ViiV Healthcare (GSK) Regional Sales Director, HIV Prevention LAI, Southeast

About the role

ViiV Healthcare is a global specialty HIV company dedicated to researching and delivering new medicines for people living with, and at risk of, HIV. As a mission-driven organization, ViiV is committed to being a trusted partner for all people affected by HIV, focusing on education, prevention, treatment, and community support. The company aims to deliver breakthroughs that significantly impact HIV prevention and care, with a holistic approach that includes sustainable community programs and improved access to care.

Key Relationships to Drive Success

• Marketing
• Senior Sales Leaders and current sales team
• Field Strategy and Operations
• Market Access
• Medical Science Liaison (MSL)
• Field Reimbursement Managers (FRM)
• Community Medical Liaisons/Contract Nurses
• HCPs - private practice, community clinics, and integrated systems
• Physician Support Staff
• Broader HIV community (Aids Service Orgs)
• Local business, regulatory and legal stakeholders
• Specialty Pharmacies
• Alternate Sites of Administration

Responsibilities

• Align and execute on business strategy, including marketing, market access pull-through, launches, multi-channel customer engagement, and employee development to deliver exceptional results.
• Prioritize and customize regional investments and resources (people and promotion) to maximize top and bottom-line growth based on identified opportunities and evolving business environments.
• Understand and integrate regional healthcare ecosystem trends into business plans, including payer dynamics, local economics, health-system and provider trends, value and quality metrics, and competition.
• Deliver and adapt execution plans to achieve performance goals using KPIs, scaling successes, and business problem-solving.
• Develop and foster external relationships with key influential customers and thought leaders.
• Recruit, hire, and develop a high-performing team of Territory Account Managers (TAMs).
• Build team capability for current and future needs, including attracting, identifying, and developing a diverse talent pool.
• Create a coaching culture and demonstrate situational leadership to maximize individual performance and deliver exceptional team results.
• Set the tone and culture of the team, role model ViiV expectations, and manage change with inspiration and high engagement.
• Implement corrective action as needed to meet business needs and improve performance.
• Identify and manage risks while allocating resources and executing on priorities.
• Understand the regional (state-level) regulatory environment and required changes for compliant execution.
• Escalate issues and risks and inform centrally when needed; foster a ‘speak up’ culture.
• Implement Compliance and ViiV Risk Framework at the regional level.
• Communicate SOPs and ensure adherence to ViiV policies, including recognition, reward, discipline, people policies, and mandatory training.

Basic Qualifications

• BA/BS degree.
• 9+ years of pharmaceutical sales experience, including 6+ years of specialty management experience leading teams.
• Experience recruiting, developing, and leading specialty teams to work cross-functionally within an integrated account team model that includes multiple field-based team members.
• Experience leading specialty teams to launch and deliver products.
• Experience in developing strategic business plans with specific, measurable, action-oriented objectives.
• Willingness to travel domestically as necessary, with overnight stays required. Majority of time will be spent with the team in-market.
• Valid Driver’s License.

Preferred Qualifications

• Specialty management experience leading top-performing teams.
• Strong track record developing account managers and managing underperformance.
• Strong planning and organization skills, analytical ability, business acumen, decision-making ability, and problem-solving skills.
• Demonstrated ability to influence without authority in a matrixed environment.
• Excellent written and oral communication skills.
• Advanced degree in Business, Marketing, or Life Sciences.
• Experience leading teams to successfully sell and deliver products in buy-and-bill reimbursement environments and working with Specialty Pharmacies.
• Experience working with HCPs to procure, manage, and administer cold chain treatment products.
• Knowledge of the HIV market.

Skills

• Customer Centric Selling
• Data to Insights
• Digital Fluency
• Omnichannel
• Sales Territory Management
• Scientific Literacy