Market Development Director Trade & Distribution

Role Summary

Market Development Director (MDD), Trade & Distribution will join the Trade & Distribution Team, reporting into the Field Vice President. The role focuses on measuring SP and ASOC performance, deriving insights from data to drive data‑driven decisions to improve network performance, and enhancing understanding of trade customer pull-through and the LAI brand landscape across priority regions. It requires cross‑functional collaboration with field and home office teams to optimize analytics, systems, and reporting and to drive strategic shifts in SP and ASOC performance.

Responsibilities

• 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.

• 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.

• 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.

• 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.

Qualifications

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

• Preferred: 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

Education

• BA or BS Degree
• MBA Degree (Preferred)