Specialty Representative, Gastroenterology - Dayton/Toledo, OH

AbbVie • Toledo, OH

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About The Position

The Specialty Representative executes AbbVie’s brand strategy and tactics in the field, delivers sales performance, manages an assigned territory and targeted accounts, and builds customer relationships and customer-needs-solving capabilities. The role centers efforts on patients and requires operating in accordance with AbbVie’s code of conduct, policies, and applicable laws and regulations. It is field-based and covers areas surrounding Dayton, Toledo, and Springfield, Ohio; candidates should live within a reasonable distance of the primary city. Hiring level is commensurate with experience.

The representative works with specialty physicians, pharmacists, nurses, and other external stakeholders, as well as internal field teams, sales and marketing management, training, customer excellence, and brand stakeholders. The role requires in-depth scientific, therapeutic, product, and competitive knowledge; strategic and critical thinking; business acumen; and effectiveness in a matrix environment. Driving a personal or company vehicle is required, along with a valid driver’s license, passing a pre-employment drug screening, and meeting safe-driving requirements. The representative must satisfy applicable health care industry representative credentialing requirements for facility access.

Requirements

• Bachelor’s degree in health, sciences, pharmacy, or a business-related field preferred; equivalent relevant industry experience may substitute.
• In lieu of a bachelor’s degree, at least five years of relevant industry experience is required; three or more years in the pharmaceutical, health, or science industry is preferred, and a high school diploma or GED is required.
• Proven track record of sales success and strong presentation skills.
• Ability to identify customer styles and behaviors and adapt selling approaches.
• Ability to develop innovative ideas and solutions, influence others, and serve as a credible and respected resource among peers.
• Collaborative partnership, leadership-by-example, and peer-coaching capabilities, including documented success in leadership or 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; strong business acumen; proficient use of business tools; and strategic and critical thinking capabilities.
• Ability to operate effectively in a matrix environment.
• Satisfy applicable health care industry representative credentialing requirements and be in good standing or eligible to obtain credentials. Requirements may include background checks, drug screens, immunization or vaccination proof, fingerprinting, and specific licenses.
• Valid driver’s license, ability to pass a pre-employment drug screening, and ability to meet safe-driving requirements.

Nice To Haves

• Proven sales performance in the relevant therapeutic areas.
• Commercial pharmaceutical industry experience, such as physician- or account-based selling, training, managed health care, or marketing.
• English proficiency, verbal and written, in non-English-speaking countries.

Responsibilities

• Deliver sales performance, brand KPIs, financial targets, and marketing objectives to meet or exceed goals.
• Create pre-call plans using SMART objectives and evaluate calls afterward to continuously improve sales performance.
• Handle objections, misunderstandings, and concerns effectively, and gain logical, reasonable calls to action to close sales calls.
• Serve customer needs, expectations, and challenges to build trusted relationships and achieve mutually beneficial agreements.
• Develop and execute a call plan that meets call metrics and optimizes coverage and frequency with key customers.
• Build understanding of customer needs, territory market conditions, competitors, market segments, accounts, disease states, products, clinical information, and sales practices; share market intelligence with field, brand, and sales management teams.
• Differentiate AbbVie’s value proposition with assigned health providers and identify, develop, and maintain disease-state experts, speakers, and advocates.
• Adapt selling approaches to customer styles and behaviors, offer ideas and solutions to maximize business opportunities, and anticipate and respond to change.
• Build collaborative partnerships with district colleagues and matrix teams; lead by example and provide peer coaching.
• Use scientific, therapeutic, product, and competitive knowledge as an expert resource for relevant stakeholders.
• Drive a personal or company vehicle or truck, or powered material-handling equipment, as applicable.

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 short-term incentive programs.

What This Job Offers

• Job Type: Full-time
• Career Level: Mid Level