Vaccines Account Manager - Rochester, NY

Role Overview

Territory to Include, Western New York, Rochester, Buffalo, the Southern Tier, and surrounding areas. Relocation assistance is not provided.

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.

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
• 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
• 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

Qualifications

• Bachelor’s Degree
• Combined minimum of 5 years of the following: Pharmaceutical Sales, Pharmaceutical Marketing, Payer and/or Business Development Experience
• 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

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

Pay

The US annual base salary for new hires in this position ranges from $160,500 to $267,500. The US salary ranges take into account a number of factors including work location within the US market, the candidate’s skills, experience, education level and the market rate for the role. In addition, this position offers an annual bonus and eligibility to participate in our share based long term incentive program which is dependent on the level of the role.

Benefits

If you require an accommodation or other assistance to apply for a job at GSK, please contact the appropriate Recruitment Staff by emailing us at - usrecruitment.adjustments@gsk.com

GSK is an Equal Opportunity Employer. This ensures that all qualified applicants will receive equal consideration for employment without regard to race, color, religion, sex (including pregnancy, gender identity, and sexual orientation), parental status, national origin, age, disability, genetic information (including family medical history), military service or any basis prohibited under federal, state or local law.