Director, Market Access- Trade and Distribution

At Gilead, we’re creating a healthier world for all people. For more than 35 years, we’ve tackled diseases such as HIV, viral hepatitis, COVID-19 and cancer – working relentlessly to develop therapies that help improve lives and to ensure access to these therapies across the globe. We continue to fight against the world’s biggest health challenges, and our mission requires collaboration, determination and a relentless drive to make a difference.
 

Every member of Gilead’s team plays a critical role in the discovery and development of life-changing scientific innovations. Our employees are our greatest asset as we work to achieve our bold ambitions, and we’re looking for the next wave of passionate and ambitious people ready to make a direct impact.
 

We believe every employee deserves a great leader. People Leaders are the cornerstone to the employee experience at Gilead and Kite. As a people leader now or in the future, you are the key driver in evolving our culture and creating an environment where every employee feels included, developed and empowered to fulfil their aspirations. Join Gilead and help create possible, together.

Job Description
 

As the Director of Trade Strategy within Gilead’s US Market Access, you will be the subject matter expert and serve as point-of-contact for internal stakeholders, including Brand, Managed Markets, Government Affairs, Finance, Legal and executive leadership, on all business questions related to Gilead’s channel strategies and distribution networks, impacting in-line and pipeline assets.

This pivotal role demands both strategic vision and hands-on execution. You will be driving recommendations with senior leadership and following through on implementation of those recommendations with Trade Account and Operations Teams.

This position is based on-site (3-days a week) in Foster City, CA with potential for Parsippany, NJ and reports to the Sr. Director, Trade and Market Access, Market Access Strategy Team

Markets

As the Director, Trade Strategy you will:

• Serve as an internal point-of-contact and trade strategy subject matter expert for Senior Leadership and key internal partners/stakeholders

• Stay abreast of key new trends, including identification of market disruptors (e.g., Alternate Site of Care, Telehealth, Home Health, Direct-To -Patient) and new channel segment needs/capabilities, and keep key internal partners and stakeholders informed accordingly

• Spearhead new product channel & distribution strategies, and modifications based on ongoing market dynamics and evolving access paradigms; lead RFP development and vendor selection process for new service needs and deliver recommendations to Senior Leadership

• Identify appropriate portfolio and product specific service metrics and KPIs in alignment with Trade Account Teams to monitor and measure the performance of Gilead’s ongoing and new distribution networks and agreements, including Wholesalers, Specialty Distributors, and Retail/Specialty Pharmacies, and Digital Health/Telehealth partners

• Develop Mature Product  channel strategy and work with Trade Account, Contracts, Operations and Regulatory for new and discontinued NDC management

• Lead strategic insights generation via primary research and data analytics to inform long-term strategic plans and support Trade Account teams in the negotiation and execution of channel contracts within the approved strategy guidelines and terms

• Collaborate with cross-functional partners/ stakeholders (e.g., TA Managed Markets Leads, Trade Account Team, Trade Operations, Government Pricing, Finance, Government Affairs and Legal) to ensure key channel/distribution trends and needs are incorporated into 3-year strategic planning, and scalable for multiple in-line and pipeline brands

• Attend outside meetings or conferences, as appropriate, to monitor competitive landscape and distribution trends, including new and existing trading partners that may impact channel strategies

• Work closely with Auditing, Regulatory, Legal and other partners/stakeholders to ensure fully compliant practices, policies & procedures

• Leverage appropriate Standard Operating Procedures (SOPs) to maintain order management parameters as defined by internal policy and agreements. Includes updating SOPs as required and quarterly auditing to ensure consistency with documented procedures.

Leadership, Influence and Communication:

• Leads and mentors Direct Reports and or junior colleagues/team members

• Collaborates with a diverse group of stakeholders, including VPs, Executive Directors, Brand, Marketing, Finance, Market Access, Global, Competitive Intelligence, and IT.

• Earns the respect of internal customers by consistently demonstrating a deep understanding of their business needs and providing insightful advice.

• Recognized as a subject matter expert, sought after for guidance on decisions impacting business operations.

• Fosters strong relationships within Account Management, Marketing, and Commercial operations, ensuring smooth collaboration.

• Expertly navigates organizational intricacies with professionalism and diplomacy. Guide without explicit authority, confidently advocating for the methodologies shaping the forecast and articulating their unique perspective, even if it diverges from the consensus.

• Manages external consulting resources effectively to ensure successful project delivery.

• Demonstrate strong Gilead core values – Integrity, Excellence, Accountability, Teamwork, and Inclusion

Basic Qualifications:

Bachelor's Degree and Ten Years’ Experience

OR

Masters' Degree and Eight Years’ Experience

OR

PhD and Two Years’ Experience

Preferred Qualifications:

• Bachelor’s degree and at least 12 years’ relevant experience in the biotech or pharmaceutical industry (a minimum of 10 years’ experience with a Master’s, or at least 8 years with a Doctoral degree)

• 6+ years of experience in Market Access, specifically in the development of distribution networks and channel segments, including Wholesalers, Specialty Distributors, Retail and Specialty Pharmacies, Hospitals and Integrated Delivery Networks (e.g. flow of product and dollars across the distribution chain, government pricing regulations, typical contracting terms and approaches) as well as key healthcare related datasets (e.g. 867, 852)

• Experience developing and operationalizing traditional and non-traditional (e.g., home health, direct-to-patient, digital health) channel strategies, and supporting product distribution dispensing and administration to a multitude of health care delivery sites

• 2+ years of management experience

• Strong verbal, written and interpersonal skills with an emphasis on project management and issue resolution

• Advanced knowledge of Microsoft Excel, PowerPoint and Tableau

People Leader Accountabilities

• Create Inclusion - knowing the business value of diverse teams, modelling inclusion and embedding the value of diversity in the way they manage their teams.

• Develop Talent - understand the skills, experience, aspirations and potential of their employees and coach them on current performance and future potential. They ensure employees are receiving the feedback and insight needed to grow, develop, and realize their purpose.

• Empower Teams - connect the team to the organization by aligning goals, purpose, organizational objectives and holding to account. They provide the support needed to remove barriers and connect their team to the broader ecosystem.

The salary range for this position is:

Bay Area: $226,185.00 - $292,710.00.

 

Other US Locations: $205,615.00 - $266,090.00.

Gilead considers a variety of factors when determining base compensation, including experience, qualifications, and geographic location. These considerations mean actual compensation will vary. This position may also be eligible for a discretionary annual bonus, discretionary stock-based long-term incentives (eligibility may vary based on role), paid time off, and a benefits package. Benefits include company-sponsored medical, dental, vision, and life insurance plans*.

For additional benefits information, visit:

https://www.gilead.com/careers/compensation-benefits-and-wellbeing