Vaccines Account Manager - Raleigh, NC

GlaxoSmithKline plc; North Carolina; On-site; USD 100,000 - 160,000; Full time

Job summary

GlaxoSmithKline plc in the United States seeks a Vaccine Account Manager to own B2B relationships within large healthcare networks (e.g., HSs, state health departments, FQHCs). You will engage C/D level clinical and non-clinical stakeholders to understand customer needs and tailor a value proposition that supports vaccine access and formulary objectives.

This role requires strategic thinking, cross-functional collaboration with contracting, market access, and medical affairs, and the ability to

Qualifications

• Experience in healthcare account management or sales with healthcare organizations is preferred.
• Strong communication and relationship-building skills with diverse stakeholders.

Responsibilities

• Own B2B customer relationships with large healthcare networks (HSs, state health departments, FQHCs).
• Engage C/D level clinical and non-clinical stakeholders to understand needs and deliver a customized value proposition.
• Navigate formulary processes and collaborate with internal teams to optimize patient access to vaccines.
• Coordinate with field teams to drive vaccine adoption and revenue growth within integrated delivery networks.

Job description

Territory

Territory to include, but not limited to: Raleigh and Durham, North Carolina

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 Manager (VAM) is pivotal in owning the B2B customer relationship in the largest and most complex healthcare delivery networks (e.g. Health systems/HSs, State CDC Awardees, major health departments and Federally Qualified Health Systems/FQHCs). The role of the VAM is to serve as the primary liaison with our largest customers and to engage C/D level clinical & non-clinical stakeholders to understand unique customer needs & priorities and to deliver a customized value proposition. The VAM must possess strong customer engagement skills, knowledge of healthcare contracting and customer-specific decision making, and the ability to work across a complex group of internal and external stakeholders. This role requires a strategic professional who can build relationships with complex healthcare organizations, navigate formulary processes, and ensure optimal patient access to vaccines. The VAM leverages and coordinates with field teams to achieve and exceed ambitious sales growth of our vaccine portfolio within integrated delivery networks.

Responsibilities:

Strategic Account Development and Management

• 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

Sales Excellence & Revenue Generation

• 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

Cross-Functional Collaboration

• "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

Clinical & Scientific Expertise

• 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,