade market access or distribution experience.

• Industry knowledge: understands the pharmaceutical channel/trade industry and distribution networks with a focus on specialty product distribution.

• Experience withanalytics withanemphasis on data management financial modeling and using facts and data to provide recommended courses of action.

• Strategic implementation experience.

• Business case development experience.

Preferred Qualifications:

• MBA or advanced degree.

• Theability to forge strong working partnerships with internal and external stakeholders.

• Asuccessfultrack recordofnegotiatingwith large complex customers.

• Effectivelybeing able toengage a large matrix team to secure agreement with key GSK Trade customersin a timely manner with competitive best-in-class rates for GSK.

• The capabilityto makestrategic decisions and recommendations based on evaluation of facts and data including situations where data may be incomplete.

• The skills and knowledgeto understand interpret and draft contract language.