ViiV Healthcare (GSK) Regional Director West, Strategic Accounts



United States
Posted on Thursday, May 30, 2024

ViiV is seeking an experienced, strategic leader in a new role, Regional Director West, Strategic Accounts. This first line leader will support our innovative portfolio brands by leading a team of Strategic Account Directors. 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 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
  • Senior Sales Leaders and sales team
  • Field Strategy and Operations
  • Market Access
  • Medical Science Liaison (MSL)
  • Field Reimbursement Managers (FRM)
  • Community Engagement Specialist (CES)
  • C&D Suite Organized Customer Groups including IDN’s and large Medical Groups
  • Specialty Pharmacies
  • Alternate Sites of Administration

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

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, thought leaders and decision makers.

Managing a Performance and Engagement Culture

  • Recruit, hire and develop a high performing team of Strategic Account Directors. 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.

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.
  • Aligning to and exemplifying ViiV’s core values with every interaction, both internal and external.

Basic Qualifications:

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

  • BA or BS degree & 5+ years pharmaceutical account management experience
  • 5+ years pharmaceutical direct leadership experience
  • Experience recruiting, developing and leading account management or sales teams to work cross functionally within an integrated account team model that includes multiple field-based team members
  • 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 may will include overnight required. 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:

  • Experience leading top performing account management teams in the specialty space.
  • 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.
  • Advanced degree in Business, Marketing, or Life Sciences.
  • Experience leading teams to successfully sell and deliver products in buy and bill. reimbursement environments and working with Specialty Pharmacies.
  • Knowledge of the HIV market.



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.