Description
The Hospital Account Specialty Representative 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, hospitalists, pharmacists, case management teams, discharge planners, and key decision makers of IDNs as needed, to drive sales.
The Hospital Account Specialty Rep 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.
Responsibilities:
- Manage hospital relationships – engaging clinical and non-clinical stakeholders to understand unique customer needs and priorities
- Provide scientific and clinical information within the disease state area and approved product
- Deliver sales presentations of approved products to physicians, APPs, medical staff, and other appropriate clinic personnel
- Effectively utilize and manage all resources to optimize customer engagement
- Collaborate effectively across GSK’s highly matrixed sales organization
- Participate in training and development programs while abiding by all industry and corporate policies and procedures
Key Responsibilities:
- Achieve and exceed sales targets within the assigned territory
- Secure and translate hospital formulary wins and market access achievements into consistent prescribing and utilization
- Engage pharmacy, medical, and operational stakeholders in clinical discussions
- Facilitate collaboration with nurse navigators, discharge planners, case managers, and specialty pharmacy partners
- Identify and address clinical, operational, behavioral, and process-related barriers impacting product adoption
- Plan and organize activities to achieve call metrics
- Deliver comprehensive clinical brand presentations to physicians and other healthcare professionals
- Understand the healthcare delivery system within each assigned account
- Develop in-depth product and account knowledge
- Analyze utilization trends, customer insights, and local market dynamics
- Conduct 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 and analyze the effectiveness of sales activities
- Manage the territory budget to support sales and marketing activities effectively
- Complete administrative tasks promptly
- Participate in training and development programs to enhance skills and knowledge
Basic Qualifications:
- BA/BS degree from an accredited institution
- Valid driver's license
- Willingness to travel up to 50% within assigned geography
- 5+ years of experience in the pharmaceutical/medical/biotech industry
- 3+ years of experience calling on hospitals and health systems
- Experience with hospital decision-making processes, clinical pathways, formulary management, and antimicrobial stewardship programs
Preferred Qualifications:
- Consistent record of top-tier sales performance and proven product launch success
- Demonstrated success driving demand generation within hospitals
- Anti-Infective experience preferred
- Expertise in account selling and managing complex sales processes
- Deep knowledge of the Health Systems business model
- Experience engaging specialist physicians, hospitalists, pharmacists, and pharmacy leadership
- Ability to work effectively both independently and as part of a team
- Analyze data and trends to create actionable business plans
- Flexibility and adaptability to changing market conditions
- Demonstrated ability to adhere to all regulatory, legal, and compliance standards
- Exceptional presentation and selling skills, coupled with strong business acumen