Account Specialist, Anti Infectives - Dover, DE

AbbVie•Dover, DE

16h•Remote

About The Position

AbbVie's mission is to discover and deliver innovative medicines and solutions that solve serious health issues today and address the medical challenges of tomorrow. We strive to have a remarkable impact on people's lives across several key therapeutic areas including immunology, oncology and neuroscience - and products and services in our Allergan Aesthetics portfolio. The Account Specialist is responsible for maximizing opportunities for the product portfolio in single layer geography. This individual will develop and maintain strategic business relationships with a wide spectrum of customers to include Hospitals, IDN’s, Academic Institutions, Outpatient Accounts, Long Term Care Facilities, Government Accounts, and Specialty Private Practice. Business relationships will focus on increasing patient access to portfolio products, consistent with approved labels, developing new business, expanding current business, maximizing resource utilization, and increasing sales to achieve geography sales goals through a solution oriented and collaborative approach. The role will involve networking, client services, and a thorough understanding of institutional and medical practices. This role is field-based and candidates should live within a reasonable distance from the primary city. Talent will be hired at a level commensurate with experience. The territory will include the following key areas: Easter Shore, MD; Baltimore East, MD & All of Delaware.

Requirements

Bachelor’s degree in health, sciences, pharmacy or business-related field preferred or relevant and equivalent industry experience required.
Relevant and equivalent industry experience required in lieu of a bachelor’s degree is at least five (5) years of experience with three (3) or more years of experience within the pharmaceutical/health/science industry preferred and a high school diploma/GED required.
Account based selling experience ( Hospitals, Wound Care Centers, or Infusion Centers) and experience building advocacy in hospitals, with or without a formulary win, for acute products.
History of navigating the matrix environment within accounts and complex customers such as IDN’s, Academic Institutions, Hospitals, Outpatient accounts etc.
Knowledge of formulary approval process and driving formulary approvals.
Documented history of strong sales performance, consistent top performer, in a challenging market space or product portfolio.
Proven advanced sales skills, ability to communicate novel or complex products and process while keeping it simple and overcoming customer concerns, advancing the sale and gaining new business.
Strong team player mentality and a successful history of working as an individual contributor within a collaborative environment.
Strong business acumen: individual accountability and ownership of sales geography with the ability to multitask in a productive manner, solving problems and influencing without authority.
Strong desire to “explore the unknown” and continuously enhance personal, professional, and account knowledge.
Ability to effectively prioritize and manage multiple accounts.
Business savvy, analytical ability to analyze diverse sets of data using multiple tools and define account/program strategies that drive
Strong planning and organization skills.
Strong presentation and facilitation skills.
Proven ability to learn procedural, technical, and clinical information quickly.
Ability to understand, articulate, and routinely present complex scientific information to a variety of audiences.
Strong problem resolution skills.
Influences others and is viewed as a credible and respected role model and resource among peers.
Builds collaborative partnerships with colleagues and cross functional team.
Leads by example; Consistently displays positive behaviors and peer coaching through changing and challenging environments.
Ability to fully cover the assigned geography.
Valid driver’s license: Ability to pass a pre-employment drug screening test and meet safe driving requirements.
Driving a personal auto or company car or truck, or a powered piece of material handling equipment
Ability to travel adequately to cover territory, as well as overnight attendance at scheduled training events and sales meetings

Nice To Haves

Experience with Buy and Bill and specialty pharmacy products is preferred.
Proven track record of success in sales performance within respective therapeutic areas.
Commercial pharmaceutical industry experiences such as physician/account based selling, training, managed health care or marketing preferred.
English language proficiency verbally and in writing (for all non-English speaking countries).

Responsibilities

Advances hospital and specialty customers along the sales continuum and gains prescriber commitments through effective questioning, active listening, and utilization of approved data and resources.
Delivers on-label presentations/sales calls to appropriately highlight the benefits and risks of the product portfolio to create awareness of product solutions and address gaps in therapeutic areas, resulting in sales goal achievement.
Develops professional relationships and differentiates the Anti-Infective portfolio’s value proposition at all levels (C-Suite, Physicians, Hospital Staff, Support Personnel) within accounts and departments to further the use of the product portfolio.
Strong understanding and ability to problem solve product and patient flow through Specialty Pharmacy, Specialty Distribution, and Buy and Bill channels.
Ability to coordinate and mobilize key stakeholders across multiple departments with competing goals to align individuals on patient focused solutions.
Ability to achieve success in a complex, matrixed, account-based selling environment in which the need for collaboration and cross functional discipline is critical.
Consistently partners with AbbVie in-field (MSLs, National Director of Accounts and Key Account Directors) to and in-house teams to identify, design, and/or adapt appropriate approaches and tactics.
Creates, develops, executes, and monitors strategic geography business plans.
Determines appropriate department, channel, HCP focus and frequency by account to deliver on sales objectives.
Aligns appropriate resources to support tactic execution and adjusts as needed.
Sources, interprets and utilizes key data by account to develop and maintain working account profiles and relationship maps for all territory accounts to maximize call continuum and communication.
Consistently targets key stakeholders and decision makers within each hospital/institution/outpatient setting to expand physician usage and customer base.
Attend and actively participate in local boards, societies, conventions, and other HCP meetings when appropriate.
Represent AbbVie and assigned products at such venues, build/improve new/existing relationships.
Channel key information, developments, or findings to internal partners/stakeholders.
Complete all AbbVie required training and maintain adherence to all company policies and OEC/Legal procedures.
Meet health care industry representative credentialing requirements to gain entry into facilities and organizations that are in assigned territory.
Proactively collaborates across multiple departments within healthcare institutions and across organizations.
Seamlessly works with cross-functional partners including National Director of Accounts and Key Account Directors to develop processes within the account base while working with Medical Science Liaisons to develop compliant communication strategies.