Territory Account Manager - Raleigh, NC
GlaxoSmithKline, Raleigh, NC, United States
ViiV Healthcare is seeking an experienced, results‑driven professional in Specialty Sales for the position of
Territory Account Manager (TAM)
on the long‑acting HIV Injectable Treatment Sales team. The ability to thrive in a fast‑paced, complex environment and work with HCPs to adopt a new approach to HIV treatment will be essential to delivering success in this role. Additionally, the ability to partner cross‑functionally and remain highly adaptable in a launch context will be critical.
It is expected that the successful candidate will have demonstrated experience in developing strategic business plans with specific, measurable, action‑oriented objectives in accordance with territory and account level goals. Successful outcomes will include selling to HCPs, servicing their accounts, and being aligned to ViiV Healthcare’s mission of leaving no person with HIV behind. This will be achieved through driving results against business objectives and working effectively within an integrated account management framework in the setup and delivery of a buy‑and‑bill treatment model.
Key Responsibilities
Deliver Results Through Exceptional Sales and Service
Identify, target, and win new business by influencing working with HCPs to adopt a new approach to HIV treatment
Engage with HCPs, nurses, staff, and administrators to accurately understand the clinical, organizational, and financial challenges and opportunities within target accounts
Leverage data analytics, business acumen, and market expertise to identify high‑priority prospects
Prepare and execute business plans that are tailored to the unique needs of each customer and that help HCPs scale their treatment model to reach more patients
Coordinate, engage, and partner with multiple cross‑functional team members (i.e., Clinical Nurse Educators and Field Reimbursement Managers) to deliver an integrated product experience to customers
Maintain a portfolio‑based selling mindset and close internal communication loops to ensure customers experience a cohesive, integrated ViiV
Provide exceptional customer service by proactively anticipating and addressing HCP problems, needs and requests
Deliver and adapt execution plans to achieve performance goals and objectives utilizing KPIs, scaling of successes, business problem solving, etc.
Develop and foster external relationships with key influential customers and thought leaders
Act in ways consistent with ViiV’s culture, expectations, and values
Be an agent of change by embracing the ambiguity in a launch environment and seeing setbacks as opportunities to learn and grow
Escalate issues and risks when needed; display courage by “speaking up”
Understand and follow key compliance and regulatory guidelines
Basic Qualifications
BA/BS degree
5+ years of pharmaceutical sales experience
3+ years specialty experience
Ability to travel domestically as necessary, which may include overnight travel; majority of time will be spent in market
Valid Driver's License
Preferred Qualifications
Degree in Business, Marketing, or Life Sciences
Strong planning and organization skills, analytical ability, business acumen, decision making ability, and problem‑solving skills
Experience to influence and collaborate cross‑functionally in a matrixed environment
Excellent written and oral communication skills
Experience in sales success in complex market access coverage situations
Experience working with HCPs to procure, manage, and administer cold chain treatment products
Knowledge of the HIV treatment and/or prevention markets
Bilingual in Spanish, preferred but not required
Experience partnering cross functionally within an integrated account team model that includes multiple field‑based team members
Please refer to the GSK US Benefits Summary to learn more about the comprehensive benefits program ViiV offers US employees. All ViiV employees receive the same benefits options and plans as GSK employees.
ViiV is an Equal Opportunity Employer. This ensures that 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 (including family medical history), military service or any basis prohibited under federal, state or local law.
Please note that if you are a US Licensed Healthcare Professional or Healthcare Professional as defined by the laws of the state issuing your license, ViiV may be required to capture and report expenses ViiV incurs, on your behalf, in the event you are afforded an interview for employment. This capture of applicable transfers of value is necessary to ensure ViiV’s compliance to all federal and state US Transparency requirements. For more information, visit the Centers for Medicare and Medicaid Services (CMS) website: https://openpaymentsdata.cms.gov/
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Territory Account Manager (TAM)
on the long‑acting HIV Injectable Treatment Sales team. The ability to thrive in a fast‑paced, complex environment and work with HCPs to adopt a new approach to HIV treatment will be essential to delivering success in this role. Additionally, the ability to partner cross‑functionally and remain highly adaptable in a launch context will be critical.
It is expected that the successful candidate will have demonstrated experience in developing strategic business plans with specific, measurable, action‑oriented objectives in accordance with territory and account level goals. Successful outcomes will include selling to HCPs, servicing their accounts, and being aligned to ViiV Healthcare’s mission of leaving no person with HIV behind. This will be achieved through driving results against business objectives and working effectively within an integrated account management framework in the setup and delivery of a buy‑and‑bill treatment model.
Key Responsibilities
Deliver Results Through Exceptional Sales and Service
Identify, target, and win new business by influencing working with HCPs to adopt a new approach to HIV treatment
Engage with HCPs, nurses, staff, and administrators to accurately understand the clinical, organizational, and financial challenges and opportunities within target accounts
Leverage data analytics, business acumen, and market expertise to identify high‑priority prospects
Prepare and execute business plans that are tailored to the unique needs of each customer and that help HCPs scale their treatment model to reach more patients
Coordinate, engage, and partner with multiple cross‑functional team members (i.e., Clinical Nurse Educators and Field Reimbursement Managers) to deliver an integrated product experience to customers
Maintain a portfolio‑based selling mindset and close internal communication loops to ensure customers experience a cohesive, integrated ViiV
Provide exceptional customer service by proactively anticipating and addressing HCP problems, needs and requests
Deliver and adapt execution plans to achieve performance goals and objectives utilizing KPIs, scaling of successes, business problem solving, etc.
Develop and foster external relationships with key influential customers and thought leaders
Act in ways consistent with ViiV’s culture, expectations, and values
Be an agent of change by embracing the ambiguity in a launch environment and seeing setbacks as opportunities to learn and grow
Escalate issues and risks when needed; display courage by “speaking up”
Understand and follow key compliance and regulatory guidelines
Basic Qualifications
BA/BS degree
5+ years of pharmaceutical sales experience
3+ years specialty experience
Ability to travel domestically as necessary, which may include overnight travel; majority of time will be spent in market
Valid Driver's License
Preferred Qualifications
Degree in Business, Marketing, or Life Sciences
Strong planning and organization skills, analytical ability, business acumen, decision making ability, and problem‑solving skills
Experience to influence and collaborate cross‑functionally in a matrixed environment
Excellent written and oral communication skills
Experience in sales success in complex market access coverage situations
Experience working with HCPs to procure, manage, and administer cold chain treatment products
Knowledge of the HIV treatment and/or prevention markets
Bilingual in Spanish, preferred but not required
Experience partnering cross functionally within an integrated account team model that includes multiple field‑based team members
Please refer to the GSK US Benefits Summary to learn more about the comprehensive benefits program ViiV offers US employees. All ViiV employees receive the same benefits options and plans as GSK employees.
ViiV is an Equal Opportunity Employer. This ensures that 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 (including family medical history), military service or any basis prohibited under federal, state or local law.
Please note that if you are a US Licensed Healthcare Professional or Healthcare Professional as defined by the laws of the state issuing your license, ViiV may be required to capture and report expenses ViiV incurs, on your behalf, in the event you are afforded an interview for employment. This capture of applicable transfers of value is necessary to ensure ViiV’s compliance to all federal and state US Transparency requirements. For more information, visit the Centers for Medicare and Medicaid Services (CMS) website: https://openpaymentsdata.cms.gov/
#J-18808-Ljbffr