ViiV Healthcare (GSK) Regional Sales Director, Pacific Region (CA, OR, WA and AK) - Field Based

ViiV Healthcare•Sacramento, CA

1d•Remote

About The Position

ViiV Healthcare is a global specialty HIV company, the only one that is 100% focused on researching and delivering new medicines for people living with, and at risk of, HIV. ViiV is highly mission-driven in its unrelenting commitment to being a trusted partner for all people living with and affected by HIV. The company aims to think, act, and connect differently through a focus on education on and treatment for HIV. ViiV goes to extraordinary lengths to deliver breakthroughs in treatments, care solutions, and communities. The company goes beyond the boundaries of medicine by taking a holistic approach to HIV through developing and supporting sustainable community programs and improving access to care. ViiV is fully committed to push through every challenge until HIV/AIDS is eradicated. ViiV has played a significant part in delivering breakthroughs that have turned HIV into a manageable health condition. The company offers the largest portfolio of HIV medicines available anywhere, and continues its work to cater for the widest possible range of needs in response to the HIV epidemic. ViiV is aware of how much is at stake for those affected by HIV and shows up every day 100% committed to the patients. The work culture is fast-paced, diverse, inclusive, competitive, and caring. ViiV isn’t just somewhere to work – it’s a place to belong, an invitation to bring your very best, and a team full of impact-driven team members who are hungry to make a difference. While ViiV has been improving lives of HIV patients for 30 years, this is an especially exciting time to be at ViiV, as the company evaluates novel approaches to treatment and prevention that could further reduce the impact of HIV on individuals and communities. ViiV Healthcare was created as a joint venture by Pfizer and GlaxoSmithKline in November 2009 with both companies transferring their HIV assets to the new company. In 2012 Shionogi joined the company. 76.5% of the company is now owned by GlaxoSmithKline, 13.5% by Pfizer and 10% by Shionogi. This role is designed to optimize access to ViiV Healthcare products across a variety of payers (AIDS Drug Assistance Program, Fee for Service Medicaid, Managed Medicaid, Medicare Part D, PBMs and PBAs as well as assigned Commercial Accounts within the region). In addition to the primary responsibility for access to ViiV Healthcare products within the assigned accounts, you will also be responsible for leading the coordination of key regional stakeholders (both internal and external) to support strategic objectives.

Requirements

BA/BS degree
9+ years of pharmaceutical sales experience including 6 plus years of specialty management experience leading teams
Experience recruiting, developing and leading specialty teams to work cross functionally within an integrated account team model that includes multiple field-based team members
Experience in developing strategic business plans with specific, measurable, action-oriented objectives
Ability to travel domestically as necessary, which may will include overnight travel, majority of time will be spent with team in market
Valid Driver's License

Nice To Haves

Knowledge of HIV and related Payer issues
Excellent Interpersonal Skills
Proven ability to persuasively communicate across multiple stakeholders
Self-starter with ability to lead and work independently
Proven Negotiation Skills
Experience with Situational Leadership
Proficient in Excel, Powerpoint, Word and Outlook as well as Customer Relationship Management Tools

Responsibilities

Lead and direct team of Territory Account Managers to promote ViiV products to targeted physicians and academic centers to achieve specific sales goals.
Direct Territory Account Managers in the acquisition, expansion, and retention of targeted business within the assigned area.
Participate in the formulation of regional sales strategies, interpret strategies and apply to issues within the geographic area.
Work with VP/AVP to establish sales and profit goals for geographic area.
Achieve or exceed sales goals for area.
Full Engagement with key accounts (largest accounts in area) by developing and implementing strategies, participating in contract negotiating team and implementing contracts and servicing the account.
Act as local liaison and collaborator (build consensus on area strategies and tactics) between ViiV Sales Division and other ViiV sectors.
Identify and validate market opportunities and needs and assist with developing plans to launch, test, and refine new product and service offerings.
Develop and maintain customer relationships (ViiV focal point for customer) with key executives (CEO, CFO) and key decision influencers/makers in all accounts.
Manage and deploy resources (financial, field staff) to ensure achievement of objectives.
Establish and manage area expense budgets; ensure appropriate return on investment.
Work with Territory Account Managers on a consistent basis evaluating and directing sales presentations.
Attract, develop and retain individuals who will ensure high level of performance.
Provide adequate training, coaching, follow-up and development of sales representatives in all phases of their work including career development.