Hospital Senior Account Manager, Anti-Infectives - Detroit, MI
GSK
August 19, 2026
Remote friendly (Detroit, MI)
United States
Sales
The Hospital Senior Account Manager supports and advances formulary access, protocol and order set readiness, discharge pathway support, and demand generation across targeted hospital accounts. Engages Infectious Disease physicians and hospitalists, pharmacists, case management teams, discharge planners, and key decision makers of IDNs to drive sales.
Key Responsibilities
- Achieve and exceed sales targets by developing, implementing, and executing an integrated territory business plan.
- Secure and translate hospital formulary wins and market access into consistent prescribing and utilization.
- Engage pharmacy, medical, and operational stakeholders in clinical discussions supporting patient identification, treatment selection, IV-to-oral transition, discharge readiness, and readmission reduction.
- Collaborate with nurse navigators, discharge planners, case managers, and specialty pharmacy partners to support patient access and therapy continuity.
- Identify and address clinical, operational, behavioral, and process barriers impacting product adoption.
- Plan and organize activities to meet call metrics; optimize coverage and frequency.
- Deliver clinical brand presentations to physicians and healthcare professionals.
- Understand account healthcare delivery systems, physician hierarchy, key pharmacy personnel, and clinical nursing staff.
- Develop product/account knowledge and analyze utilization trends and local market dynamics.
- Conduct educational programs, in-services, speaker programs, and compliant scientific discussions.
- Provide feedback on marketing strategy and territory performance; develop territory plans with the Regional Sales Director and support partners.
- Manage territory budget; complete administrative tasks; participate in training; maintain compliance with policies and procedures.
Qualifications
Basic Qualifications
- BA/BS degree from an accredited institution.
- Valid driver’s license.
- 5+ years pharmaceutical/medical/biotech industry experience.
- 3+ years calling on hospitals and health systems.
- Experience with hospital decision-making processes, clinical pathways, formulary management, and antimicrobial stewardship programs.
- Travel up to 50% within assigned geography.
- Ability to lift/move up to 35 pounds.
Preferred Qualifications
- Top-tier sales performance; proven product launch success.
- Demand generation success in hospitals.
- Anti-Infective experience.
- Expertise in account selling and complex sales processes.
- Deep knowledge of health systems model and stakeholder decision-making (P&T, formulary, etc.).
- Experience engaging specialist physicians, hospitalists, pharmacists, and pharmacy leadership.
- Experience across hospital and community care settings.
- Ability to work independently and on a team; analyze data for business plans; adapt to market changes.
- Strong presentation/selling skills and business acumen.
Skills
Account Management; Cross-Functional Work; Data to Insights; Digital Fluency; Omnichannel; Scientific Literacy
Key Responsibilities
- Achieve and exceed sales targets by developing, implementing, and executing an integrated territory business plan.
- Secure and translate hospital formulary wins and market access into consistent prescribing and utilization.
- Engage pharmacy, medical, and operational stakeholders in clinical discussions supporting patient identification, treatment selection, IV-to-oral transition, discharge readiness, and readmission reduction.
- Collaborate with nurse navigators, discharge planners, case managers, and specialty pharmacy partners to support patient access and therapy continuity.
- Identify and address clinical, operational, behavioral, and process barriers impacting product adoption.
- Plan and organize activities to meet call metrics; optimize coverage and frequency.
- Deliver clinical brand presentations to physicians and healthcare professionals.
- Understand account healthcare delivery systems, physician hierarchy, key pharmacy personnel, and clinical nursing staff.
- Develop product/account knowledge and analyze utilization trends and local market dynamics.
- Conduct educational programs, in-services, speaker programs, and compliant scientific discussions.
- Provide feedback on marketing strategy and territory performance; develop territory plans with the Regional Sales Director and support partners.
- Manage territory budget; complete administrative tasks; participate in training; maintain compliance with policies and procedures.
Qualifications
Basic Qualifications
- BA/BS degree from an accredited institution.
- Valid driver’s license.
- 5+ years pharmaceutical/medical/biotech industry experience.
- 3+ years calling on hospitals and health systems.
- Experience with hospital decision-making processes, clinical pathways, formulary management, and antimicrobial stewardship programs.
- Travel up to 50% within assigned geography.
- Ability to lift/move up to 35 pounds.
Preferred Qualifications
- Top-tier sales performance; proven product launch success.
- Demand generation success in hospitals.
- Anti-Infective experience.
- Expertise in account selling and complex sales processes.
- Deep knowledge of health systems model and stakeholder decision-making (P&T, formulary, etc.).
- Experience engaging specialist physicians, hospitalists, pharmacists, and pharmacy leadership.
- Experience across hospital and community care settings.
- Ability to work independently and on a team; analyze data for business plans; adapt to market changes.
- Strong presentation/selling skills and business acumen.
Skills
Account Management; Cross-Functional Work; Data to Insights; Digital Fluency; Omnichannel; Scientific Literacy