Role Overview:
For more than 140 years, GSK has pioneered novel research methods and technologies to help protect people from infectious diseases. Our vaccines portfolio of more than 20 marketed vaccines is the broadest in the industry, helping to protect people throughout their lives. We believe prevention, at scale and for impact, is the best health investment for society, patients, and the economy. Vaccine-preventable diseases are a significant burden on society and healthcare systems; approximately $1 trillion in productivity is lost each year due to preventable conditions. This includes the impact from the 330,000 older adults hospitalized globally each year with RSV, approximately 1 in 3 people who will develop shingles in their lifetime and the 3-11% of people infected with seasonal influenza each year. Our portfolio will reach over 1 billion people globally this decade. Each year, about 40% of children globally receive a GSK vaccine and GSK is well-placed to lead in the growing adult immunization market. GSK’s US vaccines business is designed to support the unique needs of the customer base in the given geography. There are multiple customer-facing roles, each with unique customers/call points, but all dependent upon a high degree of collaboration.
Position Summary:
The Vaccine Account Manager (VAM) is pivotal in owning the B2B customer relationship in the largest and most complex healthcare delivery networks (e.g. Health systems/HSs, State CDC Awardees, major health departments and Federally Qualified Health Systems/FQHCs). The role of the VAM is to serve as the primary liaison with our largest customers and to engage C/D level clinical & non-clinical stakeholders to understand unique customer needs & priorities and to deliver a customized value proposition. The VAM must possess strong customer engagement skills, knowledge of healthcare contracting and customer-specific decision making, and the ability to work across a complex group of internal and external stakeholders. This role requires a strategic professional who can build relationships with complex healthcare organizations, navigate formulary processes, and ensure optimal patient access to vaccines. The VAM leverages and coordinates with field teams to achieve and exceed ambitious sales growth of our vaccine portfolio within integrated delivery networks.
Responsibilities _:_
Strategic Account Development and Management
- Build partnerships with large-organized customers, incl. HSs, Public Awardees & FQHCs and key decision-makers (e.g. Chief Medical Officers, Pharmacy Directors, Infectious Disease Specialists and P&T Committee members)
- Identify the customer’s objectives/goals and how vaccination efforts can help support
- Develop robust customer-specific and area Business Plans leading to Good Selling Outcomes/GSO (e.g. stakeholder mapping, budget cycles, formulary timelines and business reviews)
- Navigate complex organizational structures to identify clinical operational and financial influencers to progress on vaccine access/formulary status, policy/protocol, stocking and pull through
- Work closely with Public Sector decision makers to advance immunization efforts and address local policy shifts. Represent needs to Field and HQ leadership for timely support
- Strategically manage key accounts through comprehensive business review, knowledgeable contract performance discussions, organization of educational programs and attendance at key customer meetings and medical conferences
Sales Excellence & Revenue Generation
- Achieve or exceed customer-specific targets, incl. volume, IZ rates, market share, annual sales targets for vaccine portfolio
- Define and achieve customer-specific objectives and GSOs with KPIs for success.
- Support the contracting process in partnership with Contracting Specialists
- Execute consultative selling processes to position vaccines as a leading intervention
Cross-Functional Collaboration
- “Quarterback” VBU needs and objectives and work with Sales leadership to guide local Sales teams operating within the customer network. Coordinate organizational support to meet customer needs.
- Support vaccination programs within and across channels including strong referrals to Retail pharmacy setting, Adjudication support and utilization of digital platforms, as appropriate
- Partner with internal teams (E.g. Contracting Specialists, OPAS/HSDs, Medical Affairs and Marketing) to compliantly offer relevant resources and present the clinical, economic and operational value of vaccines
- Collaborate with Market Access to address coverage, reimbursement, and contracting challenges
Clinical & Scientific Expertise
- Develop expertise in vaccines, disease states, immunization guidelines, and competitive landscape
- Provide evidence-based clinical education to healthcare professionals on vaccine efficacy, safety profiles, and administration protocols
- Stay current with CDC guidelines, Medical Society recommendations and Health Quality metrics
Market Intelligence & Analysis
- Analyze key account performance, market trends, competitive activities, and formulary landscape to identify growth opportunities
- Provide market feedback to internal stakeholders on positioning and pricing
Administrative & Compliance
- Maintain detailed customer interaction and activity records in CRM systems
- Complete required training programs, certifications, and compliance modules
- Ensure all promotional activities comply with pharmaceutical regulations and company policies
Success Metrics & Key Performance indicators:
- Annual Sales Target achievement at the customer and territory level
- Stakeholder Mapping Completion and Decision-Maker access in assigned accounts
- Other metrics to be defined by the organization (e.g. IZ rates, market shares, contract performance)
- Field and account coverage metrics as defined
Why you?
Basic Qualifications:
- Bachelor’s Degree
- Must possess a combined minimum of 5 years of the following: Pharmaceutical Sales, Pharmaceutical Marketing, Payer and/or Business Development Experience
- Must possess Account Management and/or Vaccine experience
- Valid driver’s license
- Travel Required: Up to 50% (based on specific district size)
Preferred Qualifications:
- Master's Degree - business, public health, hospital administration or similar field a plus
- Previous vaccines sales experience
- Deep knowledge of contracting in the healthcare industry
- Expertise in the vaccines marketplace, GSK and competitive portfolios and customers
- Deep knowledge of the Health Systems business model, organizational structure, key stakeholder roles and decision-making processes (P&T, formulary, etc.)
- Experience calling on C/D level within large, complex healthcare delivery networks (e.g. IDNs)
- Experience with lateral leadership in a highly matrixed organization
Key Skills/Competencies:
- Advanced business acumen and analytical skills to diagnose opportunities
- Strong communication, presentation (live and remote) & influencing skills to work with large customers
- Ability to translate strategy to local level business and strategic account plans
- Impact and influence with other Sales leaders and representatives to mobilize action plans in support of priority customers
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