Territory Account Manager

2 months ago

Chicago, Illinois, United States GlaxoSmithKline Full time
Site Name: USA - Illinois - Chicago, USA - Illinois - Chicago North, USA - Illinois - Greater Chicago
Posted Date: Jul

ViiV Healthcare is seeking an experienced, results-driven professional in Specialty Sales for the position of Territory Account Manager (TAM) on the Apretude Preventative Injectable Treatment Sales team. The ability to thrive in a fast-paced, complex environment and work with HCPs to adopt a new approach to HIV prevention 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 Healthcare's mission of leaving no person with HIV behind.

Key Relationships to Drive Success
  • Marketing
  • Senior Sales Leaders
  • Dovato and Cabenuva sales teams
  • Field Strategy and Operations
  • Market Access
  • Medical Science Liaison (MSL)
  • Field Reimbursement Managers (FRM)
  • Community Medical Liaisons/Contract Nurses
  • Community Engagement Specialists (CES)
  • 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


This role will provide YOU the opportunity to lead key activities to progress YOUR career, these responsibilities include some of the following:

Deliver Results Through Exceptional Sales and Service
  • Identify, target, and win new business by working with HCPs to adopt a new approach to HIV prevention
  • 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 prevention model to reach more people at risk for HIV
  • 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 Healthcare
  • Provide exceptional customer service by proactively anticipating and addressing HCP problems, needs and requests
  • Exceptional teamwork and collaboration between prevention and treatment TAMs enabling a ONE ViiV Healthcare approach in shared customer accounts
  • 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 Healthcare'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


Why you?

Basic Qualifications:

We are looking for professionals with these required skills to achieve our goals:
  • BA/BS degree required
  • 5+ years pharmaceutical sales experience
  • Minimum of 3 years' specialty pharma experience
  • 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:

If you have the following characteristics, it would be a plus:
  • Degree in Business, Marketing, or Life Sciences
  • Strong planning and organization skills, analytical ability, business acumen, decision making ability, and problem-solving skills
  • Experience to influence and collaborate cross-functionally in a matrixed environment
  • Excellent written and oral communication skills
  • Experience in sales success in complex market access coverage situations
  • Experience working with HCPs to procure, manage, and promote specialty injectable products
  • Knowledge of the HIV treatment and/or prevention markets
  • Experience partnering cross functionally within an integrated account team model that includes multiple field-based team members


#LI-GSK

Please visit GSK US Benefits Summary to learn more about the comprehensive benefits program ViiV offers US employees. All ViiV employees receive the same benefits options and plans as GSK employee.

Why Us?

At ViiV Healthcare, we will not rest until we leave no person living with HIV behind. Until the 39 million people living with HIV is down to zero, we will continue searching for new ways to limit the impact of HIV.

We are the only pharmaceutical company solely focused on combating, preventing, and ultimately eradicating HIV and AIDS. At ViiV Healthcare, we do things differently. Born out of a partnership between GSK and Pfizer in 2009, with Shionogi joining in 2012, we are determined to help end the HIV epidemic. We are guided by our mission to leave no person living with HIV behind and it is this mission that unites our employees located across the globe. We combine expertise in research, manufacturing, policy and more to push the boundaries of what people think is possible in HIV treatment and care. As a result of our connection with GSK, we are able to draw on their proud history and resources. This means that you would receive all the employee benefits offered by GSK.

Living our mission of leaving no person living with HIV behind means keeping inclusion and diversity at the heart of everything we do - from our breakthrough innovation, to our diverse portfolio of medicines as well as the work we do to partner with HIV communities. Having a diverse team and a truly inclusive culture where we're all able to be ourselves and feel like we belong will make us an even stronger team, better able to perform as a business and deliver on our mission to leave no person living with HIV behind.

If you require an accommodation or other assistance to apply for a job at ViiV, please contact the ViiV Service Centre at US Toll Free) or outside US).

ViiV is an Equal Opportunity Employer and, in the US, we adhere to Affirmative Action principles. This ensures that all qualified applicants will receive equal consideration for employment without regard to race, color, national origin, religion, sex, pregnancy, marital status, sexual orientation, gender identity/expression, age, disability, genetic information, military service, covered/protected veteran status or any other federal, state or local protected class.

Important notice to Employment businesses/ Agencies

ViiV does not accept referrals from employment businesses and/or employment agencies in respect of the vacancies posted on this site. All employment businesses/agencies are required to contact ViiV's commercial and general procurement/human resources department to obtain prior written authorization before referring any candidates to ViiV. The obtaining of prior written authorization is a condition precedent to any agreement (verbal or written) between the employment business/ agency and ViiV. In the absence of such written authorization being obtained any actions undertaken by the employment business/agency shall be deemed to have been performed without the consent or contractual agreement of ViiV. ViiV shall therefore not be liable for any fees arising from such actions or any fees arising from any referrals by employment businesses/agencies in respect of the vacancies posted on this site.

Please note that if you are a US Licensed Healthcare Professional or Healthcare Professional as defined by the laws of the state issuing your license, ViiV may be required to capture and report expenses ViiV incurs, on your behalf, in the event you are afforded an interview for employment. This capture of applicable transfers of value is necessary to ensure ViiV's compliance to all federal and state US Transparency requirements. For more information, please visit ViiV's Transparency Reporting For the Record site.

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