Account Manager - Detroit, MI

Account Manager

Job Summary:

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 of the Account Manager is to serve as the primary liaison with our largest customers and to engage C/D level clinical & non-clinical stakeholders to understand unique customer needs & priorities and to 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. Able to provide scientific and clinical information within the disease state area and approved products. Deliver clinically brand sales presentations of approved products to physicians, APPs, medical staff, and other appropriate clinic personnel by utilizing customer engagement selling model. Effectively utilize and manage all resources to optimize customer engagement. Participation in training and development programs while abiding by all industry and corporate policies and procedures. Successful outcomes will include convincing HCPs to prescribe product to appropriate patients within indication, servicing their accounts and being aligned to the overall brand system.

Key Job Responsibilities:

(Duties may include, but not limited to all or some of the following)

• Build partnerships with large-organized customers, incl. IDNs, Academic Centers, and key decision-makers (e.g. 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.

Why you?

Basic Qualifications:

• Bachelor’s Degree in a relevant field.
• Valid driver’s license
• Travel Required: Up to 50% (based on specific district size)
• The selected candidate will be hired at the appropriate level based on experience:
  • 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, Koren, Vietnamese, or Tagalog preferred.

Requirements:

You will be required to travel up to 50% of the time, with potential overnight stays.  Lift and/or move up to 35 pounds.

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Please visit  GSK US Benefits Summary to learn more about the comprehensive benefits program GSK offers US employees.

Why GSK?

Uniting science, technology and talent to get ahead of disease together.

GSK is a global biopharma company with a purpose to unite science, technology and talent to get ahead of disease together. We aim to positively impact the health of 2.5 billion people by the end of the decade, as a successful, growing company where people can thrive. We get ahead of disease by preventing and treating it with innovation in specialty medicines and vaccines. We focus on four therapeutic areas: respiratory, immunology and inflammation; oncology; HIV; and infectious diseases – to impact health at scale.

People and patients around the world count on the medicines and vaccines we make, so we’re committed to creating an environment where our people can thrive and focus on what matters most. Our culture of being ambitious for patients, accountable for impact and doing the right thing is the foundation for how, together, we deliver for patients, shareholders and our people.

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