Senior Account Manager

Hospital Senior Account ManagerTerritory includes but is not limited to Richmond and Virginia Beach, VAThe Hospital Senior Account Manager supports and advances formulary access, protocol and order set readiness, discharge pathway support, and demand generation across targeted hospital accounts. This role engages Infectious Disease physicians, as well as hospitalists, pharmacists, case management teams, discharge planners, as well as key decision makers of IDNs (CMO, Pharmacy Directors, P&T Committee members) as needed, to drive sales.The Hospital Senior Account Managers will meet and/or exceed sales performance objectives in an assigned territory by developing, implementing, and executing an integrated territory business plan encompassing key customer targets within assigned accounts. The role will require:Manage hospital relationship – engaging clinical and non-clinical stakeholders to understand unique customer needs & prioritiesProviding scientific and clinical information within the disease state area and approved product.Delivering sales presentations of approved products to physicians, APPs, medical staff, and other appropriate clinic personnel by utilizing customer engagement selling modelEffectively utilize and manage all resources to optimize customer engagementCollaborate effectively across GSK's highly matrixed sales organization, partnering closely with Organized Provider Account Directors, Reimbursement Managers, and other cross-functional stakeholders to drive aligned execution and business success.Participation in training and development programs while abiding by all industry and corporate policies and proceduresSuccessful outcome is driving sales in a hospital setting by convincing HCPs to write a GSK product for within indication patients and securing formulary access, inclusion in protocols and discharge orders as needed.Key ResponsibilitiesAchieve and exceed sales targets within the assigned territory by developing, implementing, and executing an integrated business plan to maximize sales and prioritize high-value customers and growth opportunities.Secure and translate hospital formulary wins and market access achievements into consistent prescribing and utilization within targeted hospital accountsEngage pharmacy, medical, and operational stakeholders in clinical discussions that support patient identification, treatment selection, IV-to-oral transition, discharge readiness, and readmission reduction.Facilitate collaboration with nurse navigators, discharge planners, case managers, and specialty pharmacy partners to support patient access and therapy continuityIdentify and address clinical, operational, behavioral, and process-related barriers impacting product adoptionPlan and organize activities to achieve call metrics, optimizing coverage and frequency to key customers to maximize access and sales opportunities.Deliver comprehensive clinical brand presentations to physicians and other healthcare professionals, driving appropriate product utilization.Understand the healthcare delivery system within each assigned account, including the physician hierarchy, key pharmacy personnel, and clinical nursing staff.Develop in-depth product and account knowledge, staying informed about local and regional market trends.Analyze utilization trends, customer insights, and local market dynamics to identify opportunities and drive performance.Identify and address clinical, operational, behavioral, and process-related barriers impacting product adoptionConduct educational programs, in-services, speaker programs, and compliant scientific discussions.Collaborate with peers in the sales organization to share best practices and strategies.Provide feedback on marketing strategy, analyze the effectiveness of sales activities and territory performance, and develop territory plans with the Regional Sales Director, brand team, and other support partners to deliver exceptional customer experience.Manage the territory budget to support sales and marketing activities effectively.Complete administrative tasks promptly, executing the company brand strategy and tactics within the assigned geographic area.Participate in training and development programs to enhance skills and knowledge.Maintain adherence and compliance with all corporate and industry policies and procedures.Basic QualificationsBA/BS degree from an accredited institution.Valid driver's license.5+ years of experience in the pharmaceutical/medical/biotech industry.3+ years of experience calling on hospitals and health systemsExperience with hospital decision-making processes, clinical pathways, formulary management, and antimicrobial stewardship programs.Willingness to travel up to 50% within assigned geography, including overnight travel.Ability to lift and/or move up to 35 poundsPreferred QualificationsConsistent record of top-tier sales performance and proven product launch successDemonstrated success driving demand generation within hospitalsAnti-Infective experience preferredExpertise in account selling and managing complex sales processes.Deep knowledge of the Health Systems business model, organizational structure, key stakeholder roles and decision-making processes (P&T, formulary, etc.)Experience engaging specialist physicians, hospitalists, pharmacists, and pharmacy leadershipExperience collaborating across hospital and community care settingsAbility to work effectively both independently and as part of a teamAnalyze data and trends to create actionable business plansFlexibility and adaptability to changing market conditionsDemonstrated ability to adhere to all regulatory, legal, and compliance standards.Exceptional presentation and selling skills, coupled with strong business acumen.SkillsAccount Management, Cross-Functional Work, Data to Insights, Digital Fluency, Omnichannel, Scientific Literacy