Area Account Executive
About The Position
The Area Account Executive is a field-based role covering a region associated with Albany, New York; Stamford, Connecticut; and Burlington, Vermont. The employee should live within a reasonable distance of the primary city and, ideally, near a large airport. The role serves as the primary champion for the assigned geography, setting direction for AbbVie’s market access objectives and serving as the principal liaison for top-tier customers. The position develops and executes local market access strategies, maps customer influence, supports direct area customer contracting and negotiation, and manages ongoing customer relationships and issue resolution. It coordinates with internal cross-functional teams to share insights and support customer solutions, identifies opportunities to expand access and promote AbbVie’s portfolio, and monitors regional performance using key performance indicators and data analytics. The position requires travel to customer sites within the region and three to four trips to AbbVie’s Chicago headquarters. Travel is listed as 25% of the time. The role involves prolonged sitting, defined as more than two consecutive hours during an eight-hour day.
Requirements
- Bachelor’s degree in Business, Life Sciences, or a related field.
- At least 5 years of sales management experience; District Manager or Regional Manager experience is preferred.
- Account management and/or marketing experience in healthcare or a related business.
- Proven ability to operate effectively in a large, complex geography and influence diverse stakeholders to achieve results.
- Proven capability in contract negotiation, stakeholder engagement, and driving commercial results.
- Strong communication, collaboration, and coordination skills, including the ability to act as a primary point of contact and manage cross-functional teams in a matrixed organization.
- Ability to drive a personal auto or company car or truck, or a powered piece of material handling equipment.
- Valid driver’s license, ability to pass a pre-employment drug screening test, and ability to meet safe driving requirements.
- Ability to travel to on-site customer locations within the region and to AbbVie’s Chicago headquarters three to four times.
Nice To Haves
- At least 2 years of account management experience in a Group Practice, Payor, or Institutional environment.
- Advanced degree, such as an MBA or MPH.
- In-depth knowledge of regional payer landscapes, healthcare policies, and key customer types such as IDNs, VISNs, and employers.
- Proficiency in data analytics and experience using tools or platforms to inform strategy and decision-making.
- Positive, solutions-oriented attitude and a track record of managing complexity in a dynamic environment.
Responsibilities
- Serve as the primary champion for the assigned region, setting direction for AbbVie’s market access objectives and providing high-level oversight of regional activities.
- Act as the principal liaison for top-tier customers and align regional strategy with organizational goals.
- Develop and implement targeted local market access strategies and use influence maps to identify key access stakeholders, evaluate emerging channels and players, and tailor customer engagement plans.
- Collaborate with and support the Area Access Director in planning and executing direct Area customer contracts in accordance with AbbVie’s Area Market Access strategy and goals.
- Maintain customer relationships, manage day-to-day engagements, identify and resolve issues, ensure timely pull-through of solutions, and inform Area Directors of critical developments or escalations.
- Coordinate with internal stakeholders, including Centers of Excellence, Area Directors, Area Strategists, FRMs, MOSLs, and Patient Support Services, to share insights, address challenges, and streamline pull-through efforts.
- Identify regional opportunities and recommend initiatives to expand access, deepen customer relationships, and promote AbbVie’s portfolio.
- Monitor industry trends and competitor activity and adapt strategies as needed.
- Monitor and report on key performance indicators to ensure regional objectives are met or exceeded.
- Use data analytics, including MABI, to assess contract effectiveness, inform future initiatives, and refine performance and pull-through.
Benefits
- Paid time off, including vacation, holidays, and sick leave.
- Medical, dental, and vision insurance for eligible employees.
- 401(k) for eligible employees.
- Eligibility to participate in long-term incentive programs.
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What This Job Offers
Job Type
Full-time
Career Level
Mid Level
