Vaccines Account Manager – Riverside County and San Bernardino County
GSK
1 day ago
On-site
Riverside, CA
Sales
Position Summary:
The Vaccine Account Manager (VAM) owns the B2B customer relationship in large healthcare delivery networks (e.g., health systems, State CDC awardees, major health departments, and FQHCs). Serves as primary liaison with largest customers, engages C/D-level clinical and non-clinical stakeholders to deliver customized value, navigate formulary processes, ensure optimal patient access, and coordinate with field teams to drive vaccine growth.
Responsibilities:
- Build partnerships with health systems, public awardees, FQHCs, and key decision-makers (e.g., Chief Medical Officers, Pharmacy Directors, Infectious Disease Specialists, P&T Committee members).
- Identify customer objectives and develop customer-specific/area business plans to drive 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.
- Partner with public sector decision makers to advance immunization efforts and represent needs to Field/HQ leadership.
- Manage key accounts via business reviews, contract performance discussions, education programs, and attendance at key meetings/conferences.
- Achieve customer targets (volume, IZ rates, market share, annual vaccine sales) and define KPI-based GSOs.
- Support contracting with Contracting Specialists; execute consultative selling.
- Coordinate VBU needs with sales leadership; support vaccination programs across channels (retail pharmacy referrals, adjudication support, digital platforms).
- Partner with internal teams (Contracting Specialists, OPAS/HSDs, Medical Affairs, Marketing) and collaborate with Market Access.
- Develop expertise in vaccines, disease states, immunization guidelines; provide evidence-based clinical education; stay current with CDC and medical society recommendations.
- Analyze account/market trends and formulary landscape to find growth opportunities; provide feedback on positioning/pricing.
- Maintain CRM activity records; complete training/certifications; ensure promotional compliance.
Basic Qualifications:
- Bachelor’s degree.
- 5+ years combined: pharmaceutical sales, pharmaceutical marketing, payer and/or 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 contracting knowledge.
- Expertise in vaccines marketplace/portfolios/customers; health systems business model and decision processes.
- Experience calling on C/D-level within large healthcare delivery networks (IDNs).
- Lateral leadership in a highly matrixed organization.
Key Skills/Competencies:
- Business acumen and analytical skills; strong communication/presentation and influencing.
- Ability to translate strategy into local account plans; mobilize action plans with sales leaders.
Benefits:
- Health care and other insurance benefits, retirement benefits, paid holidays, vacation, and paid caregiver/parental and medical leave.
Application Instructions:
- If you require an accommodation or other assistance to apply, contact usrecruitment.adjustments@gsk.com.
The Vaccine Account Manager (VAM) owns the B2B customer relationship in large healthcare delivery networks (e.g., health systems, State CDC awardees, major health departments, and FQHCs). Serves as primary liaison with largest customers, engages C/D-level clinical and non-clinical stakeholders to deliver customized value, navigate formulary processes, ensure optimal patient access, and coordinate with field teams to drive vaccine growth.
Responsibilities:
- Build partnerships with health systems, public awardees, FQHCs, and key decision-makers (e.g., Chief Medical Officers, Pharmacy Directors, Infectious Disease Specialists, P&T Committee members).
- Identify customer objectives and develop customer-specific/area business plans to drive 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.
- Partner with public sector decision makers to advance immunization efforts and represent needs to Field/HQ leadership.
- Manage key accounts via business reviews, contract performance discussions, education programs, and attendance at key meetings/conferences.
- Achieve customer targets (volume, IZ rates, market share, annual vaccine sales) and define KPI-based GSOs.
- Support contracting with Contracting Specialists; execute consultative selling.
- Coordinate VBU needs with sales leadership; support vaccination programs across channels (retail pharmacy referrals, adjudication support, digital platforms).
- Partner with internal teams (Contracting Specialists, OPAS/HSDs, Medical Affairs, Marketing) and collaborate with Market Access.
- Develop expertise in vaccines, disease states, immunization guidelines; provide evidence-based clinical education; stay current with CDC and medical society recommendations.
- Analyze account/market trends and formulary landscape to find growth opportunities; provide feedback on positioning/pricing.
- Maintain CRM activity records; complete training/certifications; ensure promotional compliance.
Basic Qualifications:
- Bachelor’s degree.
- 5+ years combined: pharmaceutical sales, pharmaceutical marketing, payer and/or 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 contracting knowledge.
- Expertise in vaccines marketplace/portfolios/customers; health systems business model and decision processes.
- Experience calling on C/D-level within large healthcare delivery networks (IDNs).
- Lateral leadership in a highly matrixed organization.
Key Skills/Competencies:
- Business acumen and analytical skills; strong communication/presentation and influencing.
- Ability to translate strategy into local account plans; mobilize action plans with sales leaders.
Benefits:
- Health care and other insurance benefits, retirement benefits, paid holidays, vacation, and paid caregiver/parental and medical leave.
Application Instructions:
- If you require an accommodation or other assistance to apply, contact usrecruitment.adjustments@gsk.com.