Market Development Director Trade & Distribution

ViiV Healthcare is a global specialty HIV company, the only one that is 100% focused on researching and delivering new medicines for people living with, and at risk of, HIV. ViiV is highly mission-driven in our unrelenting commitment to be a trusted partner for all people living with and affected by HIV. Our aim is to think, act, and connect differently through a focus on education on and treatment for HIV. We go to extraordinary lengths to deliver the sorts of breakthroughs, both in treatments, care solutions and communities, that really count. We go beyond the boundaries of medicine by taking a holistic approach to HIV through developing and supporting sustainable community programs and improving access to care. We are fully committed to push through every challenge until HIV/AIDS is eradicated. ViiV has played a significant part in delivering breakthroughs that have turned HIV into a manageable health condition. We offer the largest portfolio of HIV medicines available anywhere, and we continue our work to cater for the widest possible range of needs in response to the HIV epidemic.

ViiV Healthcare is aware of how much is at stake for those affected by HIV and we show up every day 100% committed to the patients. Our work culture is fast-paced, diverse, inclusive, competitive, and caring. But ViiV isn't just somewhere to work - it's a place to belong, an invitation to bring your very best, and a team full of impact-driven team members who are hungry to make a difference.

While we have been improving lives of HIV patients for 30 years, this is an especially exciting time to be at ViiV, as we evaluate novel approaches to treatment and prevention that could further reduce the impact of HIV on individuals and communities.

Role Overview

ViiV is seeking a candidate to fill the role of Market Development Director (MDD), Trade & Distribution. This role will be joining the Trade & Distribution Team, reporting into the Field Vice President. Goals of this role include giving T&D the tools to measure SP performance and seek opportunities to glean new insights from the data to help us make data-driven decisions to help improve performance of network specialty pharmacies (SPs) and alternative sites of care (ASOCs) measured by key performance indicators, including increased 30-day fill rate. Additional goals include enhancing understanding of trade customer pull-through and landscape of ViiV Long-Acting Injectable (LAI) brands with a strategic focus on performance and trends in key priority regions and territories bringing a 360 view at geo level to understand the landscape we're working in to give context to performance - e.g. layer payer coverage on patient populations on ASOC availability on non-retail volume on SP performance. This is a critical role which connects field and home office team needs, gains insights into the competitive landscape, and maximizes T&D resources (including systems, process, insights, and analytics) to support ViiV teams with the right cross functional approach. The role will collaborate closely with field teams including T&D Account Team, Payer, Field Reimbursement, Sales and Market Development Team members across ViiV LAI brands. Collaborate with home office teams including Brand Marketing, Medical, Access/Payer and Finance teams. The role also requires understanding of the wider strategic picture while going deep into execution at the regional and territory level to understand the drivers and barriers to SP and ASOC performance. The role will require presentations across the matrix to articulate performance, key insights and SP/ASOC best practices while playing a key role in cross-functional collaboration to drive strategic shifts. The role co-creates strategies together with Trade & Distribution team members while leading without authority and gaining trust to effectively support the performance agenda.

Role Key Activities and Responsibilities

This role will provide/give YOU the opportunity to lead key activities to progress YOUR career, these responsibilities include the following:

Performance Monitoring & Analysis

• Monitor ViiV Network SP and ASOC KPIs and develop strategic plans for local field execution.
• Analyze and visualize SP and ASOC performance by geography, payer landscape, and individual partners; share insights across teams.
• Assess area and regional business trends based on market dynamics and trade customer support, identifying drivers of performance.
• Leverage all available data resources to proactively identify trends, uncover root causes, and present clear narratives during performance reviews.
• Manage and oversee vendor partners supporting ad hoc performance analyses.

Cross-Functional Collaboration

• Partner with Sales, Marketing, and Field Reimbursement leadership to understand needs and provide guidance and education.
• Collaborate with Trade & Distribution account teams to evaluate customer capabilities, gaps, and opportunities.
• Work with payer field teams and home office payer strategy teams to identify coverage opportunities, pathways, and barriers.
• Align strategies with PrEP & HIV treatment brand teams and provide guidance as needed.
• Coordinate with extended operations groups in HCP and Patient Experience verticals to optimize analytics, systems, and reporting.
• Build strong relationships with field leadership to co-create business plans and ensure organizational alignment.

Customer & Market Insights

• Maintain a deep understanding of customer insights and regional account environments, including PrEP and HIV communities, to maximize opportunities.
• Stay informed on industry trends, managed healthcare dynamics, and local marketplace insights, including integrated delivery systems, physician organizations, HIV/AIDS organizations (ASO, CBO), major employers, and pharmacy networks.
• Develop expertise in the LAI community and ecosystem to inform strategic decisions and stakeholder collaboration.

Strategic Execution & Opportunity Alignment

• Drive pull-through of national sales, marketing, and payer/access initiatives where appropriate.
• Identify and quantify opportunities with clear ROI to align with financial and implementation goals.

Basic Qualifications:

We are looking for professionals with these qualifications to achieve our goals:

• BA or BS Degree
• Minimum of 10 years of pharma experience to include two of the four: Analytics, Sales, Marketing, Operations related commercial pharma roles
• Experience using data analytics to develop marketing strategies

Preferred Qualifications:

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

• MBA Degree
• Strong analytical skills with the ability to interpret complex data sets and identify actionable insights.
• Experience using AI tools.
• Highly proactive to bring a new perspective, challenge status quo and move the organization in the right direction.
• Exceptional analytical and problem-solving abilities, coupled with advanced proficiency in Excel & PowerPoint
• Excellent communication and presentation skills; ability to influence stakeholders at all levels.
• Demonstrated capabilities to manage complex matrix organizations.
• Strategic thinker with a proactive, problem-solving attitude.
• Ability to thrive in a fast-paced, dynamic environment and manage multiple priorities effectively.
• Knowledge of HIV/AIDS therapeutic area and related market dynamics preferred.
• Ability to synthesize and communicate messages to different audiences.
• Specific experience with provider administered injectables and payer medical benefit.
• Experience understanding HIV community and ecosystem.
• Candidates with consulting background in above.
• Pharma Product Launch Experience

#LI-Remote

Please visit GSK US Benefits Summary to learn more about the comprehensive benefits program ViiV offers US employees. All ViiV employees receive the same benefits options and plans as GSK employee.

Why Us?

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.

Should you require any adjustments to our process to assist you in demonstrating your strengths and capabilities contact us at HR.AmericasSC-CS@gsk.com where you can also request a call.

Please note should your inquiry not relate to adjustments, we will not be able to support you through these channels. However, we have created a Recruitment FAQ guide. Click the link where you will find answers to multiple questions we receive

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/