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Core Competencies
Role fitCore Competencies
Use this summary to align your resume positioning with the role.
Demonstrates strong leadership in managing sales teams within healthcare environments, focusing on strategic account planning, performance management, and compliance with regulatory standards. Proven ability to drive sales performance through effective coaching, data analysis, and execution of marketing strategies.
Highest-signal resume keywords
Pharmaceutical Sales ExperienceDistrict/Regional Field ManagementTeam Leadership in HealthcareAnalytical Skills Using DataAccount Management Leadership
ATS Keywords
Tailor your resumeApplicant Tracking System Keywords
Tip: use these terms in your resume and cover letter to boost ATS matches.
Hard Skills
Sales Performance ManagementStrategic Account PlanningMarket AnalysisData-Driven Decision MakingCoaching and DevelopmentRegulatory CompliancePresentation SkillsMicrosoft Office ProficiencyFormulary ManagementAntimicrobial Stewardship
Soft Skills
Exceptional Communication SkillsRelationship BuildingCoaching and FeedbackCulture BuildingEngagement and Retention
Certifications & Qualifications
BA/BS DegreeValid Driver's License
Industry Keywords
Healthcare SalesHospital Decision-MakingInfectious DiseaseSpecialty ProductsIDNsHealth SystemsAcademic Medical CentersDemand GenerationAccess EnablementClinical Pathways
About the role
Key responsibilities & impact- Lead regional sales performance and launch excellence across a defined geographical area and/or aligned hospital or large group practice accounts
- Recruit, hire, coach, develop, and manage Account Managers
- Lead regional launch execution to drive awareness, demand generation, appropriate utilization, and sales performance
- Develop and execute regional business plans prioritizing key accounts, customer segments, market opportunities, and resource allocation
- Lead the sales team to compliantly meet and exceed sales targets
- Execute the approved marketing plan with the regional team
- Monitor local market conditions, build customer relationships, and adapt strategies
- Ensure timely delivery of marketing and sales tactics within the region
- Collaborate on goal setting and performance measures
- Use data, dashboards, and performance insights to monitor results, identify gaps, coach Account Managers, optimize execution, and guide resource allocation
- Set performance expectations, provide coaching and feedback, and manage performance and disciplinary matters
- Conduct regular field ride-alongs with Account Managers
- Build an accountable culture supporting achievement, engagement, development, and retention
- Ensure compliance with field activities and company guidelines
- Partner with sales leadership, commercial operations, marketing, market access, account management, and other cross-functional teams
- Translate national strategy into regional execution and provide feedback on market conditions, customer insights, and marketing tactics
Requirements
What you’ll need- BA/BS degree from an accredited institution
- Valid driver's license
- Minimum of 7 years of experience in pharmaceutical, medical, or related medical sales
- Minimum 2 years of successful district/regional field management experience
- Experience leading teams in hospitals, health systems, and large practice groups
- Understanding of hospital decision-making processes, clinical pathways, formulary management, and antimicrobial stewardship programs
- Willingness to travel up to 50%, including overnight travel
- Ability to lift and/or move up to 35 pounds
- Adherence to all regulatory, legal, and compliance standards
- Exceptional presentation and selling skills
- Proficiency in computer skills, including Microsoft Office
- Excellent oral and written communication skills
- Strong analytical and technical abilities
- Preferred: experience leading high-performing hospital, specialty, or account-based sales teams in complex healthcare environments
- Preferred: experience launching specialty, anti-infective, infectious disease, or hospital-based products
- Preferred: deep understanding of hospital, health-system, or large practice group decision-making processes
- Preferred: experience leading teams engaging multiple stakeholders
- Preferred: strong account management leadership experience within IDNs, health systems, academic medical centers, or large group practice organizations
- Preferred: ability to coach and develop account managers on strategic account planning, stakeholder mapping, business acumen, execution excellence, and driving sales
- Preferred: experience in highly matrixed organizations
- Preferred: experience translating access wins, formulary approvals, and protocol adoption into product utilization and prescribing behavior
- Preferred: strong analytical skills using data, account insights, and performance metrics
- Preferred: excellence in culture building, talent development, and performance management
- Anti-infective, hospital specialty, or infectious disease experience strongly preferred
- Preferred: experience leading access enablement or demand generation activities across hospital accounts
- Preferred: MBA or advanced healthcare/business degree
Benefits
Comp & perks- Comprehensive benefits program for US employees (specific benefits detailed in the GSK US Benefits Summary)