GSK
Vaccine Account Manager - Nashville/Chattanooga, TN
GSK, Nashville, Tennessee, United States, 37247
Vaccine Account Manager – Nashville/Chattanooga, TN
Role Overview:
GSK has pioneered vaccine research for more than 140 years, offering a portfolio of over 20 marketed vaccines that protect millions worldwide. The Vaccine Account Manager (VAM) will steward the B2B customer relationship within large healthcare delivery networks, delivering value‑driven vaccine solutions and driving sales growth.
Position Summary: The VAM serves as the primary liaison for major customers such as health systems, state CDC awardees, public health departments, and Federally Qualified Health Centers. Responsibilities include engaging C/D‑level stakeholders, customizing value propositions, managing complex contract negotiations, and collaborating with cross‑functional teams to secure optimal vaccine access.
Responsibilities:
Strategic Account Development and Management
Build partnerships with large‑organized customers and key decision‑makers.
Identify goals and align vaccination efforts to support those objectives.
Develop customer‑specific business plans leading to Good Selling Outcomes (GSO).
Navigate complex organizational structures to advance formulary status and policy changes.
Represent customer needs to field and HQ leadership for timely support.
Conduct comprehensive business reviews and manage contract performance discussions.
Sales Excellence & Revenue Generation
Achieve or exceed volume, IZ rates, market share, and sales targets.
Define customer‑specific objectives and KPIs for success.
Support contracting processes in partnership with Contracting Specialists.
Execute consultative selling to position vaccines as a leading intervention.
Cross‑Functional Collaboration
Act as quarterback for VBU needs and coordinate local sales teams.
Support vaccination programs across channels and digital platforms.
Collaborate with Contracting, Medical Affairs, and Marketing to present value of vaccines.
Work with Market Access on coverage, reimbursement, and contracting challenges.
Clinical & Scientific Expertise
Develop deep knowledge of vaccines, disease states, guidelines, and competitive landscape.
Deliver evidence‑based clinical education on efficacy, safety, and administration.
Maintain current understanding of CDC guidelines and health quality metrics.
Market Intelligence & Analysis
Analyze account performance, market trends, and formulary landscapes.
Provide market feedback to stakeholders on positioning and pricing.
Administrative & Compliance
Maintain detailed customer interaction records in CRM.
Complete required training, certifications, and compliance modules.
Ensure promotional activities comply with 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.
Other metrics such as IZ rates, market shares, and contract performance.
Field and account coverage metrics as defined.
Basic Qualifications:
Bachelor’s degree.
Previous vaccine sales experience.
Combined minimum of 5 years in pharmaceutical sales, marketing, payer, or business development.
Valid driver’s license.
Travel required: up to 40%.
Preferred Qualifications:
Master’s degree in business, public health, or related field.
Deep knowledge of healthcare contracting.
Expertise in the vaccine marketplace, GSK, and competitive portfolios.
Deep understanding of health system business models and decision‑making processes.
Experience engaging C/D‑level stakeholders in large networks.
Experience working in a highly matrixed organization.
Key Skills & Competencies:
Advanced business acumen and analytical skills to diagnose opportunities.
Strong communication, presentation, and influencing skills.
Ability to translate strategy into local business plans.
Influence and mobilize action plans with other sales leaders.
Location: This is a field‑based position. The percentage of travel will be determined by customer location relative to the candidate’s geographic location.
Why GSK? GSK is a global biopharma company dedicated to uniting science, technology, and talent to advance disease prevention and treatment. With a focus on respiratory, immunology, oncology, HIV, and infectious diseases, GSK aims to positively impact the health of 2.5 billion people by the end of the decade.
Equal Opportunity Employer Statement: GSK is an Equal Opportunity Employer. All qualified applicants receive equal consideration for employment, regardless of race, color, religion, sex, pregnancy, gender identity, sexual orientation, parental status, national origin, age, disability, genetic information, or any other protected characteristic.
Agency Notice: GSK does not accept referrals from employment businesses or agencies for this vacancy. Employment agencies must obtain prior written authorization from GSK’s commercial/human resources department before referring candidates. Activities undertaken without written authorization are considered performed without consent, and GSK is not liable for fees arising from such actions.
