Territory Account Manager - Nashville, TN

GSK•Nashville, TN

2d•Remote

About The Position

ViiV Healthcare is seeking an experienced, results-driven specialty sales professional for its long-acting HIV Injectable Treatment Sales team. The Territory Account Manager works with healthcare professionals (HCPs) to support adoption of a new approach to HIV treatment in a fast-paced, complex launch environment. The role requires strategic territory and account planning, cross-functional partnership, adaptability, and a commitment to ViiV Healthcare’s mission of leaving no person living with HIV behind. The successful candidate will sell to HCPs, service accounts, and drive results against business objectives within an integrated account management framework. This includes supporting the setup and delivery of a buy-and-bill treatment model, understanding customer needs, and coordinating an integrated product experience. The role is based in the Nashville, Tennessee territory, with the majority of time spent in market and domestic travel, potentially including overnight travel, as necessary.

Requirements

BA/BS degree.
Ability to travel domestically as necessary, potentially including overnight travel; the majority of time will be spent in market.
Valid driver’s license.
For Grade 8 Territory Account Manager: at least 2 years of pharmaceutical sales experience, including specialty sales experience.
For Grade 7 Territory Account Manager: at least 5 years of pharmaceutical sales experience, including a minimum of 3 years of specialty sales experience.

Nice To Haves

Degree in Business, Marketing, or Life Sciences.
Strong planning and organization skills, analytical ability, business acumen, decision-making ability, and problem-solving skills.
Experience influencing and collaborating cross-functionally in a matrixed environment.
Excellent written and oral communication skills.
Sales success in complex market access coverage situations.
Experience working with HCPs to procure, manage, and administer cold-chain treatment products.
Knowledge of HIV treatment and/or prevention markets.
Spanish bilingual ability.
Experience partnering cross-functionally within an integrated account team model that includes multiple field-based team members.

Responsibilities

Identify, target, and win new business by influencing HCPs to adopt a new approach to HIV treatment.
Engage HCPs, nurses, staff, and administrators to understand clinical, organizational, and financial challenges and opportunities within target accounts.
Use data analytics, business acumen, and market expertise to identify high-priority prospects.
Prepare and execute tailored business plans that address each customer’s needs and help HCPs scale treatment models to reach more patients.
Coordinate and partner with cross-functional team members, including Clinical Nurse Educators and Field Reimbursement Managers, to deliver an integrated product experience.
Maintain a portfolio-based selling mindset and communicate internally to ensure customers receive a cohesive, integrated ViiV experience.
Provide customer service by anticipating and addressing HCP problems, needs, and requests.
Deliver and adapt execution plans to achieve performance goals using KPIs, successful practices, and business problem-solving.
Develop and foster relationships with influential customers and thought leaders.
Act consistently with ViiV’s culture, expectations, and values.
Embrace ambiguity in a launch environment and treat setbacks as opportunities to learn and grow.
Escalate issues and risks when needed and speak up.
Understand and follow compliance and regulatory guidelines.