Senior Account Manager, Anti-Infectives

GSK

Hospital Senior Account Manager driving anti-infective formulary access and sales for GSK, a global biopharma company. Engaging hospital stakeholders across the Washington, DC territory.

Posted 8/19/2026full-timeRemote • Virginia • 🇺🇸 United StatesSenior💰 $165,000 - $275,000 per yearWebsite

Core Competencies

Role fit

Core Competencies

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Demonstrates expertise in account selling and managing complex sales processes within the pharmaceutical and healthcare sectors, with a strong focus on formulary management, demand generation, and stakeholder engagement. Proven ability to analyze data and trends to develop actionable business plans while maintaining compliance with industry standards.

Highest-signal resume keywords

5+ Years Experience In Pharmaceutical Industry3+ Years Experience Calling On HospitalsExpertise In Account SellingDeep Knowledge Of Health Systems Business ModelExceptional Presentation And Selling Skills

ATS Keywords

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Applicant Tracking System Keywords

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Hard Skills

Formulary ManagementDemand GenerationClinical PathwaysAntimicrobial Stewardship ProgramsData AnalysisSales PerformanceProduct Launch SuccessTerritory Business PlanningCustomer Engagement Selling ModelMarket Access Achievements

Soft Skills

FlexibilityAdaptabilityTeam CollaborationIndependent WorkStrong Business Acumen

Certifications & Qualifications

BA/BS DegreeValid Driver's License

Industry Keywords

Infectious DiseaseHospital Decision-Making ProcessesStakeholder EngagementHealthcare Compliance StandardsSales Targets

About the role

Key responsibilities & impact

Support and advance formulary access, protocol and order set readiness, discharge pathway support, and demand generation across targeted hospital accounts
Engage Infectious Disease physicians, hospitalists, pharmacists, case management teams, discharge planners, and IDN decision-makers to drive sales
Develop, implement, and execute integrated territory business plans
Manage hospital relationships and understand customer needs and priorities
Provide scientific and clinical information on the disease state and approved product
Deliver approved-product sales presentations using the customer engagement selling model
Manage resources to optimize customer engagement
Collaborate with Organized Provider Account Directors, Reimbursement Managers, and cross-functional stakeholders
Achieve and exceed territory sales targets and prioritize high-value customers and growth opportunities
Translate formulary wins and market access achievements into prescribing and utilization
Engage stakeholders in discussions supporting patient identification, treatment selection, IV-to-oral transition, discharge readiness, and readmission reduction
Facilitate collaboration with nurse navigators, discharge planners, case managers, and specialty pharmacy partners
Identify and address barriers to product adoption
Plan activities to achieve call metrics and optimize customer coverage and frequency
Conduct educational programs, in-services, speaker programs, and compliant scientific discussions
Analyze utilization trends, customer insights, market dynamics, sales activities, and territory performance
Develop territory plans with the Regional Sales Director, brand team, and support partners
Manage the territory budget and complete administrative tasks
Participate in training and development programs
Maintain compliance with corporate and industry policies and procedures

Requirements

What you’ll need

BA/BS degree from an accredited institution
Valid driver's license
5+ years of experience in the pharmaceutical, medical, or biotech industry
3+ years of experience calling on hospitals and health systems
Experience with hospital decision-making processes, clinical pathways, formulary management, and antimicrobial stewardship programs
Willingness to travel up to 50% within assigned geography, including overnight travel
Ability to lift and/or move up to 35 pounds
Preferred: consistent record of top-tier sales performance and proven product launch success
Preferred: demonstrated success driving demand generation within hospitals
Preferred: anti-infective experience
Expertise in account selling and managing complex sales processes
Deep knowledge of the Health Systems business model, organizational structure, key stakeholder roles, and decision-making processes
Experience engaging specialist physicians, hospitalists, pharmacists, and pharmacy leadership
Experience collaborating across hospital and community care settings
Ability to work effectively independently and as part of a team
Ability to analyze data and trends to create actionable business plans
Flexibility and adaptability to changing market conditions
Demonstrated ability to adhere to regulatory, legal, and compliance standards
Exceptional presentation and selling skills, coupled with strong business acumen

Benefits

Comp & perks

Annual bonus
Eligibility to participate in share-based long-term incentive program
Health care and other insurance benefits for employee and family
Retirement benefits
Paid holidays
Vacation
Paid caregiver/parental leave
Paid medical leave
Accommodation or other assistance to apply, if required