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GSK has pioneered vaccine research for more than 140 years, offering a portfolio of over 20 marketed vaccines that protect millions worldwide. The Vaccine Account Manager (VAM) will steward the B2B customer relationship within large healthcare delivery networks, delivering value‑driven vaccine solutions and driving sales growth.
Position Summary: The VAM serves as the primary liaison for major customers such as health systems, state CDC awardees, public health departments, and Federally Qualified Health Centers. Responsibilities include engaging C/D‑level stakeholders, customizing value propositions, managing complex contract negotiations, and collaborating with cross‑functional teams to secure optimal vaccine access.
Responsibilities:
Strategic Account Development and Management
Build partnerships with large‑organized customers and key decision‑makers.
Identify goals and align vaccination efforts to support those objectives.
Develop customer‑specific business plans leading to Good Selling Outcomes (GSO).
Navigate complex organizational structures to advance formulary status and policy changes.
Represent customer needs to field and HQ leadership for timely support.
Conduct comprehensive business reviews and manage contract performance discussions.
Sales Excellence & Revenue Generation
Achieve or exceed volume, IZ rates, market share, and sales targets.
Define customer‑specific objectives and KPIs for success.
Support contracting processes in partnership with Contracting Specialists.
Execute consultative selling to position vaccines as a leading intervention.
Cross‑Functional Collaboration
Act as quarterback for VBU needs and coordinate local sales teams.
Support vaccination programs across channels and digital platforms.
Collaborate with Contracting, Medical Affairs, and Marketing to present value of vaccines.
Work with Market Access on coverage, reimbursement, and contracting challenges.
Clinical & Scientific Expertise
Develop deep knowledge of vaccines, disease states, guidelines, and competitive landscape.
Deliver evidence‑based clinical education on efficacy, safety, and administration.
Maintain current understanding of CDC guidelines and health quality metrics.
Market Intelligence & Analysis
Analyze account performance, market trends, and formulary landscapes.
Provide market feedback to stakeholders on positioning and pricing.
Administrative & Compliance
Maintain detailed customer interaction records in CRM.
Complete required training, certifications, and compliance modules.
Ensure promotional activities comply with 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.
Other metrics such as IZ rates, market shares, and contract performance.
Field and account coverage metrics as defined.
Basic Qualifications:
Bachelor’s degree.
Previous vaccine sales experience.
Combined minimum of 5 years in pharmaceutical sales, marketing, payer, or business development.
Valid driver’s license.
Travel required: up to 40%.
Preferred Qualifications:
Master’s degree in business, public health, or related field.
Deep knowledge of healthcare contracting.
Expertise in the vaccine marketplace, GSK, and competitive portfolios.
Deep understanding of health system business models and decision‑making processes.
Experience engaging C/D‑level stakeholders in large networks.
Experience working in a highly matrixed organization.
Key Skills & Competencies:
Advanced business acumen and analytical skills to diagnose opportunities.
Strong communication, presentation, and influencing skills.
Ability to translate strategy into local business plans.
Influence and mobilize action plans with other sales leaders.
Location: This is a field‑based position. The percentage of travel will be determined by customer location relative to the candidate’s geographic location.
Why GSK? GSK is a global biopharma company dedicated to uniting science, technology, and talent to advance disease prevention and treatment. With a focus on respiratory, immunology, oncology, HIV, and infectious diseases, GSK aims to positively impact the health of 2.5 billion people by the end of the decade.
Equal Opportunity Employer Statement: GSK is an Equal Opportunity Employer. All qualified applicants receive equal consideration for employment, regardless of race, color, religion, sex, pregnancy, gender identity, sexual orientation, parental status, national origin, age, disability, genetic information, or any other protected characteristic.
Agency Notice: GSK does not accept referrals from employment businesses or agencies for this vacancy. Employment agencies must obtain prior written authorization from GSK’s commercial/human resources department before referring candidates. Activities undertaken without written authorization are considered performed without consent, and GSK is not liable for fees arising from such actions.
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