GSK
Vaccine Account Manager - Nashville/Chattanooga, TN
GSK, Nashville, Tennessee, United States, 37247
Vaccine Account Manager - Nashville/Chattanooga, TN
Join GSK and play a pivotal role in managing B2B relationships with complex healthcare delivery networks across Nashville and Chattanooga, TN. This position focuses on advancing vaccine access and ensuring optimal patient outcomes within public and private sector segments.
Role Overview GSK has over 140 years of expertise in developing vaccines that protect people from infectious diseases. With more than 20 marketed vaccines, GSK’s US portfolio is the broadest in the industry. The Vaccine Account Manager (VAM) will be the primary liaison for large public and commercial accounts, delivering a customized value proposition that meets customer needs while supporting strategic sales growth.
Position Summary The VAM handles customer engagement, formulary processes, and access strategies across health systems, state health department awardees, and federally qualified health centers. The role requires strong stakeholder engagement, negotiation, and collaboration across internal and external teams to achieve healthcare access goals.
Responsibilities Strategic Account Development and Management
Build partnerships with large-organized customers, including health systems, public awardees, and FQHCs, and key decision-makers such as CMOs, Pharmacy Directors, and P&T Committee members.
Identify customer objectives and how vaccination efforts enhance those goals.
Develop customer‑specific business plans that lead to Good Selling Outcomes (GSO) through stakeholder mapping, budget cycles, formulary timelines, and business reviews.
Navigate complex structures to advance vaccine access, formulary status, policy/protocol, stocking, and pull‑through.
Coordinate with public sector decision makers to advance immunization efforts and address policy shifts relaying needs to field and HQ leadership.
Manage key accounts through comprehensive business reviews, contract discussions, educational programs, and attendance at customer meetings and conferences.
Sales Excellence & Revenue Generation
Achieve or exceed volume, IZ rate, market share, and annual sales targets for the vaccine portfolio.
Define customer‑specific objectives and GSOs with KPIs for success.
Support the contracting process with Contracting Specialists.
Execute consultative selling to position vaccines as leading interventions.
Cross‑Functional Collaboration
Act as the “Quarterback” for VBU needs and objectives, working with Sales leadership to guide local teams.
Support vaccination programs across channels, including referrals to retail pharmacies, adjudication support, and digital platform utilization.
Partner with internal teams (Contracting Specialists, OPAS/HSDs, Medical Affairs, Marketing) to offer compliant resources and demonstrate vaccine value.
Collaborate with Market Access on coverage, reimbursement, and contracting challenges.
Clinical & Scientific Expertise
Develop deep expertise in vaccines, disease states, immunization guidelines, and competitive landscape.
Deliver evidence‑based clinical education on vaccine efficacy, safety, and administration.
Maintain current knowledge of CDC guidelines, medical society recommendations, and health quality metrics.
Market Intelligence & Analysis
Analyze key account performance, market trends, competitive activities, and formulary landscape.
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, certifications, and compliance modules.
Ensure promotional activities comply with pharmaceutical regulations and company policies.
Success Metrics & Key Performance Indicators
Annual sales target achievement at the customer and territory levels.
Stakeholder mapping completion and decision‑maker access.
Other metrics defined by the organization (e.g., IZ rates, market shares, contract performance).
Field and account coverage metrics as defined.
Basic Qualifications
Bachelor’s Degree.
Previous vaccine sales experience.
Minimum 5 years of experience in Pharmaceutical Sales, Marketing, Payer, or Business Development.
Valid driver’s license.
Travel up to 40% (based on district size).
Preferred Qualifications
Master’s Degree in Business, Public Health, Hospital Administration, or related field.
Deep knowledge of contracting in the healthcare industry.
Expertise in the vaccines marketplace, GSK portfolio, and key customers.
In-depth understanding of Health Systems business model and decision‑making processes.
Experience engaging C‑level stakeholders within large, complex healthcare delivery networks.
Experience with leadership in a highly matrixed organization.
Key Skills/Competencies
Advanced business acumen and analytical skills.
Strong communication, presentation, and influencing skills.
Ability to translate strategy to local business and account plans.
Influence across sales leaders to mobilize action plans.
Location This is a field‑based position located in Nashville and Chattanooga, TN. Travel requirements will depend on the exact district location.
Benefits GSK offers a comprehensive benefits program. Please visit the GSK US Benefits Summary to learn more about the benefits package available to U.S. employees.
