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Job Details

GlaxoSmithKline (GSK)

National Account Manager - remote



Full Time

On Site


Durham, North Carolina, United States

Site Name: Field Worker - USA
Posted Date: Mar 3 2023

Reports to: Field Vice President – National Payer Accounts

Business Unit: US Market Access Team


  • Provide profitable access for ViiV portfolio across HIV product segments in Commercial, Medicare, Medicaid, and Federal (VA, DoD, TriCare) payer segments as assigned.
  • Assist (lead where appropriate) in developing and implementing strategy to meet or exceed goals for assigned national customers.
  • Influence key decision-makers to achieve formulary listings and optimal product positioning.
  • Establish regular contact with assigned customers to ensure proactive identification of key issues and enhanced business-selling opportunities.
  • Work closely with matrix teams to ensure collaborative strategic and tactical planning, implementation, and payer engagement.

Key Responsibilities

Customer Relationships:

Establish and maintain strategic customer relationships with key individuals within the assigned accounts. Assist the team in developing an extensive understanding of the customers’ organizational goals in order to assess their needs and develop plans, programs, and contracts (when necessary) to meet both the needs of the customer and those of ViiV. Extend and maintain customer network within assigned accounts beyond pharmacy or industry relations to areas crucial for the future strategic vision of healthcare delivery. Engage staff within the vertical integration chain (e.g. PBM, HealthPlan, Retail Clinic, Medical Mgmt Company, etc.).

Quantitative Performance (meet specific access, sales and market share and RAR objectives for assigned national responsibilities):

  • Assist as directed to ensure broad, profitable formulary positioning for ViiV priority products within assigned national payer accounts.
  • Assist in efforts to meet RAR objectives vs. budget and governance guidelines.
  • Assist as directed to implement value-added programs intended to enhance the customer relationship, solidify formulary position of ViiV products and drive appropriate product sales. Deliver value beyond the product and any discount.
  • Analyze account data to assess performance and recommend actions to achieve business objectives including profitable access and effective pull-through of ViiV products.
  • Assist with management / allocation of resources (support functions, programs, financial and technical) to maximize opportunities for ViiV and to benefit assigned national accounts.
  • Assist as directed to integrate ViiV offerings and capabilities to continually enhance the value proposition for key customer.
  • Assist with payer strategy development and implement account-specific strategies using business acumen, consultative selling techniques and business partnerships to develop mutually rewarding relationships with assigned strategic accounts.
  • Effectively launch new products (measured by reimbursement status, formulary status, and level of restriction placed on the product, reducing or eliminating policies which inhibit product uptake/acceptance).

Qualitative Performance: Manage/execute the key aspects of the job:

  • Assist with contract recommendations for select books of business (e.g.. Commercial, Medicaid, Medicare) of assigned Payer accounts inclusive of analyzing RAR impact.
  • Collaborate / Support engagements with Contract Management Operations in preparation for Business Case Reviews with Rapid Response Team and both U.S. & Global Governance.
  • Collaborate with Contract Development on contract terms & conditions creation and implementation.
  • Manage inquiries for rebate eligibility and compliance
  • Perform analysis of the business environment in assigned customers and geographies to execute strategic and tactical plans, track trends and recommend alternative direction where necessary.
  • Perform account analyses and recommend actions to ensure business objectives are achieved.
  • Coordinate strategic pull-through with overlapping sales regions to maximize product access and pull-through.
  • Assist with business plan development and execution for assigned accounts. Plans will establish financial and strategic objectives by product for assigned accounts, including key tactical elements, budgets and critical success factors.
  • Effectively manage new product launch access forecast, action plans, push-pull, and assist National Account Executives with BDIPs, negotiations, as needed.
  • Collaborate with internal stakeholders (such as Medical Affairs/Pricing and Contracting, Operations, Brand Payer Marketing, Field Reimbursement, Sales, SPP, etc.) as needed to meet strategic objectives.
  • Create and maintain Strategic Account Plans.
  • Assist with planning and creation of joint business reviews with ViiV leadership and select National Payer Customers at least once per year.
  • Create detailed contract reviews.
  • Maintain in depth knowledge of the managed care industry, healthcare trends, and HIV & Specialty trends.

Personal Development, Administration, and Compliance:

  • Participate in training programs to improve product knowledge and build strong competencies for an evolving marketplace.
  • Keep pace with the changing internal and external environment to ensure capabilities meet or exceed expectations.
  • Manage administrative requirements of the job.
  • Understand and apply Compliance Policies and Procedures (CPP).
  • Other projects and tasks as assigned

Why you?

