Vaccine Account Manager - Nashville/Chattanooga, TN

Role Summary

The Vaccine Account Manager (VAM) owns the B2B relationship with large and complex healthcare delivery networks, serving as the primary liaison with key decision-makers to understand customer needs and deliver a customized value proposition. The role requires strategic relationship-building across internal and external stakeholders, navigating formulary processes, and ensuring patient access to vaccines. The VAM collaborates with field teams to drive growth across integrated delivery networks.

Responsibilities

• Strategic Account Development and Management: Build partnerships with large-organized customers (HSs, Public Awardees, FQHCs) and key decision-makers; identify customer objectives and how vaccination efforts support them; develop customer-specific business plans leading to Good Selling Outcomes; navigate organizational structures to progress vaccine access and formulary status; collaborate with Public Sector decision makers and represent needs to Field and HQ.
• Sales Excellence & Revenue Generation: Achieve/exceed customer-specific targets; define objectives and KPIs; support contracting with Contracting Specialists; execute consultative selling to position vaccines as a leading intervention.
• Cross-Functional Collaboration: Coordinate with Sales leadership and local teams; support vaccination programs across channels; partner with internal teams to offer resources and present clinical, economic, and operational value of vaccines; collaborate with Market Access on coverage and contracting challenges.
• Clinical & Scientific Expertise: Develop expertise in vaccines, disease states, guidelines, and competitive landscape; provide evidence-based clinical education on efficacy, safety, and administration; stay current with CDC guidelines and health metrics.
• Market Intelligence & Analysis: Analyze account performance, market trends, and formulary landscape; provide market feedback on positioning and pricing.
• Administrative & Compliance: Maintain customer interaction records in CRM; complete required training and compliance modules; ensure promotional activities comply with regulations and company policies.

Qualifications

• Required: Bachelor’s Degree
• Required: Previous vaccines sales experience
• Required: Combined minimum of 5 years in Pharmaceutical Sales, Pharmaceutical Marketing, Payer and/or Business Development Experience
• Required: Valid driver’s license
• Required: Travel up to 40% (based on district size)

• Preferred: Master’s Degree in business, public health, hospital administration or similar field
• Preferred: Deep knowledge of contracting in the healthcare industry
• Preferred: Expertise in the vaccines marketplace, GSK and competitive portfolios
• Preferred: Knowledge of Health Systems business model and decision-making (P&T, formulary)
• Preferred: Experience with C/D-level engagement in large, complex healthcare networks (e.g., IDNs)
• Preferred: Experience with lateral leadership in a matrixed organization

Skills

• Advanced business acumen and analytical skills
• Strong communication, presentation, and influencing abilities for large customers
• Ability to translate strategy into local account plans
• Impact and influence to mobilize action plans for priority customers

Education

• Bachelor’s Degree (Required)
• Master’s Degree (Preferred)

Additional Requirements

• Location: Field-based role; travel percentage determined by customer location relative to candidate