Territory Account Manager - Allentown, PA

GSK•Allentown, PA

15h•Hybrid

About The Position

ViiV Healthcare is a global specialty HIV company dedicated to researching and delivering new medicines for people living with, and at risk of, HIV. The company is mission-driven, aiming to be a trusted partner in HIV prevention and treatment through education and a holistic approach that includes community programs and improved access to care. ViiV Healthcare has been instrumental in making HIV a manageable condition and offers the largest portfolio of HIV medicines. The company culture is described as fast-paced, diverse, inclusive, competitive, and caring, fostering a sense of belonging and impact. ViiV Healthcare was established as a joint venture by Pfizer and GlaxoSmithKline in November 2009, with Shionogi joining in 2012. Currently, GlaxoSmithKline owns 76.5%, Pfizer 13.5%, and Shionogi 10%. The organization is seeking an experienced, results-driven professional for the Territory Account Manager (TAM) position on the Oral Treatment sales team. Success in this role requires thriving in a fast-paced, complex environment, partnering cross-functionally, and adapting to a launch context. The role involves developing strategic business plans with measurable objectives to achieve territory and account goals, selling to Healthcare Professionals (HCPs), servicing accounts, and aligning with ViiV Healthcare's mission. This will be accomplished through driving results against business objectives and working within an integrated account management framework for a buy and bill treatment model.

Requirements

BA/BS degree
5+ years of pharmaceutical sales experience
3 plus years’ specialty experience
Ability to travel domestically as necessary, which may include overnight travel, majority of time will be spent in market
Valid Driver's License

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 to influence and collaborate cross-functionally in a matrixed environment
Excellent written and oral communication skills
Experience in sales success in complex market access coverage situations
Experience working with HCPs to procure, manage, and administer cold chain treatment products
Knowledge of the HIV treatment and/or prevention markets
Bilingual in Spanish, preferred but not required
Experience partnering cross functionally within an integrated account team model that includes multiple field-based team members

Responsibilities

Deliver Results Through Exceptional Sales and Service
Identify, target, and win new business by influencing working with HCPs to adopt a new approach to HIV treatment
Engage with HCPs, nurses, staff, and administrators to accurately understand the clinical, organizational, and financial challenges and opportunities within target accounts
Leverage data analytics, business acumen, and market expertise to identify high-priority prospects
Prepare and execute business plans that are tailored to the unique needs of each customer and that help HCPs scale their treatment model to reach more patients
Coordinate, engage, and partner with multiple cross-functional team members (i.e., Clinical Nurse Educators and Field Reimbursement Managers) to deliver an integrated product experience to customers
Maintain a portfolio-based selling mindset and close internal communication loops to ensure customers experience a cohesive, integrated ViiV
Provide exceptional customer service by proactively anticipating and addressing HCP problems, needs and requests
Deliver and adapt execution plans to achieve performance goals and objectives utilizing; KPIs, scaling of successes, business problem solving, etc.
Develop and foster external relationships with key influential customers and thought leaders
Act in ways consistent with ViiV’s culture, expectations, and values
Be an agent of change by embracing the ambiguity in a launch environment and seeing setbacks as opportunities to learn and grow
Escalate issues and risks when needed; display courage by ‘speaking up’
Understand and follow key compliance and regulatory guidelines