Director - Market Access Account Integration

GlaxoSmithKline; Philadelphia (Philadelphia County); On-site; USD 160,000 - 230,000; Full time

Job summary

GlaxoSmithKline is seeking a Director to lead Market Access Account Integration, coordinating strategic plans for payers, PBMs, and large employers. You will drive access initiatives, manage contracts, and align stakeholders across the organization to optimize the GSK portfolio.

The role requires strong leadership in a matrixed environment, with focus on gross-to-net targets and policy alignment. Travel up to 50% may be required in the US market.

Qualifications

• Experience in market access and account management in healthcare.
• Strong understanding of payer contracting and pricing impact.
• Ability to influence across a matrixed organization.

Responsibilities

• Develop and execute strategic account plans for regional payers, PBMs, and large employers.
• Manage enterprise-level engagement to drive access and demand.
• Build relationships with payers, provider groups, and policy stakeholders.
• Own contract management of payers and PBMs, including RFPs and renewals.
• Analyze market trends and advise on pricing, contracting, and market access strategy.

Skills

Account management

Cross-functional work

Data to insights

Digital fluency

Omnichannel

Scientific literacy

Education

Bachelor's degree

MBA or advanced degree

Job description

Business Introduction

GSK remains committed to achieving bold commercial ambitions for the future. By 2031, we aim to deliver 40 billion in annual sales, leveraging our existing strong performance momentum to significantly increase our positive impact on the health of billions of patients globally. Our Ahead Together strategy is centred on early intervention to prevent and alter the course of disease, thereby protecting people and supporting healthcare systems. Our diverse portfolio consists of vaccines, specialty medicines, and general medicines. Through continuous innovation and a dedicated focus on scientific and technical excellence, we strive to develop and launch new, groundbreaking treatments that address critical health challenges.

Position Summary

As a Director, Market Access Account Integration it will be critical to execute our Market Access strategy and build relationships with key stakeholders in the healthcare ecosystem. This role is responsible for managing business relationships with the largest influencers within the ecosystem including regional payers, mid-size PBMs, specialty provider groups, large employers, and coalitions. These customers are critical influencers of patient access and future innovation.

In this role, YOU will have the opportunity to lead critical activities to progress YOUR career. The responsibilities include but are not limited to the following:

• Develop and execute strategic account plans for regional payers, Specialty contract customers (MCOs, infusion and infusion management groups), large employers, and coalitions. Looking across customers and markets impacted by the ecosystem.
• Coordinate the account management model and identify opportunities for enterprise-level engagement to ensure access and drive top-down demand.
• Build and maintain strong relationships with key stakeholders, including payers, mid-size PBMs, provider customer and non-retail contract accounts, including economic decision makers within clinic systems, infusion management organizations, etc.
• Own and manage the strategic plan for account performance, including monitoring contract compliance and performance.
• Owns key market segmentation and customer prioritization holistically representing market access strategies, health care economics, regional and state policies.
• Responsible for contract management of payers and mid sized PBMs (RFPs, contract renewals, deal creation)
• Works collaboratively across the business units to represent the full GSK portfolio and Specialty account management.
• Provide insights and recommendations to optimize pricing, payer and provider contracting, including above brand initiatives.
• Monitor and analyze market trends, payer behaviors, and competitive activities to inform strategy.
• Collaborate with Market Access Contracting Strategy and Integrated Business Commercialization Team leads to ensure Gross-to-Net targets are met across specialty brands by sharing and evaluating the impact of business decisions and engaging in tradeoff decisions
• Build and cultivate influential relationships with key influencers including at the C‑Suite level as it pertains to GSK portfolio.
• Establish alignment across internal GSK stakeholders to enable optimal coordination of customer engagement so the full value of GSK's offerings can be realized.

Why You?

Basic qualifications:

• Bachelor's degree - BA/BS required.

• 7 + years of demonstrated experience in market access and account management and / or leadership experience.
• Valid driver's license
• Open to 50-60% travel

Preferred Qualifications:

If you have the following characteristics, it would be a plus:

• MBA and/or advanced clinical/science degree or equivalent Financial acumen and strong understanding of gross profit, erosion, ASP, Net Cost Recovery, and pricing impact preferred.
• Minimum of 3 years in regional payers and / or large contracted customers, mid-size PBMs, and coalitions
• Experience working in highly matrixed environment and influencing across multiple stakeholder groups with an enterprise mindset.
• Demonstrated high learning agility and ability to adapt and pivot to continually changing product portfolio
• Initiative‑taker excited to step in to achieve goals with a strong history of demonstrated performance
• Strong account selling skills and ability to grow business through strategic planning and execution
• Effective communication and strong presentation skills Ability to apply Compliance Policies and Procedures (CPP) in unstructured and fluid situations
• Strong understanding of market access strategies, healthcare economics and reimbursement models that influence the local ecosystem and access.

#LI-GSK

#GSKCommercial

Skills

Account Management, Cross-Functional Work, Data to Insights, Digital Fluency, Omnichannel, Scientific Literacy

Please visit GSK US Benefits Summary to learn more about the comprehensive benefits program GSK offers US employees.

Why GSK?

Uniting science, technology and talent to get ahead of disease together.

GSK is a global biopharma company with a purpose to unite science, technology and talent to get ahead of disease together. We aim to positively impact the health of 2.5 billion people by the end of the decade, as a successful, growing company where people can thrive. We get ahead of disease by preventing and treating it with innovation in specialty medicines and vaccines. We focus on four therapeutic areas: respiratory, immunology and inflammation; oncology; HIV; and infectious diseases - to impact health at scale.

People and patients around the world count on the medicines and vaccines we make, so we're committed to creating an environment where our people can thrive and focus on what matters most. Our culture of being ambitious for patients, accountable for impact and doing the right thing is the foundation for how, together, we deliver for patients, shareholders and our people.

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