Territory Account Manager - San Diego

GSK • San Diego, CA

2d • $145,500 - $242,500 • Remote

About The Position

ViiV Healthcare is seeking an experienced, results-driven professional for the Territory Account Manager role on its Oral Treatment sales team. The role focuses on engaging healthcare professionals (HCPs) to adopt a new approach to HIV treatment and delivering success in a fast-paced, complex, launch environment. The successful candidate will develop strategic business plans with specific, measurable, action-oriented objectives aligned with territory and account goals; sell to HCPs; service accounts; and support ViiV Healthcare’s mission of leaving no person with HIV behind. The role contributes to an integrated account-management approach to setting up and delivering a buy-and-bill treatment model.

The Territory Account Manager will identify and develop business opportunities, understand customer needs, and tailor plans to help HCPs scale their treatment models to reach more patients. They will use data, business acumen, and market expertise to prioritize prospects, coordinate with cross-functional partners, provide responsive customer service, and adapt execution to meet performance goals. The role also requires compliant conduct, effective risk escalation, and adaptability in a changing launch context.

Requirements

• Bachelor’s degree (BA/BS).
• At least 5 years of pharmaceutical sales experience.
• At least 3 years of specialty experience.
• Ability to travel domestically as necessary, which may include overnight travel; the 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 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 individual customers and designed to help HCPs scale their 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 experience a cohesive, integrated ViiV approach.
• Anticipate and address HCP problems, needs, and requests through customer service.
• Deliver and adapt 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 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.

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

What This Job Offers

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