Description:
The Vaccine Sales Director (VSD) is a key field leadership role responsible for driving commercial performance across a team of Pediatric, Adult, and Hybrid Immunization Specialists (IS). The VSD will lead day-to-day sales execution of GSK Vaccines’ strategic priorities within their district, ensuring strong sales performance, team development, and operational excellence.
This role reports to the Vaccine Sales Lead (VSL) and is a key member of the Area Sales Leadership Team.
Responsibilities:
Strategic Leadership and Business Performance
- Lead and direct IS teams to achieve or exceed vaccine sales, coverage, and market share goals
- Translate national and area-level sales strategy into action plans tailored to their district
- Identify growth opportunities and diagnose performance gaps using market insights and analytics
- Ensure alignment between local execution and broader Vaccines Business Unit (VBU) priorities
- Ensure teams leverage digital tools and data to enhance their targeting and Good Selling Outcomes (GSOs) goals
Coaching, Talent Development, and Performance Management
- Recruit, develop, and retain top performing IS talent across Pediatric, Adult, and Hybrid teams
- Ensure structured development plans, coaching and performance feedback
- Drive accountability and high performance through goal setting, KPI tracking, and field observation
- Review key success metrics and Incentive Compensation plans to ensure team understanding
- Routinely utilize field visits and other meetings to diagnose and coach teams on business planning, targeting, diagnosis and action plans to advance accounts and HCPs toward GSOs
- Foster a culture of learning, inclusion, and excellence in execution
Customer Engagement and Sales Execution
- Ensure the IS team effectively communicates the clinical value and benefits of GSK vaccines to HCPs and other account staff to support in-office immunization and/or a strong referral process
- Support team in implementing promotional initiatives, local educational events, and product launches
- Monitor team performance in vaccine uptake, adoption, and compliance with approved processes
Cross-Functional Collaboration and Operational Excellence
- Work closely with the area Account Management team to ensure alignment with strategy and agreed on action plans for large, organized customers (e.g. Health system and State awardees)
- Partner with Market Access, Medical Affairs, and Commercial teams to resolve operational barriers
- Share field insights with leadership to inform strategy adjustments and resource allocation.
- Uphold GSK standards for compliant, high-quality customer engagement and documentation.
Success Metrics & Key Performance indicators:
- Commercial Results: Achieve assigned district sales, immunization rates and market share targets
- Team Performance: ≥90% of IS team meeting or exceeding individual KPIs, including activity metrics; demonstrated growth in capabilities
- Customer Impact: Effective HCP engagement through measurement against GSOs
- Coaching Effectiveness: Timely and impactful field coaching; Timely setting of objectives/ development plans and performance reviews
- Operational Excellence: Accurate CRM documentation, and disciplined execution of sales processes, 100% compliance with GSK policies
Why You?
Basic Qualifications:
- Bachelor’s degree
- Minimum 7 years of pharmaceutical or biopharmaceutical experience
- Minimum 2 years of people management experience
- Experience selling in a health systems environment
- Must possess a valid driver's license
- Willing and able to travel up to 50% of time