Account Manager - Detroit, MI
GSK, Detroit, MI, United States
Account Manager
The Account Manager is pivotal in owning the B2B customer relationship in the largest and most complex healthcare delivery networks (e.g., Health systems/HSs, State CDC Awardees, major health departments and Federally Qualified Health Systems/FQHCs). The role is the primary liaison with our largest customers, engaging C/D‑level clinical and non‑clinical stakeholders to understand unique needs and deliver a customized value proposition. This role will meet and/or exceed sales performance objectives in an assigned territory by developing, implementing, and executing an integrated territory business plan encompassing key customer targets and key accounts. The Account Manager provides scientific and clinical information within the disease state area and approved products, delivers clinical brand sales presentations to physicians, APPs, medical staff, and other clinic personnel using a customer engagement selling model, and optimizes all resources to enhance customer engagement. The role includes training and development participation while adhering to all industry and corporate policies and procedures, with successful outcomes including convincing HCPs to prescribe products to appropriate patients, servicing their accounts, and aligning with the overall brand system.
Key Job Responsibilities
Build partnerships with large‑organized customers, including IDNs, Academic Centers, and key decision‑makers such as Chief Medical Officers, Pharmacy Directors, Infectious Disease Specialists, and P&T Committee members.
Achieve and exceed sales targets within the assigned territory by developing, implementing, and executing an integrated business plan for key accounts to maximize sales.
Identify and engage key influencers, ensuring designated customer interaction expectations are met, with a focus on top target customers.
Plan and organize activities to achieve call metrics, optimizing coverage and frequency to key customers to maximize access and sales opportunities.
Deliver comprehensive clinical brand presentations to physicians and other healthcare professionals, driving appropriate product utilization.
Understand the healthcare delivery system within each assigned customer, including the physician hierarchy, key pharmacy personnel, and clinical nursing staff.
Develop in‑depth product and competitor knowledge, staying informed about local and regional market trends.
Analyze local trends to identify long and short‑term goals, crafting a robust product launch business plan.
Collaborate with peers in the sales organization to share best practices and strategies.
Provide feedback on marketing strategy, analyze the effectiveness of sales activities and territory performance, and develop territory plans with the Regional Sales Director, brand team, and other support partners to deliver exceptional customer experience.
Manage the territory budget to support sales and marketing activities effectively.
Complete administrative tasks promptly, executing the company brand strategy and tactics within the assigned geographic area.
Participate in training and development programs to enhance skills and knowledge.
Maintain adherence and compliance with all corporate and industry policies and procedures.
Basic Qualifications
Bachelor’s Degree in a relevant field.
Valid driver’s license.
Travel Required: Up to 50% (based on specific district size).
Account Manager 6: Minimum 5 years of biotech/pharmaceutical experience required.
Account Manager 7: Minimum 3 years of biotech/pharmaceutical experience required.
Preferred Qualifications
Proven success in product launch sales.
Hepatology experience preferred.
Documented track record of achieving sales targets and goals.
Expertise in account selling and managing complex sales processes.
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.
Ability to work effectively both independently and as part of a team.
Analyze data and trends to create actionable business plans.
Flexibility and adaptability to changing market conditions.
A genuine passion for helping others and improving patient outcomes.
Demonstrated ability to adhere to all regulatory, legal, and compliance standards.
Exceptional presentation and selling skills, coupled with strong business acumen.
Fluency in Mandarin, Cantonese, Korean, Vietnamese, or Tagalog preferred.
Requirements
Travel up to 50% of the time, with potential overnight stays.
Lift and/or move up to 35 pounds.
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.
Accommodations
If you require an accommodation or other assistance to apply for a job at GSK, please contact the appropriate Recruitment Staff by emailing us at usrecruitment.adjustments@gsk.com.
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The Account Manager is pivotal in owning the B2B customer relationship in the largest and most complex healthcare delivery networks (e.g., Health systems/HSs, State CDC Awardees, major health departments and Federally Qualified Health Systems/FQHCs). The role is the primary liaison with our largest customers, engaging C/D‑level clinical and non‑clinical stakeholders to understand unique needs and deliver a customized value proposition. This role will meet and/or exceed sales performance objectives in an assigned territory by developing, implementing, and executing an integrated territory business plan encompassing key customer targets and key accounts. The Account Manager provides scientific and clinical information within the disease state area and approved products, delivers clinical brand sales presentations to physicians, APPs, medical staff, and other clinic personnel using a customer engagement selling model, and optimizes all resources to enhance customer engagement. The role includes training and development participation while adhering to all industry and corporate policies and procedures, with successful outcomes including convincing HCPs to prescribe products to appropriate patients, servicing their accounts, and aligning with the overall brand system.
Key Job Responsibilities
Build partnerships with large‑organized customers, including IDNs, Academic Centers, and key decision‑makers such as Chief Medical Officers, Pharmacy Directors, Infectious Disease Specialists, and P&T Committee members.
Achieve and exceed sales targets within the assigned territory by developing, implementing, and executing an integrated business plan for key accounts to maximize sales.
Identify and engage key influencers, ensuring designated customer interaction expectations are met, with a focus on top target customers.
Plan and organize activities to achieve call metrics, optimizing coverage and frequency to key customers to maximize access and sales opportunities.
Deliver comprehensive clinical brand presentations to physicians and other healthcare professionals, driving appropriate product utilization.
Understand the healthcare delivery system within each assigned customer, including the physician hierarchy, key pharmacy personnel, and clinical nursing staff.
Develop in‑depth product and competitor knowledge, staying informed about local and regional market trends.
Analyze local trends to identify long and short‑term goals, crafting a robust product launch business plan.
Collaborate with peers in the sales organization to share best practices and strategies.
Provide feedback on marketing strategy, analyze the effectiveness of sales activities and territory performance, and develop territory plans with the Regional Sales Director, brand team, and other support partners to deliver exceptional customer experience.
Manage the territory budget to support sales and marketing activities effectively.
Complete administrative tasks promptly, executing the company brand strategy and tactics within the assigned geographic area.
Participate in training and development programs to enhance skills and knowledge.
Maintain adherence and compliance with all corporate and industry policies and procedures.
Basic Qualifications
Bachelor’s Degree in a relevant field.
Valid driver’s license.
Travel Required: Up to 50% (based on specific district size).
Account Manager 6: Minimum 5 years of biotech/pharmaceutical experience required.
Account Manager 7: Minimum 3 years of biotech/pharmaceutical experience required.
Preferred Qualifications
Proven success in product launch sales.
Hepatology experience preferred.
Documented track record of achieving sales targets and goals.
Expertise in account selling and managing complex sales processes.
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.
Ability to work effectively both independently and as part of a team.
Analyze data and trends to create actionable business plans.
Flexibility and adaptability to changing market conditions.
A genuine passion for helping others and improving patient outcomes.
Demonstrated ability to adhere to all regulatory, legal, and compliance standards.
Exceptional presentation and selling skills, coupled with strong business acumen.
Fluency in Mandarin, Cantonese, Korean, Vietnamese, or Tagalog preferred.
Requirements
Travel up to 50% of the time, with potential overnight stays.
Lift and/or move up to 35 pounds.
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.
Accommodations
If you require an accommodation or other assistance to apply for a job at GSK, please contact the appropriate Recruitment Staff by emailing us at usrecruitment.adjustments@gsk.com.
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