Vaccines Sales Director - Houston, TX
GlaxoSmithKline, Houston, TX, United States
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.
Position Summary The Vaccine Sales Director (VSD) is a key field leadership role responsible for driving commercial performance across a team of Pediatric, Adult, and Hybrid Immunization Specialists (IS). The VSD will lead day‑to‑day sales execution of GSK Vaccines’ strategic priorities within their district, ensuring strong sales performance, team development, and operational excellence.
This role reports to the Vaccine Sales Lead (VSL) and is a key member of the Area Sales Leadership Team.
Responsibilities Strategic Leadership and Business Performance
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
Coaching, Talent Development, and Performance Management
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
Customer Engagement and Sales 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
Cross‑Functional Collaboration and Operational Excellence
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
Success Metrics & Key Performance Indicators
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
Basic Qualifications
Bachelor’s degree
Minimum 7 years of pharmaceutical or biopharmaceutical experience
Minimum 2 years of people management experience
Experience selling in a health systems environment
Must possess a valid driver's license
Willing and able to travel up to 50% of time
Preferred Qualifications
Minimum of 1 year of vaccines sales management experience
Knowledge of vaccines market, products, therapeutic areas, business and clinical environment
Strong record of high performance and consistent results
Strong oral and written communication skills, presentation and influencing skills
Key Skills/Competencies
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
Location This is a field‑based position. The percentage of travel will be determined by customer location in relation to the geographic location of the successful candidate.
Find out more about the comprehensive benefits program GSK offers US employees.
Equal Opportunity Employer GSK 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.
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Position Summary The Vaccine Sales Director (VSD) is a key field leadership role responsible for driving commercial performance across a team of Pediatric, Adult, and Hybrid Immunization Specialists (IS). The VSD will lead day‑to‑day sales execution of GSK Vaccines’ strategic priorities within their district, ensuring strong sales performance, team development, and operational excellence.
This role reports to the Vaccine Sales Lead (VSL) and is a key member of the Area Sales Leadership Team.
Responsibilities Strategic Leadership and Business Performance
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
Coaching, Talent Development, and Performance Management
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
Customer Engagement and Sales 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
Cross‑Functional Collaboration and Operational Excellence
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
Success Metrics & Key Performance Indicators
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
Basic Qualifications
Bachelor’s degree
Minimum 7 years of pharmaceutical or biopharmaceutical experience
Minimum 2 years of people management experience
Experience selling in a health systems environment
Must possess a valid driver's license
Willing and able to travel up to 50% of time
Preferred Qualifications
Minimum of 1 year of vaccines sales management experience
Knowledge of vaccines market, products, therapeutic areas, business and clinical environment
Strong record of high performance and consistent results
Strong oral and written communication skills, presentation and influencing skills
Key Skills/Competencies
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
Location This is a field‑based position. The percentage of travel will be determined by customer location in relation to the geographic location of the successful candidate.
Find out more about the comprehensive benefits program GSK offers US employees.
Equal Opportunity Employer GSK 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.
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