Vaccine Sales Director - Tennessee/Kentucky
Scorpion Therapeutics, Santa Maria, CA, United States
Role Summary
The Vaccine Sales Director leads day-to-day sales execution across a district, directing Pediatric, Adult, and Hybrid Immunization Specialists to achieve vaccine sales, coverage, and market share goals. This field-based leadership role partners with cross-functional teams to drive strategic priorities, develop talent, and ensure operational excellence. Travel is required up to 50% of the time, and the role covers Tennessee/Kentucky region.
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
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
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
Work closely with the area Account Management team to ensure alignment with strategy and agreed on action plans for large, organized customers (e.g. Health system and State awardees)
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.
Commercial Results: Achieve assigned district sales, immunization rates and market share targets
Team Performance: ≥90% of IS team meeting or exceeding individual KPIs, including activity metrics; demonstrated growth in capabilities
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 GSK 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
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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
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
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
Work closely with the area Account Management team to ensure alignment with strategy and agreed on action plans for large, organized customers (e.g. Health system and State awardees)
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.
Commercial Results: Achieve assigned district sales, immunization rates and market share targets
Team Performance: ≥90% of IS team meeting or exceeding individual KPIs, including activity metrics; demonstrated growth in capabilities
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 GSK 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
#J-18808-Ljbffr