Vaccine Sales Director - Tennessee/Kentucky

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Role Summary

The Vaccine Sales Director (VSD) is a key field leadership role responsible for driving commercial performance across a team of Pediatric, Adult, and Hybrid Immunization Specialists (IS). The VSD will lead day-to-day sales execution of GSK Vaccines’ strategic priorities within their district, ensuring strong sales performance, team development, and operational excellence. This is a field-based position with travel determined by customer location relative to the successful candidate.

Responsibilities

• Lead and direct IS teams to achieve or exceed vaccine sales, coverage, and market share goals
• Translate national and area-level sales strategy into action plans tailored to their district
• Identify growth opportunities and diagnose performance gaps using market insights and analytics
• Ensure alignment between local execution and broader Vaccines Business Unit (VBU) priorities
• Ensure teams leverage digital tools and data to enhance their targeting and Good Selling Outcomes (GSOs) goals

Coaching, Talent Development, and Performance Management

• Recruit, develop, and retain top performing IS talent across Pediatric, Adult, and Hybrid teams
• Ensure structured development plans, coaching and performance feedback
• Drive accountability and high performance through goal setting, KPI tracking, and field observation
• Review key success metrics and Incentive Compensation plans to ensure team understanding
• Routinely utilize field visits and other meetings to diagnose and coach teams on business planning, targeting, diagnosis and action plans to advance accounts and HCPs toward GSOs
• Foster a culture of learning, inclusion, and excellence in execution

Customer Engagement and Sales Execution

• Ensure the IS team effectively communicates the clinical value and benefits of GSK vaccines to HCPs and other account staff to support in-office immunization and/or a strong referral process
• Support team in implementing promotional initiatives, local educational events, and product launches
• Monitor team performance in vaccine uptake, adoption, and compliance with approved processes

Cross-Functional Collaboration and Operational Excellence

• Work closely with the area Account Management team to ensure alignment with strategy and agreed on action plans for large, organized customers
• Partner with Market Access, Medical Affairs, and Commercial teams to resolve operational barriers
• Share field insights with leadership to inform strategy adjustments and resource allocation
• Uphold GSK standards for compliant, high-quality customer engagement and documentation

Success Metrics & Key Performance indicators

• Commercial Results: Achieve assigned district sales, immunization rates and market share targets
• Team Performance: ≥90% of IS team meeting or exceeding individual KPIs
• Customer Impact: Effective HCP engagement through measurement against GSOs
• Coaching Effectiveness: Timely and impactful field coaching; timely setting of objectives/development plans and performance reviews
• Operational Excellence: Accurate CRM documentation, and disciplined execution of sales processes, 100% compliance with policies

Qualifications

• Required: Bachelor’s degree
• Required: Minimum 7 years of pharmaceutical or biopharmaceutical experience
• Required: Minimum 2 years of people management experience
• Required: Experience selling in a health systems environment
• Required: Must possess a valid driver's license
• Required: Willing and able to travel up to 50% of time
• Preferred: Minimum of 1 year of vaccines sales management experience
• Preferred: Knowledge of vaccines market, products, therapeutic areas, business and clinical environment
• Preferred: Strong record of high performance and consistent results
• Preferred: Strong oral and written communication skills, presentation and influencing skills

Skills

• Ability to lead teams and translate strategy to local level business
• Advanced business acumen and analytical skills to diagnose opportunities
• Strong communication, presentation & influencing skills
• Self-directed and organized with the ability to adapt and change in a shifting environment
• Impact and influence with other Sales leaders and representatives to mobilize action plans
• Ability to quickly identify issues and develop recommendations for timely, compliant resolution

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.