Vaccines Account Manager – Louisville, Kentucky (West)
GSK
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.
Job description
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, Medical Society recommendations and Health Quality metrics
Market Intelligence & Analysis
- Analyze key account performance, market trends, competitive activities, and formulary landscape to identify growth opportunities
- Provide market feedback to internal stakeholders on positioning and pricing
Administrative & Compliance
- Maintain detailed customer interaction and activity records in CRM systems
- Complete required training programs, certifications, and compliance modules
- Ensure all promotional activities comply with pharmaceutical regulations and company policies
Success Metrics & Key Performance indicators
- Annual Sales Target achievement at the customer and territory level
- Stakeholder Mapping Completion and Decision-Maker access in assigned accounts
- Other metrics to be defined by the organization (e.g. IZ rates, market shares, contract performance)
- Field and account coverage metrics as defined
Requirements
- Bachelor’s Degree from an accredited institution
- Previous vaccines sales experience
- Must possess a combined minimum of 5 years of the following: Pharmaceutical Sales, Pharmaceutical Marketing, Payer and/or Business Development Experience
- Valid driver’s license; no relocation assistance
- Travel Required: Up to 40% (based on specific district size)
Benefits
- Comprehensive benefits program
Company overview
GSK plc (formerly GlaxoSmithKline) is a British multinational pharmaceutical and biotechnology company headquartered in London, England. Founded in 2000 through the merger of Glaxo Wellcome and SmithKline Beecham, GSK has grown to become one of the world's leading healthcare companies with operations in over 150 countries. The company specializes in researching, developing, and manufacturing prescription medicines, vaccines, and consumer healthcare products. GSK's therapeutic areas include respiratory diseases, HIV/AIDS, oncology, immunology, and infectious diseases. The company is particularly renowned for its vaccine portfolio and has been at the forefront of developing treatments for major global health challenges. With approximately 70,000 employees worldwide, GSK maintains a strong commitment to scientific innovation and has a significant presence in key markets including the United States, Europe, and emerging economies. The company's mission is to unite science, technology, and talent to get ahead of disease together, aiming to positively impact the health of 2.5 billion people by the end of the decade.