Vaccine Key Account Lead - Maryland/ D.C. - Field Based

Job title: Vaccine Key Account Lead - Maryland/ D.C. - Field Based in Maryland at GlaxoSmithKline
Company: GlaxoSmithKline
Job description: For more than 140 years, GSK has pioneered novel research methods and technologies to help protect
people from infectious diseases. Our vaccines portfolio of more than 20 marketed vaccines is the
broadest in the industry, helping to protect people throughout their lives. We believe prevention, at
scale and for impact, is the best health investment for society, patients, and the economy. Vaccine preventable diseases are a significant burden on society and healthcare systems; approximately $1
trillion in productivity is lost each year due to preventable conditions. This includes the impact from the
330,000 older adults hospitalized globally each year with RSV, the approximately 1 in 3 people who will
develop shingles in their lifetime and the 3-11% of people infected with seasonal influenza each year.
Our Vaccines portfolio will reach over 1 billion people globally this decade. Each year, around 40% of
children globally receive a GSK vaccine and GSK is well-placed to lead in the growing adult immunization
market.
GSK’s US vaccines business is organized into local ecosystem teams, designed to support the unique
needs of the customer base in the given geography. In a local ecosystem commercial model, there are
multiple customer-facing roles, each with unique customers/call points, but all dependent upon a high
degree of collaboration.
The ecosystem’s Key Account Lead, or VKAL, is pivotal in most ecosystems, owning the B2B customer
relationship in the largest and most complex healthcare delivery networks (IDN’s, State CDC Awardees
and similarly structured systems). The role of the VKAL is to engage C/D level clinical & non-clinical
stakeholders within large health systems to understand unique customer needs/priorities and to deliver
a customized value proposition. The VKAL must possess strong customer engagement skills, knowledge
of healthcare contracting, knowledge of IDN decision making and the ability to work across a complex
group of internal and external stakeholders.
Details:

• Work within a local ecosystem team as the account owner for large, prioritized Health System

(or similarly structured) customers, delivering a full value proposition (Clinical, Financial,
Organizational) to C/D-suite level clinical & non-clinical stakeholders.

• Responsible for gaining a deep understanding of customer needs to customize and enhance

GSK’s value proposition within the Health System.

• Identify alternative value proposition scenarios that will differentiate GSK Vaccine products to

ensure access to GSK vaccines for appropriate patients.

• Coordinate pull-though initiatives with other ecosystem team members, including Adult and

Pediatric Immunization Specialists.

• Build and maintain matrix partnerships to ensure seamless coordination and communication

across all aspects of the GSK-customer relationship, including medical and market access.

• Coordinate communication across sectors/business units to maximize business opportunities.

Vaccines Key Account Lead

• Embed and grow “Mastering Customer Engagement” principles, Business Improvement and

Strategic Account Plans.

• Establish a consultative relationship on business issues with respective overlapping teams.
• Provide lateral leadership and foster teamwork to generate access for GSK Vaccines in a highly

complex, dynamic environment.

• Build expertise in GSK and competitor vaccine offers.
• Develop and implement business reviews with top accounts, including contract

options/performance, diagnosis, and presentation of additional value-added terms or offers
through an approved technology platform.

• Deliver effective coaching to aid the local vaccine ecosystem lead (VEL) in continuous business

acumen and vaccine portfolio growth.Basic Qualifications:

• Bachelor’s Degree
• Previous vaccines sales experience
• Must possess a combined minimum of 5 years of the following: Pharmaceutical Sales,

Pharmaceutical Marketing, Payer and/or Business Development Experience

• Valid driver’s license
• Travel Required: Up to 40% (based on specific geography size)

Preferred Qualifications:

• Master's Degree - business, public health, hospital administration or similar field a plus.
• Deep knowledge of contracting in the healthcare industry.
• Expertise in the vaccines marketplace, GSK and competitive portfolios and customers.
• Deep knowledge of the Health Systems business model, organizational structure, key

stakeholder roles and decision-making processes (P&T, formulary, etc.).

• Experience calling on C/D level within large, complex healthcare delivery networks (IDN’s and

similarly structured systems).

• Experience with lateral leadership in a highly matrixed organization.
• Solid strategic aptitude, advanced business acumen.
• Demonstrated ability to develop and execute local level business and strategic account plans.
• Strong communication, presentation (live and remote) & influencing skills

The annual base salary for new hires in this position ranges from $149,250 to $248,750 taking into account a number of factors including work location within the US market, the candidate’s skills, experience, education level and the market rate for the role. In addition, this position offers an annual bonus and eligibility to participate in our share based long term incentive program which is dependent on the level of the role. Available benefits include health care and other insurance benefits (for employee and family), retirement benefits, paid holidays, vacation, and paid caregiver/parental and medical leave.Please visit to learn more about the comprehensive benefits program GSK offers US employees.Why GSK?Uniting science, technology and talent to get ahead of disease together.GSK is a global biopharma company with a special purpose – to unite science, technology and talent to get ahead of disease together – so we can positively impact the health of billions of people and deliver stronger, more sustainable shareholder returns – as an organisation where people can thrive. We prevent and treat disease with vaccines, specialty and general medicines. We focus on the science of the immune system and the use of new platform and data technologies, investing in four core therapeutic areas (infectious diseases, HIV, respiratory/ immunology and oncology).Our success absolutely depends on our people. While getting ahead of disease together is about our ambition for patients and shareholders, it’s also about making GSK a place where people can thrive. We want GSK to be a place where people feel inspired, encouraged and challenged to be the best they can be. A place where they can be themselves – feeling welcome, valued, and included. Where they can keep growing and look after their wellbeing. So, if you share our ambition, join us at this exciting moment in our journey to get Ahead Together.If you require an accommodation or other assistance to apply for a job at GSK, please contact the GSK Service Centre at 1-877-694-7547 (US Toll Free) or +1 801 567 5155 (outside US).GSK is an Equal Opportunity Employer and, in the US, we adhere to Affirmative Action principles. This ensures that all qualified applicants will receive equal consideration for employment without regard to race, color, national origin, religion, sex, pregnancy, marital status, sexual orientation, gender identity/expression, age, disability, genetic information, military service, covered/protected veteran status or any other federal, state or local protected class.Important notice to Employment businesses/ AgenciesGSK does not accept referrals from employment businesses and/or employment agencies in respect of the vacancies posted on this site. All employment businesses/agencies are required to contact GSK's commercial and general procurement/human resources department to obtain prior written authorization before referring any candidates to GSK. The obtaining of prior written authorization is a condition precedent to any agreement (verbal or written) between the employment business/ agency and GSK. In the absence of such written authorization being obtained any actions undertaken by the employment business/agency shall be deemed to have been performed without the consent or contractual agreement of GSK. GSK shall therefore not be liable for any fees arising from such actions or any fees arising from any referrals by employment businesses/agencies in respect of the vacancies posted on this site.Please note that if you are a US Licensed Healthcare Professional or Healthcare Professional as defined by the laws of the state issuing your license, GSK may be required to capture and report expenses GSK incurs, on your behalf, in the event you are afforded an interview for employment. This capture of applicable transfers of value is necessary to ensure GSK’s compliance to all federal and state US Transparency requirements. For more information, please visit the Centers for Medicare and Medicaid Services (CMS) website at
Expected salary: $149250 per year
Location: Maryland
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