Area Vice President, Strategic Accounts



United States
Posted on Friday, May 24, 2024

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.

ViiV Healthcare was created as a joint venture by Pfizer and GlaxoSmithKline in November 2009 with both companies transferring their HIV assets to the new company. In 2012 Shionogi joined the company. 76.5% of the company is now owned by GlaxoSmithKline, 13.5% by Pfizer and 10% by Shionogi.

The AVP, Strategic Accounts will be responsible for delivering sales performance across the innovation portfolio within complex systems, IDNs, FQHCs, and hospitals. The Strategic Account Team at ViiV strives to apply the power of our portfolio to creating stronger and more effective partnerships within a group of US Healthcare Strategic accounts to deliver innovation that matters, maximizing our opportunities in the treatment and prevention of HIV. The ViiV Strategic Account team has a diverse group of national and regional account customers that are critical to facilitating access to providers, patients and consumers for the ViiV portfolio. The strategic accounts team is pivotal in owning account relationships with the largest of these national and regional accounts.

This role will provide YOU the opportunity to lead key activities to progress YOUR career, these responsibilities include some of the following…

  • Lead, coach, and develop the strategic accounts team accountable to deliver performance within its aligned accounts.
  • Cultivate relationships across targeted strategic accounts that drive ViiV portfolio growth in an effort to maximize our opportunities within both the treatment and prevention of HIV.
  • Partner and collaborate with cross-functional stakeholders to improve engagement in targeted accounts. Additionally, they will partner with Medical, Marketing, Reimbursement and Trade Strategy teams to compliantly meet customer needs while bringing voice of customer into ViiV to build strategies to deliver on the organization’s short- and long-term ambition.
  • 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.
  • Recruiting, hiring and leading a high impact team of Strategic Account Directors who execute transformational initiatives with our most important customers 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.

Key Relationships to Drive Success (Internal & External)

  • Strategic Account Directors
  • Marketing
  • Sales Leadership
  • Field Strategy and Operations
  • Market Access
  • Trade
  • Medical
  • Field Reimbursement Managers
  • Community Engagement Specialist
  • C&D Suite Organized Customer Groups including IDN’s and large Medical Groups
  • Specialty Pharmacies
  • Alternate Sites of Administration

Reports to: VP, Head of Sales

Managing a Performance and Engagement Culture

  • Lead and develop a team of 12 Strategic Account Directors and 4 four direct reports. Focus on evolving capabilities 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.

Managing the Business and Driving Performance

  • Successfully lead team accountable to identify, target, and execute business plans to deliver performance for the ViiV portfolio through partnering with targets accounts on aligned priorities
  • As a member of ViiV Sales Leadership Team, collaborate across the organization to develop patient and customer solutions, ensure a positive team culture, and achieve annual performance objectives.
  • Lead team to develop a thorough understanding of each customer’s business drivers and priorities as well as their challenges and opportunities. Maintain a working knowledge of the customer’s business model, strategic goals and objectives to identify high value opportunities within their accounts.
  • Accountable for Strategic Account team members’ pull through of account strategies while functioning as the central focal point for communications regarding account planning, strategy, collaboration, resource allocation, customer engagement, and performance.
  • Prioritize and customize 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 link national/ regional healthcare ecosystem trends into business plans (payer – public and private, key community-based organizations, local economics, health-system & providers –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. in concert with VP of Sales and Field Operations
  • Establish and grow strategic account relationships with external stakeholders to appropriately generate revenue with GSK’s largest and most complex customers.

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.
  • Act in ways consistent with ViiV’s culture, expectations, and values
  • Be an agent of change by embracing the ambiguity in a launch environment and seeing setbacks as opportunities to learn and grow
  • 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.

Why you?

Basic Qualifications:

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

  • BS/BA & 10 plus years of pharmaceutical or biopharmaceutical experience
  • 5 plus years of Account Management experience
  • 5 plus years of People Management Experience
  • Experience leading specialty teams to launch and deliver products
  • Experience in developing strategic business plans with specific, measurable, action-oriented objectives
  • Travel domestically as necessary, which will require overnight. Travel majority of time will be spent with team in market
  • Valid Driver's License.

Preferred Qualifications:

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

  • Degree in Business, Marketing, Life Sciences, Health Policy Health or Allied Health fields
  • Experience with Injectables and Buy & Bill
  • Experience and knowledge of the HIV market
  • Experience leading top performing account management teams in the specialty space with complex reimbursement



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 39 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 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 1-877-694-7547 (US Toll Free) or +1 801 567 5155 (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.

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 For the Record site.