ViiV Healthcare (GSK) Regional Sales Director, Dovato, DC/Metro Area

GlaxoSmithKline - Durham, NC

Full-time - Senior

Durham, NC

Chemical Manufacturing

About the position

ViiV Healthcare is seeking a Regional Sales Director for the Dovato product line in the DC/Metro Area, which includes Delaware, Maryland, Virginia, and Washington DC. This role is critical in optimizing access to ViiV Healthcare products across various payers, including the AIDS Drug Assistance Program, Fee for Service Medicaid, Managed Medicaid, Medicare Part D, PBMs, and assigned Commercial Accounts within the region. The Regional Sales Director will lead a team of Territory Account Managers, guiding them in promoting ViiV products to targeted physicians and academic centers to achieve specific sales goals. This position requires a strategic mindset to formulate regional sales strategies, interpret them, and apply them to address issues within the geographic area. In addition to leading the sales team, the Regional Sales Director will engage with key accounts, developing and implementing strategies, participating in contract negotiations, and ensuring the successful servicing of these accounts. The role also involves identifying market opportunities and needs, assisting in the development of plans to launch and refine new product offerings, and maintaining strong customer relationships with key executives and decision-makers in all accounts. The successful candidate will manage resources effectively, establish and manage area expense budgets, and ensure a high return on investment. Furthermore, the role includes attracting, developing, and retaining high-performing individuals, providing training, coaching, and career development support to sales representatives. This is an exciting opportunity to join a mission-driven organization that is dedicated to improving the lives of people living with and affected by HIV. ViiV Healthcare is committed to pushing through challenges to eradicate HIV/AIDS and is looking for a leader who shares this vision and is ready to make a significant impact in the field.

Responsibilities

• Lead and direct a team of Territory Account Managers to promote ViiV products to targeted physicians and academic centers to achieve specific sales goals.
• Direct Territory Account Managers in the acquisition, expansion, and retention of targeted business within the assigned area.
• Participate in the formulation of regional sales strategies and apply them to address issues within the geographic area.
• Work with VP/AVP to establish sales and profit goals for the geographic area.
• Achieve or exceed sales goals for the area.
• Engage fully with key accounts by developing and implementing strategies, participating in contract negotiations, and servicing the account.
• Act as a local liaison and collaborator between ViiV Sales Division and other ViiV sectors.
• Identify and validate market opportunities and assist with developing plans to launch, test, and refine new product and service offerings.
• Develop and maintain customer relationships with key executives and decision influencers in all accounts.
• Manage and deploy resources to ensure achievement of objectives.
• Establish and manage area expense budgets to ensure appropriate return on investment.
• Evaluate and direct sales presentations with Territory Account Managers.
• Attract, develop, and retain high-performing individuals, providing training and career development.

Requirements

• BA/BS degree
• 9+ years of pharmaceutical sales experience including 6+ years of specialty management experience leading teams
• Experience recruiting, developing, and leading specialty teams to work cross-functionally within an integrated account team model
• Experience in developing strategic business plans with specific, measurable, action-oriented objectives
• Ability to travel domestically as necessary, including overnight travel, with the majority of time spent with the team in the market
• Valid Driver's License

Nice-to-haves

• Knowledge of HIV and related payer issues
• Excellent interpersonal skills
• Proven ability to persuasively communicate across multiple stakeholders
• Self-starter with ability to lead and work independently
• Proven negotiation skills
• Experience with situational leadership
• Proficient in Excel, PowerPoint, Word, Outlook, and Customer Relationship Management tools

Benefits

• Comprehensive benefits program offered by GSK, including health insurance, dental insurance, vision insurance, and retirement savings plans.
• Professional development opportunities and support for ongoing education.
• Diversity and inclusion programs to foster a supportive work environment.