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National Strategic Account Manager

4 months ago

Durham, North Carolina, United States GlaxoSmithKline Full time
Site Name: USA - North Carolina - Durham
Posted Date: Apr

Can be based anywhere in the US

Company Overview

ViiV Healthcare is a global specialty HIV company, the only one that is 100% focused on researching and delivering new medicines for people living with, and at risk of, HIV. ViiV is highly mission-driven in our unrelenting commitment to being a trusted partner for all people living with and affected by HIV. Our aim is to think, act, and connect differently through a focus on education on and treatment for HIV. We go to extraordinary lengths to deliver the sorts of breakthroughs, both in treatments, care solutions and communities, that really count. We go beyond the boundaries of medicine by taking a holistic approach to HIV through developing and supporting sustainable community programs and improving access to care. We are fully committed to push through every challenge until HIV/AIDS is eradicated. ViiV has played a significant part in delivering breakthroughs that have turned HIV into a manageable health condition. We offer the largest portfolio of HIV medicines available anywhere, and we continue our work to cater for the widest possible range of needs in response to the HIV epidemic. We are aware of how much is at stake for those affected by HIV and we show up every day 100% committed to the patients. Our work culture is fast-paced, diverse, inclusive, competitive, and caring. But ViiV isn't just somewhere to work - it's a place to belong, an invitation to bring your very best, and a team full of impact-driven team members who are hungry to make a difference. While we have been improving lives of HIV patients for 30 years, this is an especially exciting time to be at ViiV, as we evaluate novel approaches to treatment and prevention that could further reduce the impact of HIV on individuals and communities.

Position Overview

ViiV is seeking an experienced, results-driven sales professional for the position of Strategic Account Manager. The ability to thrive in a fast-paced, complex environment and work within the local community to drive performance for ViiV's portfolio.

Additionally, the abilities to partner cross-functionally and to remain highly adaptable will be critical. It is expected that the successful candidate will have demonstrated experience working within a diverse team and in developing strategic business plans with specific, measurable, action-oriented objectives

Being part of ViiV is being part of something special. The focus of the organization couldn't be clearer - in everything we do, we fight to limit the impact of HIV on the 36.9 million people living with the virus, and to understand how best to prevent and treat the disease.

As we look to solidify and expand our presence in HIV treatment and prevention, we need experienced, entrepreneurial-minded account managers to help us on this journey. ViiV Healthcare is looking for an experienced customer-facing professional to help shape our current and future presence in the HIV market to be on the front lines of strategic collaborations and value definition. While a new opportunity, this position will play a pivotal role in building our presence with key accounts and will be directly responsible for developing and orchestrating the execution of an integrated approach to account interactions. This is a great opportunity for the right individual to help ViiV to become more competitive within these accounts and to help the broader organization learn from evolving trends in customer orientation and needs.

Key Relationships to Drive Success

Internal
  • Marketing
  • Senior Sales Leaders
  • Field Strategy and Operations
  • Regional Sales Directors
  • Territory Account Managers (TAMs)
  • Sales Training
  • Medical Science Liaison (MSL) & Payer MSLs
  • Field Reimbursement Managers (FRM)
  • Community Medical Liaisons


External
  • Key institutional members - C-suite, D-Suite, pharmacies, ID, HCPs, Medical Directors, Purchasing, Procurement
  • Network Leadership
  • Quality Directors
  • Broader HIV community
  • Local business, regulatory and legal stakeholders
  • Specialty Pharmacies
  • Local Health Departments


Managing the Business and Driving Performance
  • Successfully define business plans to identify, target, and execute to deliver performance for the ViiV portfolio in key non-retail accounts.
  • Lead the development of the B2B relationships with identified strategic accounts that include Infectious Disease, HIV specialized primary care, ASOs, IDNs, Regional Accounts and other key influencers of HIV treatment/prevention.
  • Acts as commercial point of contact with key decision makers at identified strategic accounts on behalf of the overall ViiV Healthcare portfolio
  • Coordinate and lead the overall integrated business planning, along with specified reviews, for each assigned account. This includes:
  • Comprehensive and concise landscape assessment of account. To include:
    • Organizational/group dynamics, account potential for each brand/therapeutic category, key decision makers and therapeutic/care decision-making process, competitive situation, key organizational challenges/opportunities
    • Develop and communicate account-specific targets in alignment with Director of Strategic Accounts
    • Coordinate cross-functional input of all matrix partners
    • Identify and quantify needs from internal ViiV Healthcare matrix partners
  • Develops and coordinates regular communication updates/briefings with internal team members
  • Understand and link national/ regional healthcare ecosystem trends into business plans (payer - public and private , key community-based organizations, local economics, health-system & providers - and competition) to maximize success
  • Develop and foster external relationships with key influential customers and thought leaders within key systems.
  • Provides approved disease/product/financial/outcomes/environmental information to key decision makers at identified accounts
  • Monitor and communicate emerging needs and trends within these accounts that impact the ViiV Healthcare portfolio
  • Successfully communicate the intrinsic value of ViiV Healthcare assets along with our support services and resources to these important customers
  • Positively contribute to the overall attainment of ViiV Healthcare performance goals.


Compliance Accountabilities and Values Based Culture
  • Identify and manage risks, while allocating resources and executing on priorities.
  • Understand Regional (State level) regulatory environment and required changes for execution to stay compliant.
  • 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 and inform centrally when needed; create a 'speak up' culture.
  • Implement Compliance and ViiV Risk Framework as applicable at Regional level.
  • Communicate SOPs and ensure ViiV policies are followed, e.g. recognition, reward, discipline, people policies, mandatory training.


Why You?

Basic Qualifications:

We are looking for professionals with these required skills to achieve our goals:
  • 5+ years of pharmaceutical sales with a minimum of 3+ years' experience in successfully working in account management (IDN, ACA etc. )
  • 8+ years pharmaceutical leadership experience as consistent top performer, and must include a minimum of 3+ years as a proven line leader within key account management of systems.
  • Experience selling to senior level purchasers within private and public sector healthcare markets.
  • Experience selling within complex regulatory environments across multiple product lines.
  • Experience with Payer environment and/or marketing experience.
  • Experience in data analytics.
  • Ability to travel 50-70% of the time.
  • Must have a valid driver's license.


Preferred Qualifications

If you have the following characteristics, it would be a plus:
  • Degree in Business, Marketing, Life Sciences, Health Policy Health or Allied Health fields
  • Proven experience partnering cross functionally within an integrated account team model that includes multiple field-based team members
  • Proven experience in specialty pharmaceutical sales and understands how to translate the complexity of the products in order to execute targeting and planning.
  • Proven experience in developing strategic business plans with specific, measurable, action-oriented objectives
  • Experience and knowledge of the HIV market
  • Experience selling to senior level purchasers within private and public sector healthcare markets
  • Experience selling within complex regulatory environments across multiple product lines
  • Experience in understanding and linking Regional healthcare ecosystem trends into business plans (payer - public and private, key community-based organizations, local economics, health-system & providers -and competition) to maximize success
  • Experience leading a cross functional matrix team
  • Able to understand, inform, and challenge strategies for the business and launches of new products
  • Strong planning and organization skills, analytical ability, business acumen, decision making ability, and problem-solving skills
  • History of working effectively with senior leaders in the organization
  • Demonstrated ability to lead through complexity and change
  • Track record of success and demonstration of coaching and people development
  • Demonstrated analytical and project management skills
  • Proven ability to build strong organizational alignment


#LI-GSK

#LI-ViiV

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.