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GSK · 5 days ago

Vaccine Account Manager - Sarasota, FL

USA - Florida - Sarasota

Full-time

Hybrid

Mid, Senior Level

5+ years exp

GSK is a global biopharma company focused on innovative vaccines and medicines. They are seeking a Vaccine Account Manager to manage B2B customer relationships within complex healthcare networks, engaging stakeholders to enhance vaccine access and drive sales growth.

BiotechnologyHealth CarePharmaceutical

Responsibilities

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

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

“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

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

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

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

Qualification

Vaccines sales experienceHealthcare contracting knowledgeB2B customer relationshipPharmaceutical Sales experienceAnalytical skillsCommunication skillsMaster's DegreePublic health knowledgeInfluencing skillsPresentation skills

Required

Bachelor's Degree

Previous vaccines sales experience

Must possess a combined minimum of 5 years of the following: Pharmaceutical Sales, Pharmaceutical Marketing, Payer and/or Business Development Experience

Valid driver's license

Travel Required: Up to 40% (based on specific district size)

Preferred

Master's Degree - business, public health, hospital administration or similar field a plus

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