Vaccine Account Manager - West Texas/Albuquerque, NM

Role 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. The VAM must possess strong customer engagement skills, knowledge of healthcare contracting and customer-specific decision making, and the ability to work across a complex group of internal and external stakeholders. This role requires a strategic professional who can build relationships with complex healthcare organizations, navigate formulary processes, and ensure optimal patient access to vaccines. The VAM leverages and coordinates with field teams to achieve and exceed ambitious sales growth of our vaccine portfolio within integrated delivery networks.

Location: This is a field-based position. The percentage of travel will be determined by customer location in relation to the geographic location of the successful candidate.

Responsibilities

• 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

Qualifications

• Required: Bachelor’s Degree
• Required: Previous vaccines sales experience
• Required: Must possess a combined minimum of 5 years of the following: Pharmaceutical Sales, Pharmaceutical Marketing, Payer and/or Business Development Experience
• Required: Valid driver’s license
• Required: Travel Required: Up to 40% (based on specific district size)

• Preferred: Master's Degree - business, public health, hospital administration or similar field a plus
• Preferred: Deep knowledge of contracting in the healthcare industry
• Preferred: Expertise in the vaccines marketplace, GSK and competitive portfolios and customers
• Preferred: Deep knowledge of the Health Systems business model, organizational structure, key stakeholder roles and decision-making processes (P&T, formulary, etc.)
• Preferred: Experience calling on C/D level within large, complex healthcare delivery networks (e.g. IDNs)
• Preferred: Experience with lateral leadership in a highly matrixed organization

Skills

• Advanced business acumen and analytical skills to diagnose opportunities
• Strong communication, presentation (live and remote) & influencing skills to work with large customers
• Ability to translate strategy to local level business and strategic account plans
• Impact and influence with other Sales leaders and representatives to mobilize action plans in support of priority customers