Responsible for driving access, incremental growth & value to population health decision-making customers in the assigned Integrated Delivery Networks (IDNs). Manage access and contract pull-through of GSK respiratory portfolio in assigned IDNs. Utilize process improvement expertise while working in alignment with FVP, IDN Director, National GPO, & Field Selling Teams. Works in a complex Matrix environment, collaborating with the Field to manage pull-through IDN access into Retail marketplace.
Responsible for driving respiratory sales growth in assigned IDN customers
Develops values-based solutions & relationships with clinical, financial, and organizational population health decision makers including, but not limited to, Pharmacy, Purchasing and C-Suite.
Responsible for respiratory contract pull-through, solution development, coordinating selling and other activities with the field for assigned IDN customers that may cross multiple geographies.
Works collaboratively within the Matrix and develops and follows appropriate communication cadence.
Works with the GSK Internal Leadership to include, IDN Regional Directors, Sales Team, Medical, & other Stakeholders to create and execute consistent quarterly business reviews that capture, documents, and maximize the cumulative value of the relationship at the assigned IDN.
Weekend and evening activity is required as needed with travel up to 50%.
Completion of required training, testing, and product certifications within the designated timeframes.
Embrace and follow GSK policies, practices, risk-based standards and values in support of our customers, patients, fellow employees, and individual expectations.
5+ years of pharmaceutical experience with knowledge across the commercial business
2+ years of B2B account management experience
MBA and/or advanced clinical/science degree or equivalent
2+ years of successful IDN account management experience
Excellent negotiation and/or major account sales skills
Excellent communication (written & verbal), interpersonal influencing skills and prioritization skills
Demonstrated ability to establish and maintain relationships with key customers and internal stakeholders
Understanding of the account planning process
GPO/Payer contract understanding
Demonstrated analytical ability
Strong presentation skills
Deep understanding of the IDN space and healthcare trends
People management experience
Understanding of the laws and regulations covering providers and payers
Ability to apply Compliance Policies and Procedures (CPP) in unstructured and fluid situations