Vaccine Account Director, Southwest (TX, NM, LA)

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 Director or VAD is pivotal in leading the team that owns B2B customer relationship in large, complex healthcare delivery networks (e.g. Health systems/HSs, State CDC Awardees, major health departments and Federally Qualified Health Systems/FQHCs).

The VAD will lead a team of Vaccine Account Managers (VAMs) as a player/coach. This team will collectively own and is accountable for the GSK Vaccines Commercial Strategic account plan as a deliverable, with a focus on above brand and VBU-portfolio opportunities.  The VAD will lead and coach the VAM to cultivate relationships with key stakeholders in our largest accounts (e.g. C-suite and population-based decision makers), create impactful business plans and execute strategies that drive brand growth and improve healthcare for the patient population in key accounts. Internally, the VAD serves as a champion to represent customer & VAM team needs, bring voice of the customer and inform value propositions & strategy in close collaboration with cross-functional teams. In this role, s/he will coordinate with teams such as National Accounts, Sales teams, Marketing, Contracting, Medical, OPAS and others to deliver solutions and results for key accounts in a compliant manner.

Responsibilities:

Drive Regional Vaccine Performance

• Deliver regional and customer-level vaccines goals through effective orchestration of VAMs
• Align regional strategies with public health initiatives (e.g., state immunization programs) and manage brand/portfolio KPIs (e.g., Adolescent Tdap, flu coverage)
• Conduct business reviews in collaboration with VAMs and Vaccine Sales Directors (VSDs) to represent a geographic and key customer lens in diagnosing and realizing opportunities.
• Maintain a deep understanding of customer business models, priorities, and financial drivers to identify high-value opportunities.

Lead & Coach Field Teams

• Lead and develop VAMs including definition and tracking of annual objectives, personal development plans and routine coaching for timeline feedback (during and between field visits).
• Ensure consistent and high-quality Strategic Business Plans (SBPs) across all priority accounts, sharing best practices and learning across your team and other VAD teams
• Uphold field standards for account business plans to clearly define success and action plans, compliant customer engagement through definition and tracking of Good Selling Outcomes (GSOs) and structured field visits and compliant reporting
• Model trust-based relationships with key external stakeholders and decision-makers to drive value.

Cross-Functional Collaboration & Resolution

• Support the role of the VAM as the “Quarterback” for key accounts to coordinate execution with Sales and Retail teams operating within the customer network/geography.
• Partner with internal teams (Contracting, OPAS/HSD leaders, Marketing and others) to compliantly offer relevant solutions and present the clinical, economic and operational value of vaccines.
• Proactively monitor and address policy, payer, and operational issues by partnering with Market Access, Medical, Government Affairs, and Account-Based Solutions teams.
• Escalate and offer solutions to address customer and field team needs.

Data-Driven Strategy & Performance Management

• Monitor, diagnose and ensure progress against the aligned KPIs (e.g. Quotas, activity) and other objectives (e.g. stakeholder mapping, customer progress/GSO and vaccine protocol implementation)
• Work with VAMs to leverage data analytics to monitor and advance customer behavior (e.g., referral rates, adjudication, stocking) to guide interventions and performance discussions.
• Conduct regular team meetings to assess performance, share insights, and address emerging needs

• Regional and Account-level target achievement (e.g. sales, immunization rates, contract retention, market share and protocol implementation)
• Completion of quality Strategic Business Plans (SBP)
• Achievement of customer specific metrics as defined by the organization (e.g. stakeholder mapping,  C/D-Suite engagement/access)
• Team Performance and Coaching effectiveness (e.g. timely and quality objectives setting, reviews and coaching sessions (with documentation), field rides)

Why you?

Basic Qualifications:

• BS/BA
• Minimum 7 years of pharmaceutical or biopharmaceutical experience
• People Leadership Experience, including vaccine sales personnel
• Account management experience, especially in Health Systems with C/D-suite decision makers and experience with decision-making processes (P&T, formulary, etc.)

Preferred Qualifications:

• MBA or other advanced degree
• 2+ years of experience in Vaccines
• Experience with payers to demonstrate knowledge of reimbursement policies and landscape
• Expertise in the vaccines marketplace, GSK and competitive portfolios and customers
• Experience increasing access for Medicare Part B/D, VFC program & privately insured populations

Key Skills/Competencies:

• Ability to lead teams and translate strategy to local level business and strategic account plans
• Advanced business acumen and analytical skills to diagnose opportunities
• Strong communication, presentation & influencing skills to work with large customers
• Self-directed and organized with the ability to adapt and change in a shifting environment
• Impact and influence with other Sales leaders and representatives to mobilize action plans
• Ability to quickly identify issues and develop recommendations for timely, compliant resolution

Location: This is a field-based position. The percentage of travel will be determined by customer location in relation to the geographic location of the successful candidate.

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Please visit  GSK US Benefits Summary to learn more about the comprehensive benefits program GSK offers US employees.

Why GSK?

Uniting science, technology and talent to get ahead of disease together.

GSK is a global biopharma company with a purpose to unite science, technology and talent to get ahead of disease together. We aim to positively impact the health of 2.5 billion people by the end of the decade, as a successful, growing company where people can thrive. We get ahead of disease by preventing and treating it with innovation in specialty medicines and vaccines. We focus on four therapeutic areas: respiratory, immunology and inflammation; oncology; HIV; and infectious diseases – to impact health at scale.

People and patients around the world count on the medicines and vaccines we make, so we’re committed to creating an environment where our people can thrive and focus on what matters most. Our culture of being ambitious for patients, accountable for impact and doing the right thing is the foundation for how, together, we deliver for patients, shareholders and our people.

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