Territory Account Manager

Description

The Account Manager plays a critical role in owning and advancing B2B relationships within the largest and most complex healthcare delivery networks, including health systems (HSs), Integrated Delivery Networks (IDNs), state CDC awardees, major health departments, and other large institutional accounts. Serving as the primary customer liaison, this role engages HCPs, senior-level clinical and non-clinical stakeholders to understand customer priorities, address unmet needs, and deliver customized, data-driven value propositions.

The Account Manager is responsible for meeting or exceeding sales goals within an assigned territory by developing and executing a comprehensive territory and key account business plan aligned to brand strategy. This position requires the ability to confidently deliver approved scientific and clinical information to healthcare professionals, drive appropriate product utilization within approved indications, and effectively leverage organizational resources to optimize customer engagement.

Success is measured by strong account launch performance, consistent achievement of sales objectives, and sustained customer partnership development.

Key Responsibilities

Customer & Account Management

* Build and maintain strategic partnerships with large, organized customers, including IDNs, academic medical centers, and key decision-makers (e.g., CMOs, Pharmacy Directors, Infectious Disease Specialists, and P&T Committee members).

* Serve as the primary point of contact for assigned accounts, aligning customer needs with GSK's brand strategy and value proposition.

* Identify and engage key clinical and non-clinical influencers within healthcare delivery networks to ensure optimal account penetration and access.

* Discover and develop other stakeholders within key clinics and accounts.

Sales Performance & Territory Execution

* Achieve and exceed sales targets by developing, implementing, and executing an integrated business plan for assigned territories and key accounts.

* Plan and prioritize activities to meet call metrics, optimizing coverage and frequency across top target customers.

* Analyze regional and local market trends to establish short- and long-term sales goals and inform a robust business and launch strategy.

* Manage territory budgets to effectively support sales and marketing activities.

Clinical & Product Expertise

* Deliver compelling, compliant clinical brand presentations to physicians, advanced practice providers (APPs), medical staff, and appropriate clinic personnel.

* Maintain strong knowledge of assigned products, disease states, competitors, and evolving healthcare landscapes.

* Understand the internal dynamics of healthcare delivery systems, including physician hierarchies, pharmacy workflows, and nursing roles.

Collaboration, Reporting & Compliance

* Collaborate cross-functionally with Regional Sales Directors, brand teams, and internal partners to enhance territory performance and a customer experience.

* Provide insights and feedback on marketing strategies and sales effectiveness.

* Complete administrative tasks accurately and on time while executing brand strategy within the assigned geography.

* Participate in ongoing training and professional development.

* Maintain full compliance with all corporate, legal, regulatory, and industry policies.

Requirements

* Bachelor's degree in a relevant field

* Ability to travel up to 50%, including overnight stays (based on district size)

* 3-5 years of biotech or pharmaceutical sales experience required

* Hepatology or Specialty sales experience strongly preferred

* Proven success in product launches and achieving sales targets

* Demonstrated expertise in account-based selling and managing complex sales processes

* Strong understanding of health system business models, organizational structures, and decision-making processes (e.g., formulary, P&T)

* Experience engaging C-suite and director-level stakeholders within large healthcare delivery networks

* Ability to lead through influence in a highly matrixed organization

* Strong analytical skills with the ability to translate data and trends into actionable business plans

* Excellent…