Senior Manager, Immunology Account Executive - South Central Region

AbbVie•Austin, TX

7d•$141,500 - $268,500•Onsite

About The Position

This field-based position leads, manages, and coaches a regional team of Immunology Account Executives (IAEs) across the South Central region, which includes Texas, Oklahoma, Kansas, Arkansas, Missouri, Tennessee, Louisiana, Mississippi, Alabama, and Kentucky. Preference is for the employee to live within the region or nearby with access to a major airport for travel to headquarters cities. The role assesses business opportunities across the assigned geography and priority Immunology accounts, including IDN health systems, group practices, hospital systems, and specialty pharmacies, to achieve product performance goals. It requires translating Immunology brand value propositions into effective account execution by direct reports engaging customer influencers and decision-makers. The position works across multiple Immunology field sales organizations and AbbVie in-field support teams, requiring extensive regional communication and collaboration. The role provides people leadership through coaching, skill and career development planning, performance evaluation, and coordination with key account management and internal business partners. It also leads regional strategy, planning, analytics, account execution, and pull-through activities in alignment with franchise priorities and approved messaging and resources. The position directly engages prioritized accounts to build customer relationships and advance organizational objectives. Travel is required 50% of the time.

Requirements

Bachelor’s degree.
Advanced analytical, coaching, direct people leadership, communication, and presentation skills.
Knowledge of applicable regulations and standards affecting the business.
Ability to examine a complex business environment and develop and execute plans in response to market and account opportunities.
Ability to drive a personal auto or company car or truck, or powered material-handling equipment.
Valid driver’s license.
Ability to pass a pre-employment drug screening test and meet safe-driving requirements.

Nice To Haves

In-depth experience working within large accounts and across KAM/matrix teams is strongly preferred, but not required.
Immunology sales or sales leadership experience is preferred, but not required.

Responsibilities

Develop, implement, and execute skill development plans for direct reports.
Coach IAEs through field travel and participation in business and key account planning discussions.
Evaluate direct reports’ execution of franchise strategic and tactical priorities and develop plans to support behavioral expectations and organizational objectives.
Lead communication and collaboration with KAM and internal business partners to coordinate execution of AbbVie Immunology and IAE priorities.
Monitor and improve in-field team partners’ understanding of IAE roles and priorities across partner organizations.
Advance development planning with direct reports and lead engagement of direct reports and in-field partners to support organizational inclusion and culture goals.
Integrate marketing strategies into regional execution, including identifying sales training needs during in-field and National/Regional meetings.
Partner with Market Access and Trade peers to understand changes in the healthcare landscape, identify health system opportunities, and develop solutions within approved standards and resources.
Understand, execute, and coach appropriate use of approved promotional materials with health economic messaging.
Analyze and apply sales data with direct reports and partner sales management and sales operations to inform business understanding, planning, and execution.
Use IAE analytic tools, including CURO, to assess regional and territory sales trends and develop strategic selling initiatives.
Gather, organize, and communicate monthly regional performance against business objectives, including Q&I reports, CURO, Key Account Performance, and resource execution.
Work with the franchise leadership team to develop and execute regional pull-through plans supporting IAE and Immunology priorities in business planning, selling skills, and coaching.
Lead regional business planning and key account planning, and manage direct reports’ participation in those processes.
Integrate evolving account targeting and approved messaging strategies into regional execution and monitor direct reports’ account execution using CURO and other business tools.
Engage prioritized accounts directly to establish relationships with key customers and advance organizational objectives.