Portfolio Optimisation Director, Alliance Markets, ViiV

GlaxoSmithKline plc; Camden Town; Hybrid; GBP 90,000 - 130,000; Full time

Job summary

ViiV Healthcare is seeking a strategic leader to optimise the DTG portfolio, oversee LOE strategies, and drive value across the Alliance region. You will partner with Global and Local finance, pricing, market access and commercial teams to deliver robust financial assessments and entitlement decisions.

The role requires significant experience in commercial pharma, strong negotiation and stakeholder skills, and the ability to navigate complex multi-stakeholder environments while delivering growth

Qualifications

• Significant experience in commercial roles within the pharmaceutical sector.
• Strong strategic thinking and structured problem-solving with ability to translate data into actionable strategies.
• Demonstrated stakeholder management within a complex matrix structure.
• Confident negotiator who can construct and assess pricing options and drive value-based outcomes.
• Collaborative and influential with a track record across diverse geographies.

Responsibilities

• Lead the development and execution of strategies to optimise our product and project portfolio, balancing risk, opportunity, and resources.
• Lead the LOE strategy, ensuring performance ahead of plan and identifying risks and opportunities.
• Review country business cases and tenders, aligning with regional/global strategy and financial targets.
• Coordinate cross-functional stakeholders to secure alignment on optimisation strategies and implementation plans.

Skills

Commercial experience

Strategic thinking

Stakeholder management

Negotiation

Collaboration

Data analysis

Education

Postgraduate degree in business/finance/life sciences

Job description

Step into a unique and pivotal role where you will lead the continuous optimisation of our portfolio to maximise impact for patients and the business. You will work closely with colleagues across strategy, finance, R&D, commercial, and market access teams to ensure we invest wisely and deliver value. It requires a drive for optimal performance of the DTG portfolio across the Alliance region through proactive management of loss of exclusivity (LOE), ensuring business performance exceeds plan and the DTG business is optimised across markets. A skill and capability that will be required across the Region and Globally. This role will provide you the opportunity to lead key activities to progress your career. These responsibilities include some of the following:

• Lead the development and execution of strategies to optimise our product and project portfolio, balancing risk, opportunity, and resources. Lead the LOE strategy, ensuring performance is ahead of plan, anticipating clear risks and opportunities.
• Review, challenge and refine country business cases and tenders related to DTG, ensuring alignment with regional and global strategy and financial targets.
• Lead pricing option development, scenario modelling and be a key player to support LOCs with tender negotiation. Consolidate recommendations for review and decision by global and local stakeholders partnering with finance, pricing, access and commercial teams for robust financial assessments for competitive impact. Drive decision‑making processes to prioritise investments that support long‑term growth and patient impact.
• Partner with Global and Local finance, pricing, market access and commercial teams to ensure robust financial assessments of proposals, including margin, volume, and competitive impact.
• Build and maintain a holistic view of LOE status, pricing dynamics, competitive landscape and tender timelines across the Alliance region, translating insights into clear strategic actions.
• Coordinate and influence cross-functional and cross-company stakeholders in a matrix environment to secure alignment on optimisation strategies and implementation plans.
• Act as the central point of contact for countries on LOE optimisation, ensuring two-way communication of guidance, expectations, and feedback.
• Clearly articulate optimisation proposals and scenarios to senior stakeholders, including rationale, financial impact, risks and trade-offs, in both written and verbal formats.
• Monitor implementation and performance of agreed optimisation strategies, proactively identifying deviations from plan and driving corrective actions.
• Contribute to portfolio optimisation thinking beyond LOE (e.g. lifecycle management, channel/mix optimisation, contract structures)

We are looking for someone who is a strong leader, analytical, collaborative, and motivated by making a difference. Here, your skills will help shape decisions that drive growth and deepen our mission of uniting science, technology, and talent to get ahead of disease together. This role offers meaningful opportunities to grow your career while contributing to a healthier future. We will love your high accountability for impact performance, your ambition for patients and strategic curiosity, and your collaboration and influence abilities. Your passion for our mission and purpose of getting ahead of HIV together will enthuse us! How you work is as important as what you deliver.

• Significant experience in commercial roles, sales, access, pricing, tender and LOE or related roles, in pharmaceuticals. Rationale: Role operates in a complex, high-value, multi-stakeholder environment requiring proven experience in driving performance at scale.
• Strong strategic thinking and structured problem-solving, with proven ability to translate complex market and financial data into actionable strategies.
• Demonstrated stakeholder management skills within a complex, cross-functional and cross-company matrix structure.
• Confident negotiator, able to construct and assess pricing options, challenge assumptions, and drive value-based outcomes with country teams.
• Strong collaboration and influencing skills, with a track record of driving alignment and execution across diverse stakeholders and geographies.