Basic Qualifications:

We are looking for professionals with these required skills to achieve our goals:

  • Bachelor’s Degree
  • Minimum 6+ years of pharmaceutical experience across commercial and or government-funded businesses
  • 3+ years of account management, sales management or product management experience or equivalent
  • Valid Driver’s License
  • Ability to travel extensively
  • Must live within 60 miles of a major airport
Preferred Qualifications:

If you have the following characteristics, it would be a plus:

  • MBA and/or advanced clinical/science/ health policy degree or equivalent
  • 3+ years of successful payer account management experience
  • Extensive knowledge of the Managed Care industry, government payers (inclusive of the VA, DoD, TriCare, FEP) and healthcare trends
  • Thorough understanding of Specialty Pharmacy and Specialty Distributors
  • Understanding of Payer & PBM reimbursement and control mechanisms
  • Buy and Bill Reimbursement expertise
  • Excellent communication (written & verbal), interpersonal influencing skills and prioritization skills
  • Strong presentation skills
  • Demonstrated ability to establish and maintain relationships with key customers and internal stakeholders
  • Demonstrated analytical abilities
  • People management experience
  • Payer Marketing and/or Contract Development & Management experience
  • Payer contracting experience / expertise
  • Demonstrated negotiations and/or major account sales skills
  • Understanding of the laws and regulations impacting payers and providers
  • Ability to apply Compliance Policies and Procedures (CPP) in unstructured and fluid situations

Why ViiV?

At VIIV HEALTHCARE, we have already achieved unprecedented change over the past four years, improving R&D, becoming a leader in consumer healthcare, strengthening our leadership and transforming our business execution. Today, we're making the most significant changes we've made to our business in over 20 years.

We are on track to separate and create two new companies in 2022: New ViiV HEALTHCARE with a portfolio of leading vaccines and specialty medicines as well as R&D based on immune system science and genetics; and a new world-leading consumer healthcare company with valued and trusted brands.

A new ambition comes with a new goal. For New VIIV HEALTHCARE, it's about uniting science, talent and technology to get ahead of disease – all with a clear ambition to impact human health, achieve greater and more sustainable returns for shareholders and create a new VIIV HEALTHCARE where exceptional people thrive.

Getting ahead means preventing diseases as well as treating them.

We will achieve this through our people and our culture.

A culture that is ambitious for patients – so that we deliver what's important better and faster; Responsible for impact – with clear ownership of goals and support for success; and where we do what is right.

So if you're ready to improve the lives of billions of people, join us at this exciting time in our journey.

Join our challenge to move forward together.

NOTE: This position summary is not intended to be all-inclusive. Employee may perform other related duties as negotiated to meet the ongoing needs of the organization



At ViiV Healthcare, we will not rest until we leave no person living with HIV behind. Until the 38 million people living with HIV is down to zero, we will continue searching for new ways to limit the impact of HIV.

We are the only pharmaceutical company solely focused on combating, preventing, and ultimately eradicating HIV and AIDS. At ViiV Healthcare, we do things differently. Born out of a partnership between [Register to View] and [Register to View] in 2009, with [Register to View] joining in 2012, we are determined to help end the HIV epidemic. We are guided by our mission to leave no person living with HIV behind and it is this mission that unites our employees located across the globe. We combine expertise in research, manufacturing, policy and more to push the boundaries of what people think is possible in HIV treatment and care. As a result of our connection with GSK, we are able to draw on their proud history and resources. This means that you would receive all the employee benefits offered by GSK.

Living our mission of leaving no person living with HIV behind means keeping inclusion and diversity at the heart of everything we do - from our breakthrough innovation, to our diverse portfolio of medicines as well as the work we do to partner with HIV communities. Having a diverse team and a truly inclusive culture where we’re all able to be ourselves and feel like we belong will make us an even stronger team, better able to perform as a business and deliver on our mission to leave no person living with HIV behind.

If you require an accommodation or other assistance to apply for a job at ViiV, please contact the ViiV Service Centre at 1-[Register to View] (US Toll Free) or +1 [Register to View] (outside US).

ViiV 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.

At ViiV, the health and safety of our employees are of paramount importance. As a science-led healthcare company on a mission to get ahead of disease together, we believe that supporting vaccination against COVID-19 is the single best thing we can do in the US to ensure the health and safety of our employees, complementary workers, workplaces, customers, consumers, communities, and the patients we serve.

ViiV has made the decision to require all US employees to be fully vaccinated against COVID-19, where allowed by state or local law and where vaccine supply is readily available. The only exceptions to this requirement are employees who are approved for an accommodation for religious, medical or disability-related reasons.

Important notice to Employment businesses/ Agencies

ViiV 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 ViiV's commercial and general procurement/human resources department to obtain prior written authorization before referring any candidates to ViiV. The obtaining of prior written authorization is a condition precedent to any agreement (verbal or written) between the employment business/ agency and ViiV. 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 ViiV. ViiV 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, ViiV may be required to capture and report expenses ViiV 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 ViiV's compliance to all federal and state US Transparency requirements. For more information, please visit ViiV's Transparency Reporting [Register to View] site.