As the Director of Trade Strategy within Gilead’s US Managed Markets, Cross-Portfolio team, 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 and reports to the Sr. Director, Pricing and Trade Strategy, Cross-Portfolio, Managed 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 and new channel segment needs/capabilities in Digital Health and Telehealth, 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
• 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, Managed Markets, 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.
• Leads and conducts quarterly functional reviews with VPs, Executive Directors, and key stakeholders.
• 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

Experience and Skills:

• 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 Managed Markets, 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 Digital and Telehealth channel strategies, and supporting product distribution dispensing and administration to a multitude of health care delivery sites (including home health)

• 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.