Strategic Oncology Account Director - Pacific South

The territory for this role includes Southern California and Arizona.

The Strategic Oncology Account Director serves as the primary strategic lead to complex oncology provider accounts across academics, health systems, free‑standing cancer centers, and community oncology practices. This role bridges clinical, economic, and operational execution to advance GSK goals in Oncology, including access and account strategies that remove barriers and deliver growth. The Director develops and executes multi‑stakeholder account plans that generate durable institutional adoption, formulary placement, and on‑label access to our therapies.

• Develop and maintain trusted relationships with key Population Based Decision Makers (PBDM), including P&T committees, clinical and pharmacy leaders across assigned academic cancer centers, IDNs and community oncology accounts.
• Support in‑field regional engagement with cross‑functional field partners, working closely with regional sales directors on account plans and execution.
• Deliver clinical value proposition discussions on mechanism of action, clinical trial data, safety profiles, and patient selection criteria for portfolio products.
• Deliver total cost‑of‑care analyses, including comparative effectiveness, toxicity burden, and administration cost modeling with input into approved material development and market access strategy teams.
• Support on‑label formulary, EHR and pathway inclusion for GSK products.
• Negotiate and finalize contract agreements aligned to access and customer strategies as appropriate.
• Identify pain points within the account across clinical, economic, and operational execution related to GSK brands and work with cross‑functional partners to address them.
• Build a regular cadence of business reviews, executive exchanges and clinical education sessions with pharmacy and clinical leadership.
• Represent GSK at sponsored industry events with proper planning, execution, and follow‑up.
• Own enterprise‑level relationships and lead on access strategies for priority accounts, mapping influence hierarchies across academic cancer centers, IDNs and community practice networks.
• Lead and coordinate cross‑functional account planning (Medical Affairs, Market Access, Patient Services, BU Sales, GPO lead) to present a unified engagement strategy.
• Identify opportunities to support broader account engagement that align with institutional priorities and portfolio positioning and facilitate appropriate hand‑offs internally.
• Accurately forecast business performance by account and maintain CRM records with discipline and precision.
• Contribute competitive intelligence, field insights, and account dynamics to inform regional and national commercial strategy.

• Bachelor’s Degree.
• 8+ years in pharmaceutical/biotech commercial roles.
• 4+ years in pharmaceutical/biotech commercial roles working in Oncology.
• Account management experience in complex settings (academic, IDN accounts, or community provider networks) at the enterprise (C/D suite) level.

• Experience in solid tumor and/or hematologic malignancy therapeutic areas.
• Familiarity with community oncology practice management, GPO relationships and oncology group purchasing dynamics.
• Experience working with oncology care models, value‑based contracts, or risk‑bearing provider groups.
• Prior cross‑functional roles in Market Access, Sales Leadership, Medical Affairs, or HEOR.
• Demonstrated clinical fluency with the ability to discuss oncology clinical trial data, pathology, biomarker testing, and treatment algorithms with key stakeholders.
• Economic acumen including a working knowledge of oncology reimbursement, 340B program, GPO contracting, buy‑and‑bill, and specialty pharmacy dynamics.
• Experience supporting or leading a pharmaceutical oncolytic product launch.
• Experience using MS Office Suite, Veeva CRM, and Power BI or equivalent analytics platforms.

The US annual base salary for this position ranges from $186,750 to $311,250, depending on location, experience and market factors. The role also offers an annual bonus and eligibility to participate in GSK’s…