*Region Includes: AK; CA; ID; OR; WA; NV
*ViiV Employees Receive 100% of GSK’s Total Rewards & Benefits
ViiV Healthcare is a global specialty HIV company, the only one that is 100% focused on researching and delivering new medicines for people living with, and at risk of, HIV. ViiV is highly mission-driven in our unrelenting commitment to being a trusted partner for all people living with and affected by HIV. Our aim is to think, act, and connect differently through a focus on education on and treatment for HIV. We go to extraordinary lengths to deliver the sorts of breakthroughs, in prevention, treatments, care solutions and communities, that really count. We go beyond the boundaries of medicine by taking a holistic approach to HIV through developing and supporting sustainable community programs and improving access to care. We are fully committed to push through every challenge until HIV/AIDS is eradicated. ViiV has played a significant part in delivering breakthroughs that have turned HIV into a manageable health condition. We offer the largest portfolio of HIV medicines available anywhere, and we continue our work to cater for the widest possible range of needs in response to the HIV epidemic.
We are aware of how much is at stake for those at-risk or affected by HIV and we show up every day 100% committed to the patients. Our work culture is fast-paced, diverse, inclusive, competitive, and caring. But ViiV isn’t just somewhere to work – it’s a place to belong, an invitation to bring your very best, and a team full of impact-driven team members who are hungry to make a difference.
While we have been improving lives of HIV patients for 30 years, this is an especially exciting time to be at ViiV, as we evaluate novel approaches to treatment and prevention that could further reduce the impact of HIV on individuals and communities.
ViiV is seeking an experienced, strategic First Line Leader in Specialty Sales for the position of Regional Sales Director (RSD). The ability to act as an agent of change and see the bigger picture of ViiV’s portfolio-wide strategy will be essential to delivering success in this role. Additionally, the ability to navigate within a complex external environment and to demonstrate strong leadership to effect optimal business solutions will be critical. It is expected that the successful candidate will have demonstrated experience in developing strategic business plans with specific, measurable, action-oriented objectives in accordance with national and regional goals. Successful outcomes will include recruiting, hiring and leading a high impact team of Territory Account Managers (TAMs) who sell to HCPs and are aligned to ViiV’s mission of leaving no person with HIV behind. This will be achieved through driving a culture of employee engagement and accountability against business objectives and enabling the team to work within an integrated account management framework in the setup and delivery of a buy and bill treatment model.
Area Vice President of Sales (second line leader)
Vice President of Sales (third line leader)
Key Relationships to Drive Success
Senior Sales Leaders and current sales team
Dovato and Cabenuva sales leadership and teams
Field Strategy and Operations
Medical Science Liaison (MSL)
Field Reimbursement Managers (FRM)
Community Medical Liaisons/Contract Nurses
Community Engagement Specialists (CES)
HCPs – private practice, community clinics, and integrated systems
Physician Support Staff
Broader HIV community (Aids Service Orgs)
Local business, regulatory and legal stakeholders
Managing the Business and Driving Performance
Align and execute on business strategy – marketing, market access pull-through, launches, multi-channel customer engagement, and employee development, to deliver exceptional results
Prioritize and customize Regional investments/resources (People and Promotion) in a manner which maximizes top and bottom-line growth of the local market based upon identified opportunities as a result of evolving business environment
Understand and Integrate Regional healthcare ecosystem trends into business plans (payer – public and private, local economics, health-system & providers – including value and quality, and competition) to maximize success
Deliver and adapt execution plans to achieve performance goals and objectives utilizing; KPIs, scaling of successes, business problem solving, etc.
Develop and foster external relationships with key influential customers and thought leaders
Managing a Performance and Engagement Culture
Recruit, hire and develop a high performing team of TAMs. Build team capability for current and future needs, including attracting, identifying and developing a diverse talent pool
Create a coaching culture and demonstrate situational leadership to maximize performance and development of each individual and deliver exceptional results for the team
Set the tone and culture of the team, role model ViiV Expectations and manage change by leading through transitions with inspiration and high engagement
Implement corrective action as appropriate to meet business needs and improve performance
Lead teamwork and collaborative synergies and expectations across prevention and treatment teams to ensure a ONE ViiV approach in shared customer accounts
Compliance Accountabilities and Values Based Culture
Identify and manage risks, while allocating resources and executing on priorities
Understand Regional (State level) regulatory environment and required changes for execution to stay compliant
Escalate issues and risks and inform centrally when needed; create a ’speak up’ culture
Implement Compliance and ViiV Risk Framework as applicable at Regional level
Communicate SOPs and ensure ViiV policies are followed, e.g. recognition, reward, discipline, people policies, mandatory training
9+ years pharmaceutical sales experience to include 6 plus years of specialty management experience
Experience leading sales teams to launch and deliver products
Experience in developing business plans
Ability to travel domestically as necessary, which may include overnight travel, majority of time will be spent with team in market
Valid Driver’s License
Advanced degree in Business, Marketing, or Life Sciences
Sales experience with injectable products
Experience leading teams to successfully sell and deliver products in buy and bill reimbursement environments and working with Specialty Pharmacies
Proven success leading teams selling in complex market access coverage situations
Proven sales experience with injectable products
Experience working with HCPs to procure, manage, and administer cold chain treatment products
Knowledge of the HIV treatment and/or prevention markets
Leading specialty teams to work cross functionally within an integrated account team model that includes multiple field-based team members
Excellent track record developing account managers and managing underperformance
Strong planning and organization skills, analytical ability, business acumen, decision making ability, and problem-solving skills
Demonstrated ability to influence without authority in a matrixed environment
Excellent written and oral communication skills
Why ViiV Healthcare?
Our values and expectations are at the heart of everything we do and form an important part of our culture. These include Patient focus, Transparency, Respect, Integrity along with Courage, Accountability, Development, and Teamwork. As GSK focuses on our values and expectations and a culture of innovation, performance, and trust, the successful candidate will demonstrate the following capabilities:
- Agile and distributed decision-making – using evidence and applying judgement to balance pace, rigour and risk, governance and control, managing ambiguity and paradox.
- Managing individual performance.
- Creating a performance culture and driving results, prioritisation, execution, delivering performance.
- Setting strategic direction and leading on-going organisational transformation.
- Building a resilient organisation.
- Building strong relationships and collaboration in service of common goals, engaging the organisation and building trusted external networks for mutual benefit.
- Managing P&L and capital allocation.