Preferred Skills & Experience:

• Postgraduate degree in business, finance, life sciences, or related discipline.
• Excellent financial acumen, including experience with business case evaluation, pricing scenarios, tender assessments and P&L implications.
• Outstanding communication skills, both written and verbal, with the ability to clearly articulate proposals we develop for countries and those received from them, tailoring messages to different seniority levels.
• Results-focused mindset with experience of proactively managing LOE or similar high-impact market transitions to outperform plan.
• Experience in pricing/market access, commercial roles.
• Proactive, performance-oriented and resilient under pressure.
• High integrity and accountability, with strong ownership of outcomes.
• Constructive challenger who seeks optimal solutions while maintaining strong partnerships.
• Comfortable operating with ambiguity and making recommendations with incomplete data. You are curious, thoughtful, and collaborative. You make decisions using evidence and communicate clearly. You build trust naturally and create an inclusive space where everyone feels valued. You focus on what matters most for patients and the wider healthcare system. Above all, you lead with integrity, energy, and empathy. Join us to help shape the future - together.
• Data to Insights, Digital Fluency, Marketing Campaign Planning, Marketing Measurement, Marketing Strategy Implementation, Omnichannel Marketing, Scientific Literacy.

We are a specialist pharmaceutical company 100% dedicated to developing medicines to treat and prevent HIV. As the pioneers in HIV innovation, we constantly look to push the boundaries of science to develop medicines that can change lives and give people more choice. Beyond our medicines, we are proud of our deep connection with the HIV community and work with partners to advance research and development, address HIV-related stigma, increase access to our medicines and provide funding and support to local community organisations to support their efforts in the HIV response.

We are ViiV Healthcare. Here until HIV and AIDS are not., At ViiV Healthcare, we will not rest until we leave no person living with HIV behind. Until the 40 million people living with HIV is down to zero, we will continue searching for new ways to limit the impact of HIV. We are the only pharmaceutical company solely focused on combating, preventing, and ultimately eradicating HIV and AIDS. At ViiV Healthcare, we do things differently. Born out of a partnership between GSK and Pfizer in 2009, with Shionogi joining in 2012, we are determined to help end the HIV epidemic. We are guided by our mission to leave no person living with HIV behind and it is this mission that unites our employees located across the globe. We combine expertise in research, manufacturing, policy and more to push the boundaries of what people think is possible in HIV treatment and care. As a result of our connection with GSK, we are able to draw on their proud history and resources. This means that you would receive all the employee benefits offered by GSK. Living our mission of leaving no person living with HIV behind means keeping inclusion and diversity at the heart of everything we do - from our breakthrough innovation, to our diverse portfolio of medicines as well as the work we do to partner with HIV communities. Having a truly inclusive culture where we’re all able to be ourselves and feel like we belong will make us an even stronger team, better able to perform as a business and deliver on our mission to leave no person living with HIV behind. ViiV is an Equal Opportunity Employer. This ensures that all qualified applicants will receive equal consideration for employment without regard to race, color, religion, sex (including pregnancy, gender identity, and sexual orientation), parental status, national origin, age, disability, genetic information (including family medical history), military service or any basis prohibited under federal, state or local law.

Important notice to Employment businesses/ Agencies ViiV does not accept referrals from employment businesses and/or employment agencies in respect of the vacancies posted on this site. All employment businesses/agencies are required to contact ViiV's commercial and general procurement/human resources department to obtain prior written authorization before referring any candidates to ViiV. The obtaining of prior written authorization is a condition precedent to any agreement (verbal or written) between the employment business/ agency and ViiV. In the absence of such written authorization being obtained any actions undertaken by the employment business/agency shall be deemed to have been performed without the consent or contractual agreement of ViiV. ViiV shall therefore not be liable for any fees arising from such actions or any fees arising from any referrals by employment businesses/agencies in respect of the vacancies posted on this site. Please note that if you are a US Licensed Healthcare Professional or Healthcare Professional as defined by the laws of the state issuing your license, ViiV may be required to capture and report expenses ViiV incurs, on your behalf, in the event you are afforded an interview for employment. This capture of applicable transfers of value is necessary to ensure ViiV's compliance to all federal and state US Transparency requirements. For more information, please visit the Centers for Medicare and Medicaid Services (CMS) website at https://openpaymentsdata.cms.gov