Pancreatic Account Executive - Chicago - 1707600
AbbVie (NYSE:ABBV) is a global, research-based biopharmaceutical company formed in 2013 following separation from Abbott Laboratories. The company's mission is to use its expertise, dedicated people and unique approach to innovation to develop and market advanced therapies that address some of the world's most complex and serious diseases. AbbVie employs approximately 30,000 people worldwide and markets medicines in more than 170 countries.
AbbVie is looking for a Pancreatic Account Executive (PAE) to drive incremental sales volume and market share for CREON in targeted accounts (including specialty pharmacies) while enhancing the image of AbbVie as a healthcare industry leader in the exocrine pancreatic insufficiency market. The PAE will provide business plans and regular opportunity assessments to leadership and field selling teams regarding targeted accounts to include but not limited to business opportunities, performance metrics, and upcoming initiatives. The PAE will adhere to all corporate and divisional compliance polices and guidelines within the assigned geographies. This territory covers the states of IL, MI, WI and also Northern Indiana.
Describe the primary goals, objectives or functions or outputs of this position.
Responsible for the management, coordination and execution of various account based sales strategies in targeted accounts to include CF Centers, Pancreatic Centers, Oncology Centers, IDN’s, hospitals, specialty pharmacies, and group practices. Implement and optimize all account-level initiatives and pull through strategies when applicable.
Perform all aspects of total account management, including developing and maintaining strategic business relationships with key decision makers to include corporate/senior management staff in key accounts with the goal of identifying and leveraging business opportunities, establishing multi-level relationships, maximizing resource utilization, and increasing sales and market share for CREON.
Create, implement and communicate strategic and tactical plans for targeted accounts. In cooperation with field sales management, sales representatives and other cross-functional partners, drive account pull through and address issues across individual and shared key targeted accounts. Monitor progress and provide written and verbal feedback to all stakeholders.
Develop, implement and maintain innovative account strategies to fully and consistently penetrate accounts as identified.
Develop contacts and relationships with key stakeholders representing a broad range of functions and management levels, both internal and external.
Develop product strategies to fully and consistently penetrate identified accounts. Work to appropriately allocate resources both human and financial to optimize ROI.
Provide strategic and tactical direction regarding target accounts to district teams. Conduct regular interaction with district managers, and representatives to provide insight regarding account dynamics and market factors that influence business opportunities.
Collaborate across channels and stakeholders to uncover insights that drive business within assigned geography; lead the process and leverage innovation to find high impact solutions.
Advise sales and marketing management with appropriate direction on challenges and opportunities within key target accounts.
Develop an annual business plan with goals and objectives to increase sales volume and market share in target accounts.
Conduct thorough competitive analyses. Identify business opportunities and threats at the market level, and develop action plans to address. Share ideas and best practices.
Help sales teams effectively recognize and maximize opportunities within key target accounts.
Provide direction to area DMs and representatives on maximizing account executive initiatives and relationship with key accounts to increase access and selling opportunities.
Anticipate change and take proactive measures to address. Demonstrates ability to analyze and support current and future opportunities.
Establishes and demonstrates thorough understanding of business negotiations, managed care implications and other drivers impacting the customer environment.
This position can be a Grade 18 or 19 depending on experience.
Bachelor’s Degree required, advanced degree preferred.
Knowledge of applicable regulations and standards affecting Pharmaceutical Products (e.g. CFR 210/211, cGMP)
Successful selling experience (minimum 3 years) required.
At least 1-2 years of account based pharmaceutical sales experience
Knowledge of pharmaceutical market, including trends and issues (exocrine pancreatic insufficiency market experience or GI experience preferred).
Thorough understanding of account management and the role of an account executive as well as strong sales and customer partnership skills/success.
High degree of strategic, analytic and technical expertise also necessary.
Ability to operate in a matrix organization and communicate/coordinate closely with all members of the AbbVie selling team.
Demonstrated ability to network and partner effectively across functional areas while building and inspiring teams without direct authority.
Highly self-motivated with high level of initiative and creativity.
Excellent negotiator and problem solver. Excellent organization/project management and leadership skills. Superb persuasive abilities and strong skills at consensus building. Excellent communication and presentation skills.
Required to satisfy all applicable health care industry rep (HCIR) credentialing (cred'g) requirements to gain & maintain entry into facilities and orgs in assigned territory. Must be in good standing and/or eligible to obtain these credentials. These HCIR cred'g requirements may include, but are not limited to, background checks, drug screens, proof of immunization/vaccination for various diseases, fingerprinting & specific licenses required by states or cities.
Successful selling experience of 4-5 years
At least 1-2 years of account based pharmaceutical sales experience, district manager experience and/or marketing experience preferred.
Key AbbVie Competencies
Builds strong relationships with peers and cross functionally with partners outside of the team to enable higher performance.
Learns fast, grasps the “essence” and can change the course quickly where indicated.
Raises the bar and is never satisfied with the status quo.
Creates a learning environment, open to suggestions and experimentation for improvement.
Embraces the ideas of others, nurtures innovation and manages innovation to reality.
Significant Work Activities and Conditions Driving a personal auto or company car or truck, or a powered piece of material handling equipment Equal Opportunity Employer Minorities/Women/Veterans/Disabled
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