Director, Pull Through and Payer Specialty will work with the Pull Through Center of Excellence (PT COE), Marketing, and Commercial Capabilities (CC) to help sales teams maximize GSK’s investment in market access for both primary care and specialty products. Serve as the in-house expert on pull through resourcing and training to the Primary Care, Respiratory Biologics, Immunology and Vaccines Business Units.Build a New Hire and 3-Year capabilities curriculum for Payer Reimbursement Managers (PRM) that enables PRMs to translate payer coverage policies to providers and be a local reimbursement and access expert to the sales force and our customers. Develop advanced specialty curriculum to build the business acumen of MMGA specialty account managers. Your problem solving, planning and organization skills, project and change management skills and communication skills will serve you well in this role. Specifically, the role is focused on building, enhancing, and sustaining pull-through and payer specialty capabilities at GSK across primary care, specialty and managed markets (MMGA) business units.
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• Lead training for selling within managed markets and restricted access environments. This includes working with PT COE and CC to develop curriculum which aligns to PT COE strategies and Business Unit priorities.
• Provide GSK Expertise on the Strategic Focus and Implementation of Pull Through, Pricing and Formulary state of the Business
• Work with Sales Vice Presidents (SVP), Field Vice Presidents and CC Business Partners to enhance pull through coaching by First Line Leaders (FLL)
• Collaborate with PT COE, Brand and Payer Marketing teams to develop the field capabilities necessary to pull through retail access for primary care and specialty products.
• Lead training for PRMs. This includes developing the PRM training curriculum, both new hire and sustainment.
• Lead coding and reimbursement training for MMGA.
• Develop training and coaching workshops that produce an effective Ways of Working between sales and MMGA field teams.
• Collaborate with immunology and respiratory biologics training teams to develop selling capabilities to effectively engage customers who use specialty products within the healthcare environment of Specialty Pharmacy, Buy & Bill, and Alternate Sites of Care (ASOC).
• Stay current on the broader managed care marketplace and act as a consultant and expert across the organization
• Work effectively and collaboratively as an equal partner across an organization that includes training, marketing, legal, and field sales.
• Manage in-house stakeholders to create a collaborative and sustainable training and delivery program
• Manage a budget
The skills & experience which will lead to success in this role include:
• Strategic thinking. Your role needs to diagnose capability gaps, and develop plans for short & medium term to address those gaps
• Understanding the full Commercial Environment. You need to understand BU needs across Sales & Marketing, and to balance those with Enterprise priorities & resource constraints. Prior experience across commercial functions will be a clear asset in this role
• Leadership. As a Director within CC, you are expected to model all of GSKs Leadership Expectations, and foster an engaged, winning culture.
• Influencing. As a partner working with senior stakeholders, you are expected to help them balance organizational & enterprise priorities. You are expected to be a leader among those peers in the area of Selling Skills & Commercial Capabilities.
• Working Across Boundaries. The Director, Payer Pull Through role is a matrix leadership position, requiring you to understand & work closely with multiple functions across Sales, Marketing, Managed Markets, Multi Channel Marketing & Operations.
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