Description
The 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, hospitalists, pharmacists, case management teams, discharge planners, and key decision makers of IDNs 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.
Key Responsibilities
- Achieve 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 accounts.
- Engage 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 continuity.
- Identify and address clinical, operational, behavioral, and process-related barriers impacting product adoption.
- Plan 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.
- 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, 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.
Basic Qualifications
- BA/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 systems.
- Experience 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 pounds.
Benefits
- Comprehensive benefits program, including GSK US Benefits Summary