Role Overview
For more than 140 years, GSK has pioneered novel research methods and technologies to help protect people from infectious diseases. Our vaccines portfolio of more than 20 marketed vaccines is the broadest in the industry, helping to protect people throughout their lives. We believe prevention, at scale and for impact, is the best health investment for society, patients, and the economy. Vaccine-preventable diseases are a significant burden on society and healthcare systems; approximately $1 trillion in productivity is lost each year due to preventable conditions. This includes the impact from the 330,000 older adults hospitalized globally each year with RSV, approximately 1 in 3 people who will develop shingles in their lifetime and the 3-11% of people infected with seasonal influenza each year. Our portfolio will reach over 1 billion people globally this decade. About 40% of children globally receive a GSK vaccine, and GSK is well‑placed to lead in the growing adult immunization market.
Position Summary The Vaccine Account Manager (VAM) owns B2B customer relationships within the largest and most complex healthcare delivery networks (e.g., Health Systems, State CDC Awardees, major health departments, and Federally Qualified Health Systems). The VAM serves as the primary liaison with large customers, engaging C‑D level clinical and non‑clinical stakeholders to understand unique needs and deliver a customized value proposition. The role requires strong customer engagement, knowledge of healthcare contracting, and the ability to work across complex internal and external stakeholder groups. The VAM leverages field teams to achieve and exceed ambitious sales growth for GSK’s vaccine portfolio.
Strategic Account Development and Management
Build partnerships with large‑organized customers, including Health Systems, Public Awardees, and FQHCs, and key decision makers such as Chief Medical Officers, Pharmacy Directors, Infectious Disease Specialists, and P&T Committee members.
Identify the customer’s objectives and how vaccination efforts can support those goals.
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 advance vaccine access, formulary status, policy, 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 reviews, contract performance discussions, educational program organization, and attendance at key customer meetings and medical conferences.
Sales Excellence & Revenue Generation
Achieve or exceed customer‑specific targets (volume, IZ rates, market share, annual sales) for the vaccine portfolio.
Define and achieve customer‑specific objectives and GSOs with KPIs for success.
Support the contracting process in partnership with Contracting Specialists.
Execute consultative selling processes to position vaccines as a leading intervention.
Cross‑Functional Collaboration
Act as the “Quarterback” for VBU needs and objectives, working with Sales leadership to guide local Sales teams operating within the customer network.
Support vaccination programs across channels, including referrals to Retail pharmacy settings, adjudication support, and utilization of digital platforms.
Partner with internal teams (Contracting Specialists, OPAS/HSDs, Medical Affairs, and Marketing) to offer relevant resources and present the clinical, economic, and operational value of vaccines.
Collaborate with Market Access to address coverage, reimbursement, and contracting challenges.
Clinical & Scientific Expertise
Develop expertise in vaccines, disease states, immunization guidelines, and the competitive landscape.
Provide evidence‑based clinical education to healthcare professionals on vaccine efficacy, safety profiles, and administration protocols.
Stay current with CDC guidelines, Medical Society recommendations, and Health Quality metrics.
Market Intelligence & Analysis
Analyze key account performance, market trends, competitive activities, and formulary landscape to identify growth opportunities.
Provide market feedback to internal stakeholders on positioning and pricing.
Administrative & Compliance
Maintain detailed customer interaction and activity records in CRM systems.
Complete required training programs, certifications, and compliance modules.
Ensure all promotional activities comply with pharmaceutical regulations and company policies.
Success Metrics & Key Performance Indicators
Annual sales target achievement at the customer and territory level.
Stakeholder mapping completion and decision‑maker access in assigned accounts.
Other metrics defined by the organization (e.g., IZ rates, market shares, contract performance).
Field and account coverage metrics as defined.
Basic Qualifications
Bachelor’s Degree.
Previous vaccines sales experience.
Minimum 5 years combined experience in Pharmaceutical Sales, Marketing, Payer, or Business Development.
Valid driver’s license.
Travel required: up to 30%.
Preferred Qualifications
Master’s Degree in business, public health, hospital administration, or a similar field.
Deep knowledge of contracting in the healthcare industry.
Expertise in the vaccines marketplace, GSK’s portfolio, and competitive portfolios.
Deep knowledge of the Health Systems business model, organizational structure, key stakeholder roles, and decision‑making processes (P&T, formulary, etc.).
Experience calling on C‑D level within large, complex healthcare delivery networks (e.g., IDNs).
Experience with lateral leadership in a highly matrixed organization.
Key Skills/Competencies
Advanced business acumen and analytical skills to diagnose opportunities.
Strong communication, presentation, and 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 for priority customers.
Location This is a field‑based position. The percentage of travel will be determined by customer location relative to the geographic region of the successful candidate.
Benefits GSK offers a comprehensive benefits program. Please visit the
GSK US Benefits Summary
to learn more.
Why GSK Uniting science, technology, and talent to get ahead of disease together. GSK is a global biopharma company dedicated to improving the health of 2.5 billion people by the end of the decade. Our culture is built on ambition for patients, accountability for impact, and doing the right thing—enabling our people to thrive and focus on what matters most.
