Hospital Senior Account Manager, Anti-Infectives - Fort Worth/ West Texas
About The Position
The Hospital Senior Account Manager supports and advances formulary access, protocol and order-set readiness, discharge pathway support, and demand generation across targeted hospital accounts. The role engages Infectious Disease physicians, hospitalists, pharmacists, case management teams, discharge planners, and IDN decision-makers such as CMOs, Pharmacy Directors, and P&T Committee members to drive sales. The position is responsible for meeting or exceeding sales objectives in an assigned territory through an integrated territory business plan focused on key customer targets. The successful candidate develops hospital relationships, provides approved scientific and clinical information, delivers product presentations, and uses customer-engagement resources to optimize engagement. They collaborate with GSK colleagues and cross-functional partners to support aligned execution, while participating in training and complying with company and industry policies. Success includes driving appropriate prescribing for within-indication patients and securing formulary access, protocol inclusion, and discharge orders as needed. The territory includes, but is not limited to, Fort Worth and West Texas. The role requires travel of up to 50% within the assigned geography, including overnight travel, and the ability to lift and/or move up to 35 pounds.
Requirements
- BA/BS degree from an accredited institution.
- Valid driver's license.
- At least 5 years of experience in the pharmaceutical, medical, or biotech industry.
- At least 3 years of experience calling on hospitals and health systems.
- Experience with hospital decision-making processes, clinical pathways, formulary management, and antimicrobial stewardship programs.
- Willingness to travel up to 50% within the assigned geography, including overnight travel.
- Ability to lift and/or move up to 35 pounds.
- Ability to provide scientific and clinical information within the disease-state area and for approved products.
- Ability to work across a matrixed organization and collaborate with cross-functional stakeholders.
- Ability to comply with corporate and industry policies and procedures.
Nice To Haves
- Consistent record of top-tier sales performance and proven product-launch success.
- Demonstrated success driving demand generation within hospitals.
- Anti-infective experience.
- Expertise in account selling and managing complex sales processes.
- Deep knowledge of the health systems business model, organizational structure, stakeholder roles, and decision-making processes, including P&T and formulary processes.
- Experience engaging specialist physicians, hospitalists, pharmacists, and pharmacy leadership.
- Experience collaborating across hospital and community care settings.
- Ability to work effectively independently and as part of a team.
- Ability to analyze data and trends to create actionable business plans.
- Flexibility and adaptability to changing market conditions.
- Demonstrated ability to adhere to regulatory, legal, and compliance standards.
- Exceptional presentation and selling skills, with strong business acumen.
Responsibilities
- Achieve and exceed territory sales targets by developing and executing an integrated business plan that prioritizes high-value customers and growth opportunities.
- Secure hospital formulary wins and market-access achievements and translate them into consistent prescribing and utilization in targeted accounts.
- Engage pharmacy, medical, and operational stakeholders in discussions supporting patient identification, treatment selection, IV-to-oral transition, discharge readiness, and readmission reduction.
- Collaborate with nurse navigators, discharge planners, case managers, and specialty pharmacy partners to support patient access and continuity of therapy.
- Identify and address clinical, operational, behavioral, and process-related barriers to product adoption.
- Plan and organize activities to meet call metrics and optimize coverage and frequency with key customers.
- Deliver clinical brand presentations and approved product information to physicians and other healthcare professionals to support appropriate utilization.
- Understand account healthcare delivery systems, physician hierarchies, pharmacy personnel, and clinical nursing staff.
- Maintain in-depth product and account knowledge and stay informed about local and regional market trends.
- Analyze utilization trends, customer insights, and local market dynamics to identify opportunities and improve performance.
- Conduct educational programs, in-services, speaker programs, and compliant scientific discussions.
- Collaborate with sales peers to share best practices and strategies.
- Provide marketing feedback, assess sales activity and territory performance, and develop territory plans with the Regional Sales Director, brand team, and other partners.
- Manage the territory budget for sales and marketing activities.
- Complete administrative tasks promptly and execute company brand strategy and tactics in the assigned geography.
- Participate in training and development programs.
- Adhere to corporate and industry policies and procedures.
Benefits
- Comprehensive benefits program for US employees; specific benefits are described in the GSK US Benefits Summary.
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What This Job Offers
Job Type
Full-time
Career Level
Senior
