Hospital Account Leader: Formulary & Access

GlaxoSmithKline; Wichita (KS); On-site; USD 165,000 - 275,000; Full time

Job summary

GlaxoSmithKline is seeking a Hospital Senior Account Manager to drive formulary access and hospital-adoption of approved products across a multi-state territory, including OK, CO, KS, MO. You will engage ID physicians, hospitalists, pharmacists, case management, and C-level P&T members to advance access and utilization.

In this field-based role, you will develop and execute an integrated territory plan, exceed sales targets, deliver clinical presentations, collaborate with cross-functional

Qualifications

• BA/BS degree from an accredited institution.
• Valid driver's license.
• 5+ years of experience in the pharmaceutical/medical/biotech industry.
• 3+ years calling on hospitals and health systems.
• Willingness to travel up to 50%.
• Ability to lift and/or move up to 35 pounds.

Responsibilities

• Achieve and exceed sales targets within the assigned territory by developing, implementing, and executing an integrated business plan to maximize sales and prioritize high-value customers and growth opportunities.
• Secure and translate hospital formulary wins and market access achievements into consistent prescribing and utilization within targeted hospital accounts.
• Engage pharmacy, medical, and operational stakeholders in clinical discussions that support patient identification, treatment selection, IV-to-oral transition, discharge readiness, and readmission reduction.
• Facilitate collaboration with nurse navigators, discharge planners, case managers, and specialty pharmacy partners to support patient access and therapy continuity.
• Identify and address clinical, operational, behavioral, and process-related barriers impacting product adoption.
• Plan and organize activities to achieve call metrics, optimizing coverage and frequency to key customers to maximize access and sales opportunities.
• Deliver comprehensive clinical brand presentations to physicians and other healthcare professionals, driving appropriate product utilization.
• Understand the healthcare delivery system within each assigned account, including the physician hierarchy, key pharmacy personnel, and clinical nursing staff.
• Develop in-depth product and account knowledge, staying informed about local and regional market trends.
• Analyze utilization trends, customer insights, and local market dynamics to identify opportunities and drive performance.
• Identify and address clinical, operational, behavioral, and process-related barriers impacting product adoption.
• Conduct educational programs, in-services, speaker programs, and compliant scientific discussions.
• Collaborate with peers in the sales organization to share best practices and strategies.
• Provide feedback on marketing strategy, analyze the effectiveness of sales activities and territory performance, and develop territory plans with the Regional Sales Director, brand team, and other support partners to deliver exceptional customer experience.
• Manage the territory budget to support sales and marketing activities effectively.
• Complete administrative tasks promptly, executing the company brand strategy and tactics within the assigned geographic area.
• Participate in training and development programs to enhance skills and knowledge.
• Maintain adherence and compliance with all corporate and industry policies and procedures.

Skills

Hospital relationships

Clinical information

Sales presentations

Stakeholder engagement

Cross-functional collaboration

Education

BA/BS degree

Tools

CRM systems

Job description

GlaxoSmithKline is seeking a Hospital Senior Account Manager to drive formulary access and hospital-adoption of approved products across a multi-state territory, including OK, CO, KS, MO. You will engage ID physicians, hospitalists, pharmacists, case management, and C-level P&T members to advance access and utilization.

In this field-based role, you will develop and execute an integrated territory plan, exceed sales targets, deliver clinical presentations, collaborate with cross-functional