Equal Opportunity Employer GSK is an Equal Opportunity Employer. All qualified applicants will receive equal consideration for employment without regard to race, color, religion, sex (including pregnancy, gender identity, and sexual orientation), parental status, national origin, age, disability, genetic information, military service, or any other basis prohibited under federal, state or local law.
#J-18808-Ljbffr
Position Summary The Vaccine Account Manager (VAM) owns B2B customer relationships within the largest and most complex healthcare delivery networks (e.g., Health Systems, State CDC Awardees, major health departments, and Federally Qualified Health Systems). The VAM serves as the primary liaison with large customers, engaging C‑D level clinical and non‑clinical stakeholders to understand unique needs and deliver a customized value proposition. The role requires strong customer engagement, knowledge of healthcare contracting, and the ability to work across complex internal and external stakeholder groups. The VAM leverages field teams to achieve and exceed ambitious sales growth for GSK’s vaccine portfolio.
Strategic Account Development and Management
Build partnerships with large‑organized customers, including Health Systems, Public Awardees, and FQHCs, and key decision makers such as Chief Medical Officers, Pharmacy Directors, Infectious Disease Specialists, and P&T Committee members.
Identify the customer’s objectives and how vaccination efforts can support those goals.
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 advance vaccine access, formulary status, policy, 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 reviews, contract performance discussions, educational program organization, and attendance at key customer meetings and medical conferences.
Sales Excellence & Revenue Generation
Achieve or exceed customer‑specific targets (volume, IZ rates, market share, annual sales) for the vaccine portfolio.
Define and achieve customer‑specific objectives and GSOs with KPIs for success.
Support the contracting process in partnership with Contracting Specialists.
Execute consultative selling processes to position vaccines as a leading intervention.
Cross‑Functional Collaboration
Act as the “Quarterback” for VBU needs and objectives, working with Sales leadership to guide local Sales teams operating within the customer network.
Support vaccination programs across channels, including referrals to Retail pharmacy settings, adjudication support, and utilization of digital platforms.
Partner with internal teams (Contracting Specialists, OPAS/HSDs, Medical Affairs, and Marketing) to offer relevant resources and present the clinical, economic, and operational value of vaccines.
Collaborate with Market Access to address coverage, reimbursement, and contracting challenges.
Clinical & Scientific Expertise
Develop expertise in vaccines, disease states, immunization guidelines, and the competitive landscape.
Provide evidence‑based clinical education to healthcare professionals on vaccine efficacy, safety profiles, and administration protocols.
Stay current with CDC guidelines, Medical Society recommendations, and Health Quality metrics.
Market Intelligence & Analysis
Analyze key account performance, market trends, competitive activities, and formulary landscape to identify growth opportunities.
Provide market feedback to internal stakeholders on positioning and pricing.
Administrative & Compliance
Maintain detailed customer interaction and activity records in CRM systems.
Complete required training programs, certifications, and compliance modules.
Ensure all promotional activities comply with pharmaceutical regulations and company policies.
Success Metrics & Key Performance Indicators
Annual sales target achievement at the customer and territory level.
Stakeholder mapping completion and decision‑maker access in assigned accounts.
Other metrics defined by the organization (e.g., IZ rates, market shares, contract performance).
Field and account coverage metrics as defined.
Basic Qualifications
Bachelor’s Degree.
Previous vaccines sales experience.
Minimum 5 years combined experience in Pharmaceutical Sales, Marketing, Payer, or Business Development.
Valid driver’s license.
Travel required: up to 30%.
Preferred Qualifications
Master’s Degree in business, public health, hospital administration, or a similar field.
Deep knowledge of contracting in the healthcare industry.
Expertise in the vaccines marketplace, GSK’s portfolio, and competitive portfolios.
Deep knowledge of the Health Systems business model, organizational structure, key stakeholder roles, and decision‑making processes (P&T, formulary, etc.).
Experience calling on C‑D level within large, complex healthcare delivery networks (e.g., IDNs).
Experience with lateral leadership in a highly matrixed organization.
Key Skills/Competencies
Advanced business acumen and analytical skills to diagnose opportunities.
Strong communication, presentation, and 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 for priority customers.
Location This is a field‑based position. The percentage of travel will be determined by customer location relative to the geographic region of the successful candidate.
Benefits GSK offers a comprehensive benefits program. Please visit the
GSK US Benefits Summary
to learn more.
Why GSK Uniting science, technology, and talent to get ahead of disease together. GSK is a global biopharma company dedicated to improving the health of 2.5 billion people by the end of the decade. Our culture is built on ambition for patients, accountability for impact, and doing the right thing—enabling our people to thrive and focus on what matters most.
Equal Opportunity Employer GSK is an Equal Opportunity Employer. All qualified applicants will receive equal consideration for employment without regard to race, color, religion, sex (including pregnancy, gender identity, and sexual orientation), parental status, national origin, age, disability, genetic information, military service, or any other basis prohibited under federal, state or local law.
#J-18808-Ljbffr