Hospital Senior Account Manager, Anti-Infectives - Washington, DC

GSK • Washington, DC

3d • $165,000 - $275,000 • Remote

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 key IDN decision-makers—including 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 by developing and executing an integrated territory business plan focused on key customer targets. It involves managing hospital relationships, sharing scientific and clinical information about the disease area and approved products, delivering sales presentations, and using available resources to optimize customer engagement. The Senior Account Manager collaborates across GSK’s matrixed sales organization and with Organized Provider Account Directors, Reimbursement Managers, and other stakeholders. Success is measured by driving sales in hospital settings, encouraging appropriate product use for within-indication patients, and securing formulary access and inclusion in protocols and discharge orders as needed. The territory includes, but is not limited to, Washington, DC. Travel may be up to 50% within the assigned geography, including overnight travel.

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 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.
• Ability to adhere to regulatory, legal, and compliance standards.
• Exceptional presentation and selling skills, with strong business acumen.
• Skills listed: Account Management, Cross-Functional Work, Data to Insights, Digital Fluency, Omnichannel, and Scientific Literacy.

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.

Responsibilities

• Achieve and exceed territory sales targets through an integrated business plan that prioritizes high-value customers and growth opportunities.
• Secure hospital formulary wins and translate market access achievements 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.
• Coordinate 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 barriers to product adoption.
• Plan and organize activities to achieve call metrics and optimize coverage and frequency with key customers.
• Deliver clinical brand presentations to physicians and other healthcare professionals to drive appropriate product utilization.
• Understand account healthcare delivery systems, including physician hierarchy, pharmacy personnel, and clinical nursing staff.
• Develop 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 feedback on marketing strategy, assess sales activity and territory performance, and develop territory plans with the Regional Sales Director, brand team, and support 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.
• Comply with corporate and industry policies and procedures.
• Manage hospital relationships by engaging clinical and non-clinical stakeholders to understand customer needs and priorities.
• Provide scientific and clinical information within the disease state and approved product scope.
• Deliver approved-product sales presentations to physicians, APPs, medical staff, and other appropriate clinic personnel using the customer engagement selling model.
• Use and manage resources effectively to optimize customer engagement.
• Collaborate across GSK’s sales organization, including with Organized Provider Account Directors, Reimbursement Managers, and other cross-functional stakeholders.

Benefits

• Annual bonus.
• Eligibility to participate in a share-based long-term incentive program, dependent on role level.
• Health care and other insurance benefits for the employee and family.
• Retirement benefits.
• Paid holidays.
• Vacation.
• Paid caregiver, parental, and medical leave.

What This Job Offers

• Job Type: Full-time
• Career Level: Senior