Vaccines Account Manager – Riverside County and San Bernardino County
GSK
July 02, 2026
On-site
Orange County, CA
Sales
Position Summary:
The Vaccine Account Manager (VAM) owns the B2B customer relationship in large, complex healthcare delivery networks (e.g., Health systems, State CDC Awardees, major health departments, FQHCs). Serves as primary liaison to largest customers; engages C/D-level clinical and non-clinical stakeholders to deliver a customized value proposition, navigate formulary processes, and ensure optimal patient access to vaccines.
Responsibilities:
- Build partnerships with HSs, Public Awardees, FQHCs and decision-makers (e.g., Chief Medical Officers, Pharmacy Directors, Infectious Disease Specialists, P&T Committee members)
- Identify customer objectives and how vaccination supports them
- Develop customer-specific and area Business Plans leading to Good Selling Outcomes (stakeholder mapping, budget cycles, formulary timelines, business reviews)
- Navigate organizational structures to influence vaccine access/formulary status, policy/protocol, stocking and pull-through
- Coordinate with public sector decision-makers; represent needs to Field/HQ leadership
- Manage key accounts via business reviews, contract performance discussions, educational programs, and key meetings/conferences
Sales Excellence & Revenue Generation:
- Achieve/exceed customer targets (volume, IZ rates, market share, annual sales)
- Define customer objectives and GSOs with KPIs; support contracting with Contracting Specialists
- Execute consultative selling
Cross-Functional Collaboration:
- Lead internal coordination (“quarterback” VBU needs); guide local sales teams
- Support vaccination programs and referrals (retail pharmacy), adjudication/digital platforms as appropriate
- Partner with Contracting Specialists, OPAS/HSDs, Medical Affairs, Marketing; collaborate with Market Access
Clinical & Scientific Expertise:
- Develop expertise in vaccines, guidelines, and competitive landscape
- Provide evidence-based education on efficacy, safety, administration
- Stay current with CDC guidelines, medical society recommendations, and health quality metrics
Market Intelligence & Analysis:
- Analyze account performance, trends, competitive activities, formulary landscape
- Provide feedback on positioning and pricing
Administrative & Compliance:
- Maintain CRM activity records; complete required training/certifications
- Ensure promotional activities comply with regulations and company policies
Success Metrics:
- Annual sales target achievement; stakeholder mapping and decision-maker access; other KPIs (e.g., IZ rates, market share, contract performance); coverage metrics
Basic Qualifications:
- Bachelor’s degree
- 5+ years combined experience in Pharmaceutical Sales, Pharmaceutical Marketing, and/or Payer/Business Development
- Account Management and/or Vaccine experience
- Valid driver’s license
- Travel up to 50%
Preferred Qualifications:
- Master’s degree (business/public health/hospital administration or similar)
- Previous vaccines sales experience
- Deep knowledge of healthcare contracting, vaccines marketplace/GSK/competitive portfolios and customers
- Knowledge of health systems model and decision-making (P&T, formulary)
- Experience calling on C/D-level in large complex IDNs
- Lateral leadership in matrixed organizations
Key Skills/Competencies:
- Analytical business acumen
- Strong communication/presentation and influencing
- Ability to translate strategy into local account plans
- Ability to mobilize action with other Sales leaders/representatives
Benefits/Compensation (if explicitly stated):
- US base salary range: $160,500–$267,500; annual bonus; eligible for share-based long-term incentive; health insurance, retirement benefits, paid holidays/vacation, paid caregiver/parental and medical leave.
Application Instructions:
- If you require an accommodation to apply, contact Recruitment Staff at usrecruitment.adjustments@gsk.com.
The Vaccine Account Manager (VAM) owns the B2B customer relationship in large, complex healthcare delivery networks (e.g., Health systems, State CDC Awardees, major health departments, FQHCs). Serves as primary liaison to largest customers; engages C/D-level clinical and non-clinical stakeholders to deliver a customized value proposition, navigate formulary processes, and ensure optimal patient access to vaccines.
Responsibilities:
- Build partnerships with HSs, Public Awardees, FQHCs and decision-makers (e.g., Chief Medical Officers, Pharmacy Directors, Infectious Disease Specialists, P&T Committee members)
- Identify customer objectives and how vaccination supports them
- Develop customer-specific and area Business Plans leading to Good Selling Outcomes (stakeholder mapping, budget cycles, formulary timelines, business reviews)
- Navigate organizational structures to influence vaccine access/formulary status, policy/protocol, stocking and pull-through
- Coordinate with public sector decision-makers; represent needs to Field/HQ leadership
- Manage key accounts via business reviews, contract performance discussions, educational programs, and key meetings/conferences
Sales Excellence & Revenue Generation:
- Achieve/exceed customer targets (volume, IZ rates, market share, annual sales)
- Define customer objectives and GSOs with KPIs; support contracting with Contracting Specialists
- Execute consultative selling
Cross-Functional Collaboration:
- Lead internal coordination (“quarterback” VBU needs); guide local sales teams
- Support vaccination programs and referrals (retail pharmacy), adjudication/digital platforms as appropriate
- Partner with Contracting Specialists, OPAS/HSDs, Medical Affairs, Marketing; collaborate with Market Access
Clinical & Scientific Expertise:
- Develop expertise in vaccines, guidelines, and competitive landscape
- Provide evidence-based education on efficacy, safety, administration
- Stay current with CDC guidelines, medical society recommendations, and health quality metrics
Market Intelligence & Analysis:
- Analyze account performance, trends, competitive activities, formulary landscape
- Provide feedback on positioning and pricing
Administrative & Compliance:
- Maintain CRM activity records; complete required training/certifications
- Ensure promotional activities comply with regulations and company policies
Success Metrics:
- Annual sales target achievement; stakeholder mapping and decision-maker access; other KPIs (e.g., IZ rates, market share, contract performance); coverage metrics
Basic Qualifications:
- Bachelor’s degree
- 5+ years combined experience in Pharmaceutical Sales, Pharmaceutical Marketing, and/or Payer/Business Development
- Account Management and/or Vaccine experience
- Valid driver’s license
- Travel up to 50%
Preferred Qualifications:
- Master’s degree (business/public health/hospital administration or similar)
- Previous vaccines sales experience
- Deep knowledge of healthcare contracting, vaccines marketplace/GSK/competitive portfolios and customers
- Knowledge of health systems model and decision-making (P&T, formulary)
- Experience calling on C/D-level in large complex IDNs
- Lateral leadership in matrixed organizations
Key Skills/Competencies:
- Analytical business acumen
- Strong communication/presentation and influencing
- Ability to translate strategy into local account plans
- Ability to mobilize action with other Sales leaders/representatives
Benefits/Compensation (if explicitly stated):
- US base salary range: $160,500–$267,500; annual bonus; eligible for share-based long-term incentive; health insurance, retirement benefits, paid holidays/vacation, paid caregiver/parental and medical leave.
Application Instructions:
- If you require an accommodation to apply, contact Recruitment Staff at usrecruitment.adjustments@gsk.com.