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, both in 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 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.
We are seeking a strategic and results-driven National Account Executive to support profitable market access and optimal positioning for the ViiV HIV and PrEP portfolio across a broad range of payer channels, including Commercial, Medicare, Medicaid, Federal (VA, DoD, TriCare), ADAP, and purchase-based segments. This role is responsible for developing and executing customer-specific access strategies that meet or exceed business objectives, while influencing key decision-makers to secure favorable formulary coverage and product placement. The successful candidate will build and maintain strong relationships with assigned payer customers, proactively identify market and access challenges, and uncover opportunities to advance business goals. In close partnership with cross-functional matrix teams, this individual will help drive collaborative strategic planning, tactical execution, and effective payer engagement to support continued portfolio growth and patient access. Reports to the Field Vice President - US Payer Accounts.
This role will provide YOU the opportunity to lead key activities to progress YOUR career, these responsibilities include some of the following…
Customer Relationships
Establish and maintain strategic customer relationships with key individuals within the assigned accounts.
Develop / 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) that meet the needs of the customer, patients, and ViiV.
Expand and maintain customer network within assigned accounts beyond pharmacy or industry relations and into areas crucial to the future strategic vision of healthcare delivery. Engage staff within the vertical integration chain (e.g. PBM, HealthPlan, Retail Clinic, Infusion Centers, Medical Mgmt Company, etc.).
Quantitative Performance (meet specific access, sales and market share, and RAR objectives for assigned accounts)
Lead/Assist as directed to ensure broad, profitable formulary positioning for ViiV priority products within assigned national payer accounts.
Achieve RAR objectives vs. budget and governance guidelines.
Implement / Assist implementation of value-added programs intended to solidify formulary position of ViiV products and drive appropriate brand sales.
Compliantly assist with management / allocation of resources (support functions, programs, financial, and technical) to maximize patient-focused opportunities for ViiV and assigned accounts.
Analyze account data to assess performance and recommend actions to achieve business objectives including profitable access and effective pull-through of ViiV products.
Integrate ViiV offerings and capabilities to continually enhance the value proposition for key customer.
Lead / Assist with payer strategy development and implement account-specific strategies by incorporating business acumen, consultative selling techniques and business partnerships to create mutually rewarding relationships with assigned accounts.
Efficiently launch new products / formulations as measured by timely access, formulary &/or reimbursement status, and quality of coverage.
Qualitative Performance (execute the key aspects of the role)
Negotiate price concessions and agreements (e.g. rebate, price protection, fees, VBA, and temporary price reduction agreements) as assigned.
Develop / Assist with contract recommendations within guidelines for select books of business (e.g. Commercial, Medicaid, Medicare) of assigned Payer accounts – inclusive of RAR impact.
Collaborate with Contract Strategy, Management, & Operations in preparation for Business Case Reviews with Contract Review Board and both U.S. (SPC) & Global Governance.
Collaborate with Contract Development on contract terms & conditions and ensure strategic intent and implementation.
Manage inquiries for rebate eligibility and compliance
Analyze the business environment for assigned customers and geographies to execute strategic and tactical plans, track trends and recommend alternative approaches where necessary.
Analyze accounts and recommend actions to ensure business objectives are achieved.
Coordinate strategic pull-through with the Pull-Through Center of Excellence and overlapping sales regions to maximize product access and appropriate growth.
Develop / Assist with business plan development and execution for assigned accounts.
Establish financial and strategic objectives by product for assigned accounts, including key tactical elements, budgets and critical success factors.
Collaborate to manage new product launch access forecast, action plans, push-pull, and lead/assist with PIEs and negotiations, as assigned.
Collaborate with matrix partners (such as Medical Affairs/Pricing and Contracting, Operations, Brand Payer Marketing, Field Reimbursement, Sales, SPP, etc.) to achieve strategic objectives.
Create and maintain Strategic Account Plans. Plan and execute joint business reviews with ViiV leadership and select Payer Customers at least once per year.
Take lead as assigned. Create / Assist with contract reviews and incorporate findings into strategic development & implementation as assigned.
Maintain in depth knowledge of the managed care industry, healthcare trends, and HIV & Specialty trends.
Personal Development, Administration, and Compliance
Train and improve product knowledge while building/maintaining 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.
Understand and apply Compliance Policies and Procedures (CPP) in unstructured and fluid situations
Why You?
Basic Qualification
We are seeking professionals with the following required skills and qualifications to help us achieve our goals
Bachelor’s Degree & 5+ years of pharmaceutical experience
2+ years of leadership experience in account, sales, or management (e.g. product, trade, pricing) in a matrix environment
Valid Driver’s License
Ability to travel extensively
Located within convenient travel distance of a major airport
Preferred Qualification
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, Payers (e.g. Commercial, Medicaid, Medicare, VA, DoD) and healthcare trends
Thorough understanding of Specialty Pharmacy and Specialty Distributors
Understanding of Payer & PBM reimbursement and control mechanisms
Buy and Bill expertise
Excellent communication (written & verbal), interpersonal influencing skills and prioritization skills
Demonstrated ability to establish and maintain relationships with key customers and internal stakeholders
Demonstrated analytical abilities
Strong presentation skills
People management experience
Payer marketing and/or contract development & management experience
Payer contracting experience / expertise
Negotiations and/or major account sales expertise / experience
Understanding of the laws and regulations impacting payer and provider engagements
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Please visit GSK US Benefits Summary to learn more about the comprehensive benefits program ViiV offers US employees. All ViiV employees receive the same benefits options and plans as GSK employee.
Why Us?
At ViiV Healthcare, we will not rest until we leave no person living with HIV behind. Until the 40 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 GSK and Pfizer in 2009, with Shionogi 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 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 GSK, please contact the appropriate Recruitment Staff by emailing us at - usrecruitment.adjustments@gsk.com
ViiV is an Equal Opportunity Employer. This ensures that all qualified applicants will receive equal consideration for employment without regard to race, color, religion, sex (including pregnancy, gender identity, and sexual orientation), parental status, national origin, age, disability, genetic information (including family medical history), military service or any basis prohibited under federal, state or local law.
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 the Centers for Medicare and Medicaid Services (CMS) website at https://openpaymentsdata.cms.gov/