Territory Account Manager, ViiV - Minneapolis

GSK • Minneapolis, MN

2d • $145,500 - $242,500 • Remote

About The Position

ViiV Healthcare is seeking an experienced, results-driven specialty sales professional to join its HIV Oral Treatment Sales team as a Territory Account Manager. The role focuses on working with healthcare professionals (HCPs) to adopt a new approach to HIV treatment and on delivering results in a fast-paced, complex, launch environment. Success requires developing strategic business plans with specific, measurable, action-oriented objectives aligned with territory and account goals; selling to HCPs; servicing accounts; and supporting ViiV Healthcare’s mission of leaving no person living with HIV behind. The position also contributes to establishing and delivering a buy-and-bill treatment model within an integrated account management framework.

The Territory Account Manager identifies and wins new business, understands customer clinical, organizational, and financial needs, and uses data, business acumen, and market expertise to prioritize opportunities. The role develops customer-specific execution plans, coordinates with cross-functional colleagues to deliver an integrated product experience, provides proactive customer service, and builds relationships with influential customers and thought leaders. The successful candidate adapts plans to performance goals, works constructively amid launch-related ambiguity, escalates risks, and follows compliance and regulatory requirements.

The position is based in the Minneapolis territory, with the majority of time spent in market and domestic travel as necessary, which may include overnight travel. The position is designated as remote in the posting.

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; preferred but not required.
• 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 business plans tailored to each customer’s needs and help HCPs scale their treatment models to reach more patients.
• Coordinate and partner with cross-functional colleagues, including Clinical Nurse Educators and Field Reimbursement Managers, to deliver an integrated product experience.
• Maintain a portfolio-based selling mindset and communicate internally to help ensure customers receive a cohesive, integrated ViiV experience.
• Anticipate and address HCP problems, needs, and requests through proactive customer service.
• Adapt and deliver execution plans to achieve performance goals using KPIs, scaling successful approaches, and business problem solving.
• Develop and foster relationships with influential customers and thought leaders.
• Act in accordance 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.

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 employees and their families.
• Retirement benefits.
• Paid holidays.
• Vacation.
• Paid caregiver, parental, and medical leave.

What This Job Offers

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