Site Name: Field Worker - GBR
Posted Date: Jan 20 2023
Job Title: Regional Account Manager (RAM)
Dept: UK Respiratory / Payer Team
Line Manager: Regional Account Director
Location : London
Job Purpose
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Effective account management to deliver both access and uptake of the GSK Respiratory Portfolio across a region covering approx 2-3 ICB footprints or equivalent
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Development and leadership of local account plans that result in creating and/or maintaining optimal market access which leads to NHS-led implementation of GSK respiratory medicines
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Drive successful sales uptake through Key Account Management and competitive selling of our respiratory portfolio value proposition to key respiratory influencers at all levels of the system (ICBs & PCNs)
Key Responsibilities
This role will provide YOU with the opportunity to lead key activities to progress YOUR career, these responsibilities include some of the following
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Developing industry-leading key account plans to execute the national strategy for Respiratory
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Understanding the customer processes and steps to achieving local market access and population-level uptake across ICBs and PCNs
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Leveraging deep local account and customer environmental insight to build strong account plans that translate GSKs strategy into local execution
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Prioritisation through effective account segmentation and stakeholder targeting/mapping
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Implementation of key account plans to drive optimal access and uptake of GSK’s respiratory medicines
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To develop and maintain an expert level of product and disease area knowledge to influence product advocacy in clinical experts and local payers that leads to access and uptake of GSK medicines
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Build trust and develop relationships with key population level decision makers and respiratory clinical experts using an account management approach
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Influence and shape the local health economy policy to deliver market access & population level uptake
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Leverage and accelerate current NHS mechanisms to increase uptake (e.g. work plans, guidance development)
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Deliver high quality customer calls and present at small and large scale customer meetings to generate clinical and payer advocacy that achieves account goals
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Ability to partner with local sales leaders to drive focus on personal objectives whilst providing clarity of accountability for other roles within GSK matrix team
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Develop excellent partnership with specialist roles in Medical, the Payer Solutions team and our Payer Marketing team to deliver the account plan objectives
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Support implementation of services/solutions/commercial propositions to ensure that all patients who could benefit from a GSK medicine, within license, have access to it
Measures
Outputs
- Sales and Market share growth delivered through NHS-led implementation
- Achievement of market access goals for GSK respiratory medicines within key accounts
- Adherence to minimum standards, GSK & ABPI code
Inputs
- Business Planning
- High activity levels
- Strong GSK behaviours
Why You?
We are looking for professionals with these required skills to achieve our goals:
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Proven Account Management skills at large scale decision making bodies (ICB/CCG/HB)
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Experienced leader of the local account team to deliver account objectives
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Strong ability to negotiate with and influence senior NHS stakeholders and drive business outcomes through the development of outstanding networks
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The capability to consistently and skilfully apply comprehensive knowledge in a commercial way (clinical, economic and environmental) that delivers value to GSK and builds trust with the NHS
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Strong track record of gaining optimised access for GSK medicines (or similar pharma) by leveraging clinical and payer decision makers at ICB/CCG/HB level
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Evidence of prioritising and setting direction through resource allocation and decision making to deliver both access and uptake across a local health economy
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Evidence of prioritisation skills and account segmentation to deliver strong clinical and payer outcomes at local health economy level.
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Excellent communicator both externally and internally
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Working knowledge of ABPI and GSK policies and qualified to ABPI level
Why GSK?
At GSK, we have already delivered unprecedented change over the past four years, improving R&D, strengthening our leadership, and transforming our commercial execution. New GSK with a leading portfolio of vaccines and specialty medicines as well as R&D based on immune system and genetics science; and a new world-leading consumer healthcare company of loved and trusted brands.
With new ambition comes new purpose. For New GSK, this is to unite science, talent and technology to get ahead of disease together – all with the clear ambition of delivering human health impact; stronger and more sustainable shareholder returns; and as a new GSK where outstanding people thrive.
Getting ahead means preventing disease as well as treating it. How we do all this is through our people and our culture. A culture that is ambitious for patients – so we deliver what matters better and faster; accountable for impact – with clear ownership of goals and support to succeed; and where we do the right thing. So, if you’re ready to improve the lives of billions, join us at this exciting moment in our journey. Join our challenge to get Ahead Together.
GSK is a global biopharma company with a special purpose – to unite science, technology and talent to get ahead of disease together – so we can positively impact the health of billions of people and deliver stronger, more sustainable shareholder returns – as an organisation where people can thrive. Getting ahead means preventing disease as well as treating it, and we aim to impact the health of 2.5 billion people around the world in the next 10 years.
Our success absolutely depends on our people. While getting ahead of disease together is about our ambition for patients and shareholders, it’s also about making GSK a place where people can thrive. We want GSK to be a workplace where everyone can feel a sense of belonging and thrive as set out in our Equal and Inclusive Treatment of Employees policy. We’re committed to being more proactive at all levels so that our workforce reflects the communities we work and hire in, and our GSK leadership reflects our GSK workforce.
As an Equal Opportunity Employer, we are open to all talent. In the US, we also adhere to Affirmative Action principles. This ensures that all qualified applicants will receive equal consideration for employment without regard to neurodiversity, race/ethnicity, colour, national origin, religion, gender, 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*(*US only).
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