Territory Account Manager - San Francisco, CA

GSK•Rocklin, CA

1d•Remote

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 care through education, prevention, and treatment. They take a holistic approach, supporting community programs and improving access to care, with the ultimate goal of eradicating HIV/AIDS. ViiV Healthcare has a significant history in managing HIV as a health condition and offers a broad portfolio of HIV medicines. The company culture is described as fast-paced, diverse, inclusive, competitive, and caring, fostering a sense of belonging and impact-driven teamwork. This role is particularly exciting due to ongoing evaluations of novel treatment and prevention approaches. The Territory Account Manager (TAM) position is on the long-acting HIV Injectable Treatment Sales team, requiring the ability to thrive in a fast-paced, complex environment and work with healthcare professionals (HCPs) to adopt new HIV treatment approaches. Success in this role also depends on cross-functional partnership and adaptability in a launch context. Candidates are expected to have demonstrated experience in developing strategic business plans with measurable objectives aligned with territory and account goals. Key outcomes include selling to HCPs, servicing accounts, and aligning with ViiV Healthcare's mission. This will be achieved 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