Strategic Oncology Account Director - Southeast
GSK is a focused, global biopharma company uniting science, technology, and talent to get ahead of disease together. With a clear ambition to deliver impact for patients at scale, GSK Oncology is advancing a growing portfolio of approved medicines and investing in a pipeline designed to redefine cancer care. Recent progress includes approvals in endometrial cancer and multiple myeloma, alongside targeted business development in areas such as lung cancer. GSK offers substantial R&D investment, a broad development pipeline, expertise in genetics, and a strong partnership model, creating an environment where individuals can thrive and contribute at their full potential.
About the role
The Strategic Oncology Account Director serves as the primary strategic lead to complex oncology provider accounts across academics, health systems, free-standing cancer centers, and community oncology practices. This role bridges clinical, economic, and operational execution to advance GSK goals in Oncology, including access and account strategies that remove barriers and deliver growth. The position develops and executes multi-stakeholder account plans to generate durable institutional adoption, formulary, and on-label access to GSK therapies. It requires fluency across clinical science, real-world evidence, healthcare economics, and oncology practice operations, with the executive presence to engage C-suite, clinical leadership, and pharmacy decision makers.
Responsibilities
- Develop and maintain trusted relationships with key Population Based Decision Makers (PBDM) (e.g., P&T committee, clinical and pharmacy leaders) across assigned academic cancer centers, IDNs, and community oncology accounts.
- Support in-field regional engagement with cross-functional field partners, working closely with partner RSDs on account plans and execution.
- Deliver clinical value proposition discussions on mechanism of action, clinical trial data, safety profiles, and patient selection criteria for portfolio products.
- Provide total cost-of-care analyses, including comparative effectiveness, toxicity burden, and administration cost modeling with input into approved material development with Market Access strategy teams.
- Support on-label formulary, EHR, and pathway inclusion for GSK products.
- Negotiate and pull through contract agreements aligned to access and customer strategies as appropriate.
- Identify pain points within accounts across clinical, economic, and operational execution related to GSK brands and work with cross-functional partners to address them.
- Build a regular cadence of business reviews, executive exchanges, and clinical education sessions with pharmacy and clinical leadership.
- Represent GSK at sponsored industry events with proper planning, execution, and follow-up.
- Own enterprise-level relationships and lead access strategies for priority accounts, mapping influence hierarchies across academic cancer centers, IDNs, and community practice networks.
- Lead and coordinate cross-functional account planning (Medical Affairs, Market Access, Patient Services, BU Sales, GPO lead) to present a unified engagement strategy.
- Identify opportunities to support broader account engagement aligned with institutional priorities and portfolio positioning, facilitating appropriate internal hand-offs when needed.
- Accurately forecast business performance by account and maintain CRM records with discipline and precision.
- Contribute competitive intelligence, field insights, and account dynamics to inform regional and national commercial strategy.
Requirements
- Bachelor’s Degree.
- 8+ years in pharmaceutical/biotech commercial roles.
- 4+ years in pharmaceutical/biotech commercial roles working in Oncology.
- Account management experience in complex settings (e.g., Academic, IDN Accounts, or Community Provider Networks) at the enterprise (C/D suite) level.
Preferred Qualifications
- Experience in solid tumor and/or hematologic malignancy therapeutic areas.
- Familiarity with community oncology practice management, GPO relationships, and oncology group purchasing dynamics.
- Experience working with oncology care models, value-based contracts, or risk-bearing provider groups.
- Prior cross-functional roles in Market Access, Sales Leadership, Medical Affairs, or HEOR.
- Demonstrated clinical fluency, including the ability to discuss oncology clinical trial data, pathology, biomarker testing, and treatment algorithms with key stakeholders.
- Economic acumen, including working knowledge of oncology reimbursement, 340B program, GPO contracting, buy-and-bill, and specialty pharmacy dynamics.
- Experience supporting or leading a pharmaceutical oncolytic product launch.
- Experience using MS Office Suite, Veeva CRM, and Power BI or equivalent analytics platforms.
Skills
- Account Management
- Cross-Functional Work
- Data to Insights
- Digital Fluency
- Omnichannel
- Scientific Literacy
Benefits
GSK offers a comprehensive benefits program for US employees. Visit the GSK US Benefits Summary to learn more.