Director, Trade Contracting

GSK

Director negotiating GSK and ViiV pharmaceutical trade contracts across national wholesalers, distributors, and specialty pharmacies. Managing compliant contracting strategy, negotiations, payments, and amendments for a global biopharma company.

Posted 8/10/2026full-timePhiladelphia • North Carolina, Pennsylvania • 🇺🇸 United StatesLeadWebsite

Core Competencies

Role fit

Core Competencies

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Demonstrates expertise in contract management, negotiation, and compliance within the pharmaceutical trade and channel landscape, with a strong focus on specialty product distribution and strategic decision-making based on data analysis.

Highest-signal resume keywords

Contract ManagementPharmaceutical Channel/Trade ExperienceNegotiation SkillsData AnalysisStakeholder Engagement

ATS Keywords

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Applicant Tracking System Keywords

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Hard Skills

Contract DraftingFinancial ModelingData ManagementStrategic ImplementationBusiness Case Development

Soft Skills

Relationship BuildingCommunication SkillsDecision-Making

Certifications & Qualifications

Bachelor's DegreeMBA or Advanced Degree Preferred

Industry Keywords

Trade DistributionMarket AccessFair Market Value CompliancePharmaceutical Distribution NetworksSpecialty Product Distribution

About the role

Key responsibilities & impact

Lead development, execution, and lifecycle management of GSK and ViiV Trade/Channel contracts
Develop and maintain contracts across wholesalers, distributors, specialty pharmacies, and digital pharmacy partners
Partner with Trade Strategy, Market Access, Legal, Fair Market Value Compliance, Finance, Commercial, Trade Operations, Trade Performance & Analytics, and Contract & Chargeback Operations
Build relationships and communication channels with GSK and ViiV Trade Partners
Oversee trade distribution segments for vaccines, oncology, immunology, respiratory, specialty, and anti-infectives products
Provide contracting support for ViiV Healthcare
Ensure distribution contracts reflect trade strategy and commercial priorities
Ensure Trade Distribution and Service Agreement contracts comply with Fair Market Value standards and legal guidance
Negotiate contract terms with external customers and internal commercial stakeholders
Review and approve quarterly wholesaler and distributor Fee-For-Service payments based on performance metrics
Collaborate with FFS Compliance and external vendors to maintain compliant and competitive service offerings
Manage contracting strategy, drafting, negotiation, execution, and amendments
Update Terms of Sale and Terms of Purchase for direct GSK purchasers such as GSKDirect.com
Contribute to Trade Strategy Business Case Proposals presented to the SPC forum

Requirements

What you’ll need

Bachelor's degree in a business-related area
10+ years of pharmaceutical, channel/trade, market access, or distribution experience
Knowledge of the pharmaceutical channel/trade industry and distribution networks
Focus on specialty product distribution
Experience with analytics, data management, and financial modeling
Ability to use facts and data to recommend courses of action
Strategic implementation experience
Business case development experience
MBA or advanced degree preferred
Ability to build working partnerships with internal and external stakeholders
Track record of negotiating with large, complex customers
Ability to engage large matrix teams and secure agreement with key trade customers
Ability to make strategic decisions based on facts and data, including incomplete data
Ability to understand, interpret, and draft contract language

Benefits

Comp & perks

Comprehensive benefits program for US employees
Remote and on-site work arrangement
Opportunities to grow with GSK
Wellbeing support
Inclusive workplace culture
Accommodation or other assistance to apply, if required