Equal Opportunity Statement GSK is an Equal Opportunity Employer. All qualified applicants will receive equal consideration for employment without regard to race, color, religion, sex (including pregnancy, gender identity, and sexual orientation), parental status, national origin, age, disability, genetic information, or any basis prohibited under federal, state, or local law. Please note GSK does not accept referrals from employment businesses or agencies without prior written authorization.
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Role Overview GSK has over 140 years of expertise in developing vaccines that protect people from infectious diseases. With more than 20 marketed vaccines, GSK’s US portfolio is the broadest in the industry. The Vaccine Account Manager (VAM) will be the primary liaison for large public and commercial accounts, delivering a customized value proposition that meets customer needs while supporting strategic sales growth.
Position Summary The VAM handles customer engagement, formulary processes, and access strategies across health systems, state health department awardees, and federally qualified health centers. The role requires strong stakeholder engagement, negotiation, and collaboration across internal and external teams to achieve healthcare access goals.
Responsibilities Strategic Account Development and Management
Build partnerships with large-organized customers, including health systems, public awardees, and FQHCs, and key decision-makers such as CMOs, Pharmacy Directors, and P&T Committee members.
Identify customer objectives and how vaccination efforts enhance those goals.
Develop customer‑specific business plans that lead to Good Selling Outcomes (GSO) through stakeholder mapping, budget cycles, formulary timelines, and business reviews.
Navigate complex structures to advance vaccine access, formulary status, policy/protocol, stocking, and pull‑through.
Coordinate with public sector decision makers to advance immunization efforts and address policy shifts relaying needs to field and HQ leadership.
Manage key accounts through comprehensive business reviews, contract discussions, educational programs, and attendance at customer meetings and conferences.
Sales Excellence & Revenue Generation
Achieve or exceed volume, IZ rate, market share, and annual sales targets for the vaccine portfolio.
Define customer‑specific objectives and GSOs with KPIs for success.
Support the contracting process with Contracting Specialists.
Execute consultative selling to position vaccines as leading interventions.
Cross‑Functional Collaboration
Act as the “Quarterback” for VBU needs and objectives, working with Sales leadership to guide local teams.
Support vaccination programs across channels, including referrals to retail pharmacies, adjudication support, and digital platform utilization.
Partner with internal teams (Contracting Specialists, OPAS/HSDs, Medical Affairs, Marketing) to offer compliant resources and demonstrate vaccine value.
Collaborate with Market Access on coverage, reimbursement, and contracting challenges.
Clinical & Scientific Expertise
Develop deep expertise in vaccines, disease states, immunization guidelines, and competitive landscape.
Deliver evidence‑based clinical education on vaccine efficacy, safety, and administration.
Maintain current knowledge of CDC guidelines, medical society recommendations, and health quality metrics.
Market Intelligence & Analysis
Analyze key account performance, market trends, competitive activities, and formulary landscape.
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, certifications, and compliance modules.
Ensure promotional activities comply with pharmaceutical regulations and company policies.
Success Metrics & Key Performance Indicators
Annual sales target achievement at the customer and territory levels.
Stakeholder mapping completion and decision‑maker access.
Other metrics defined by the organization (e.g., IZ rates, market shares, contract performance).
Field and account coverage metrics as defined.
Basic Qualifications
Bachelor’s Degree.
Previous vaccine sales experience.
Minimum 5 years of experience in Pharmaceutical Sales, Marketing, Payer, or Business Development.
Valid driver’s license.
Travel up to 40% (based on district size).
Preferred Qualifications
Master’s Degree in Business, Public Health, Hospital Administration, or related field.
Deep knowledge of contracting in the healthcare industry.
Expertise in the vaccines marketplace, GSK portfolio, and key customers.
In-depth understanding of Health Systems business model and decision‑making processes.
Experience engaging C‑level stakeholders within large, complex healthcare delivery networks.
Experience with leadership in a highly matrixed organization.
Key Skills/Competencies
Advanced business acumen and analytical skills.
Strong communication, presentation, and influencing skills.
Ability to translate strategy to local business and account plans.
Influence across sales leaders to mobilize action plans.
Location This is a field‑based position located in Nashville and Chattanooga, TN. Travel requirements will depend on the exact district location.
Benefits GSK offers a comprehensive benefits program. Please visit the GSK US Benefits Summary to learn more about the benefits package available to U.S. employees.
Equal Opportunity Statement GSK is an Equal Opportunity Employer. All qualified applicants will receive equal consideration for employment without regard to race, color, religion, sex (including pregnancy, gender identity, and sexual orientation), parental status, national origin, age, disability, genetic information, or any basis prohibited under federal, state, or local law. Please note GSK does not accept referrals from employment businesses or agencies without prior written authorization.
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