Description
The Portfolio Retail Channel Manager is an account leader accountable for commercial pull-through performance and corporate relationship management across the retail pharmacy channel for the total portfolio.
This role operates across two distinct but complementary accountability lanes: driving pull-through execution at major national retail chains and owning the corporate-level relationships and account strategy for smaller regional retail chains.
Responsibilities include:
- Own pull-through execution at major national retail chains , developing account-specific plans targeting dispensing drivers including system edits, formulary access, pharmacist awareness, patient affordability barriers, and co-pay adjudication issues.
- Lead regular business reviews with major chain pharmacy trade affairs and clinical pharmacy teams , presenting portfolio performance data and aligning joint pull-through initiatives.
- Manage and resolve system-level dispensing barriers , co-pay card adjudication failures, pharmacy system formulary edits, PA support integration issues, and inventory availability gaps , escalating when resolution requires contract-level action.
- Own corporate-level relationships and account strategy for regional retail chains , conducting enterprise-level joint business planning, closing access gaps, and building pharmacy staff engagement programs.
- Build and maintain account-level performance dashboards , tracking dispensing trends, co-pay utilization rates, formulary access status, and pharmacist engagement metrics.
- Conduct regular pull-through performance reviews , diagnosing root causes of performance gaps and deploying targeted interventions before gaps become material commercial liabilities.
- Provide Brand teams with retail channel intelligence , competitive product placement, pharmacist sentiment, access barrier trends, and pull-through performance benchmarks.
- Partner with Payer Access to align retail pull-through investment with formulary access outcomes.
The successful candidate will have a proven record of retail pharmacy account management performance and pull-through execution discipline across a multi-brand or an enterprise portfolio role.
Basic Qualifications:
- Bachelor's degree required
- 6+ years of pharmaceutical commercial experience or 3+ years of experience managing major national retail chain pharmacy accounts in a leadership capacity
- Valid driver's license
Preferred Qualifications:
- MBA or advanced degree in Business, Healthcare Administration or Pharmacy
- Proficiency with retail pharmacy pull-through analytics platforms
- Multi-brand or portfolio retail channel experience
- 5+ years in retail pharmacy channel management or account management
- Track record of building and managing corporate-level relationships with regional retail pharmacy accounts, including joint business planning and access gap remediation
- Ability to define, track, analyze key performance measures and make data-driven account management decisions
- Strong written and verbal communication skills; ability to present to senior internal and external stakeholders
- Familiarity with co-pay program adjudication systems and integration of patient support programs with retail pharmacy dispensing workflows
- Understanding of retail pharmacy economics , DIR fees, generic substitution incentives, and the commercial drivers shaping dispensing decisions