Territory Account Manager at GSK in Baltimore, MD
Position Overview ViiV is seeking an experienced, results-driven professional in Specialty Sales for the position of Territory Account Manager (TAM). The ability to thrive in a fast-paced, complex environment and work with HCPs to adopt a new approach to HIV treatment will be essential to delivering success in this role. Additionally, the abilities to partner cross-functionally and to remain highly adaptable in a launch context will be critical. It is expected that the successful candidate will have demonstrated experience in developing strategic business plans with specific, measurable, action-oriented objectives in accordance with territory and account level goals. Successful outcomes will include selling to HCPs, servicing their accounts, and being aligned to ViiV's mission of leaving no person with HIV behind. This will be achieved through driving results against business objectives and working effectively within an integrated account management framework in the setup and delivery of a buy and bill treatment model. Reporting To:
Regional Sales Director (first line leader) Area Vice President of Sales (second line leader) Key Relationships to Drive Success Other Territory Account Managers Marketing Senior Sales Leaders 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 Key Duties and Responsibilities Deliver Results Through Exceptional Sales and Service Identify, target, and win new business by influencing working with HCPs to adopt a new approach to HIV treatment Engage with HCPs, nurses, staff, and administrators to accurately understand the clinical, organizational, and financial challenges and opportunities within target accounts Leverage data analytics, business acumen, and market expertise to identify high-priority prospects Prepare and execute business plans that are tailored to the unique needs of each customer and that help HCPs scale their treatment model to reach more patients Coordinate, engage, and partner with multiple cross-functional team members (i.e., Clinical Nurse Educators and Field Reimbursement Managers) to deliver an integrated product experience to customers Maintain a portfolio-based selling mindset and close internal communication loops to ensure customers experience a cohesive, integrated ViiV Provide exceptional customer service by proactively anticipating and addressing HCP problems, needs and requests Deliver and adapt execution plans to achieve performance goals and objectives utilizing; KPIs, scaling of successes, business problem solving, etc. Develop and foster external relationships with key influential customers and thought leaders Compliance, Accountabilities, and Values Based Culture Act in ways consistent with ViiV's culture, expectations, and values Be an agent of change by embracing the ambiguity in a launch environment and seeing setbacks as opportunities to learn and grow Escalate issues and risks when needed; display courage by 'speaking up' Understand and follow key compliance and regulatory guidelines Basic Qualifications BA/BS degree required Minimum of 7
years pharmaceutical sales experience as consistent top performer, of which should include a minimum of 2 years' specialty experience preferred Experience partnering cross functionally within an integrated account team model that includes multiple field-based team members Experience delivering successful results in a competitive environment Ability to travel domestically as necessary, which may include overnight travel, majority of time will be spent in market Valid Driver's License Preferred Qualifications Degree in Business, Marketing, or Life Sciences Knowledge of the HIV market Demonstrated experience in developing strategic business plans with specific, measurable, action-oriented objectives Strong planning and organization skills, analytical ability, business acumen, decision making ability, and problem-solving skills Demonstrated ability to influence and collaborate cross-functionally in a matrixed environment Excellent written and oral communication skills
Salary Range:
$80K -- $100K
Minimum Qualification
Account Management, Pharmaceutical/Medical SalesEstimated Salary: $20 to $28 per hour based on qualifications.
Regional Sales Director (first line leader) Area Vice President of Sales (second line leader) Key Relationships to Drive Success Other Territory Account Managers Marketing Senior Sales Leaders 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 Key Duties and Responsibilities Deliver Results Through Exceptional Sales and Service Identify, target, and win new business by influencing working with HCPs to adopt a new approach to HIV treatment Engage with HCPs, nurses, staff, and administrators to accurately understand the clinical, organizational, and financial challenges and opportunities within target accounts Leverage data analytics, business acumen, and market expertise to identify high-priority prospects Prepare and execute business plans that are tailored to the unique needs of each customer and that help HCPs scale their treatment model to reach more patients Coordinate, engage, and partner with multiple cross-functional team members (i.e., Clinical Nurse Educators and Field Reimbursement Managers) to deliver an integrated product experience to customers Maintain a portfolio-based selling mindset and close internal communication loops to ensure customers experience a cohesive, integrated ViiV Provide exceptional customer service by proactively anticipating and addressing HCP problems, needs and requests Deliver and adapt execution plans to achieve performance goals and objectives utilizing; KPIs, scaling of successes, business problem solving, etc. Develop and foster external relationships with key influential customers and thought leaders Compliance, Accountabilities, and Values Based Culture Act in ways consistent with ViiV's culture, expectations, and values Be an agent of change by embracing the ambiguity in a launch environment and seeing setbacks as opportunities to learn and grow Escalate issues and risks when needed; display courage by 'speaking up' Understand and follow key compliance and regulatory guidelines Basic Qualifications BA/BS degree required Minimum of 7
years pharmaceutical sales experience as consistent top performer, of which should include a minimum of 2 years' specialty experience preferred Experience partnering cross functionally within an integrated account team model that includes multiple field-based team members Experience delivering successful results in a competitive environment Ability to travel domestically as necessary, which may include overnight travel, majority of time will be spent in market Valid Driver's License Preferred Qualifications Degree in Business, Marketing, or Life Sciences Knowledge of the HIV market Demonstrated experience in developing strategic business plans with specific, measurable, action-oriented objectives Strong planning and organization skills, analytical ability, business acumen, decision making ability, and problem-solving skills Demonstrated ability to influence and collaborate cross-functionally in a matrixed environment Excellent written and oral communication skills
Salary Range:
$80K -- $100K
Minimum Qualification
Account Management, Pharmaceutical/Medical SalesEstimated Salary: $20 to $28 per hour based on qualifications.
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