Specialty Representative, Dermatology - Lancaster, PA

AbbVie•Lancaster, PA

3d•$78,500 - $192,500•Onsite

About The Position

This field-based role is based in the Lancaster, Pennsylvania area. Candidates should live within a reasonable distance of Lancaster. The territory covers south-central and eastern Pennsylvania, including Lancaster, Exton, West Lawn, Reading, Lebanon, Glen Mills, Media, and Pottsville. The hiring level will be commensurate with experience. The Specialty Representative executes brand strategy and tactics in the field, delivers sales performance, manages assigned territories and target accounts, and builds customer relationships and customer-needs-solving capabilities. The role aims to maximize short- and long-term sales performance while placing patients at the center of efforts and complying with AbbVie’s code of conduct, policies, and applicable laws and regulations. The representative serves specialty physicians, pharmacists, nurses, and other stakeholders relevant to the brand plan. They collaborate with field colleagues, sales management, marketing, training, customer excellence, and brand-plan stakeholders. The role requires travel (25% of the time), driving a personal or company vehicle, and satisfying applicable health care industry representative credentialing requirements for access to facilities and organizations in the territory. The position offers a stated annual base salary range of USD 78,500 to USD 192,500. Eligible employees receive paid time off, medical, dental, and vision insurance, and a 401(k). The role is eligible for short-term incentive programs.

Requirements

A bachelor’s degree in health, sciences, pharmacy, or a business-related field is preferred; relevant and equivalent industry experience is required.
In lieu of a bachelor’s degree, at least five years of relevant and equivalent industry experience and a high school diploma or GED are required; three or more years in the pharmaceutical, health, or science industry are preferred.
Proven record of sales success and solid presentation skills.
Ability to identify customer styles and behaviors and adapt the selling approach accordingly.
Ability to develop innovative ideas and solutions to maximize business opportunities and address challenges, contribute ideas to the broader organization, and anticipate and respond to change.
Ability to influence others and serve as a credible, respected role model and resource among peers.
Ability to build collaborative partnerships with district colleagues and matrix teams, lead by example, and provide peer coaching through changing and challenging environments.
Documented success in leadership and support roles of increased responsibility at district, regional, or organizational levels; ability to understand and leverage findings to develop sales strategies.
In-depth scientific, therapeutic, product, and competitive knowledge, with the ability to serve as an expert resource to relevant stakeholders.
Strong business acumen, proficiency with business tools, strategic and critical thinking capabilities, and effectiveness in a matrix environment.
Valid driver’s license.
Ability to pass a pre-employment drug screening test and meet safe-driving requirements.
Good standing and/or eligibility to obtain applicable HCIR credentials; credentialing may involve background checks, drug screens, immunization or vaccination proof, fingerprinting, and specific licenses.

Nice To Haves

Proven sales-performance success in the relevant therapeutic area.
Commercial pharmaceutical industry experience, such as physician- or account-based selling, training, managed health care, or marketing.
English proficiency in speaking and writing, specified for non-English-speaking countries.
Bachelor’s degree in health, sciences, pharmacy, or a business-related field.

Responsibilities

Deliver sales performance, brand KPIs, financial targets, and marketing objectives to meet or exceed goals.
Create pre-call plans using SMART objectives and conduct post-call evaluations to improve sales performance.
Handle objections, misunderstandings, and concerns, and obtain logical, reasonable calls to action to close sales calls.
Serve customer needs and expectations and build trusted customer relationships and win-win agreements.
Develop and execute a call plan that achieves call metrics and optimizes coverage and frequency among key customers.
Build knowledge of customer needs, territory and market landscape, competitors, market segments and dynamics, accounts, disease states, products, clinical information, and sales practices; share market intelligence with the field team, brand team, and sales manager.
Differentiate AbbVie’s value proposition with assigned health providers and identify, develop, and maintain disease-state experts and speakers or advocates.
Operate in accordance with AbbVie’s business code of conduct, policies, and applicable laws and regulations.
Satisfy and maintain applicable health care industry representative credentialing requirements for access to facilities and organizations in the assigned territory.
Drive a personal auto, company car or truck, or powered material-handling equipment as required.