Area Account Executive
About The Position
The Area Account Executive is a field-based role serving as the primary champion for an assigned region and advancing AbbVie’s market access objectives. The position develops and executes local market access strategies, builds influence maps, and engages customers such as PBMs, employers, payers, IDNs, health systems, aggregators, and VMFs to improve access for key brands. Candidates should live within reasonable distance of the region’s primary cities: Albany, New York; Stamford, Connecticut; or Burlington, Vermont. The role is expected to be located within the region, ideally near a large airport, and requires customer travel within the region as well as three to four trips to AbbVie’s Chicago headquarters. The role supports the Area Access Director with planning and pull-through of direct Area customer contracts, while maintaining customer relationships, resolving issues, coordinating cross-functionally, identifying business opportunities, and monitoring performance. It uses data and analytics, including MABI, to evaluate contract effectiveness and refine regional initiatives. The position requires prolonged sitting and driving a personal or company vehicle or powered material-handling equipment.
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 preferred.
- Account management and/or marketing experience in healthcare or a related business.
- Proven ability to operate effectively across a large, complex geography and influence diverse stakeholders to achieve results.
- Capability in contract negotiation, stakeholder engagement, and driving commercial results.
- Strong communication, collaboration, and coordination skills, including experience serving as a primary point of contact and managing 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 perform continuous sitting for prolonged periods (more than 2 consecutive hours in an 8-hour day).
- Must be located within the region; ideally near a large airport.
- Ability to travel to on-site customer locations within the region and three to four times to AbbVie’s Chicago headquarters.
Nice To Haves
- At least 2 years of account management experience within 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, set direction for AbbVie’s market access objectives, oversee regional activities, and act as the principal liaison for top-tier customers.
- Develop and implement local market access strategies and create and use influence maps to identify influential customers, evaluate emerging channels and players, and tailor engagement plans for key brands.
- Collaborate with and support the Area Access Director in planning and pulling through direct Area customer contracts in alignment with AbbVie’s Area Market Access strategy and goals.
- Maintain relationships with existing customers, 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.
- Monitor and report on key performance indicators, use data analytics such as MABI to assess contract effectiveness, and refine initiatives and performance.
- Travel to customer locations within the region and travel three to four times to AbbVie’s Chicago headquarters.
Benefits
- Paid time off, including vacation, holidays, and sick time.
- 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
