Account Specialist, Anti Infectives - Baltimore East, MD

AbbVie’s mission is to discover and deliver innovative medicines and solutions that solve serious health issues today and address the medical challenges of tomorrow. We strive to have a remarkable impact on people's lives across several key therapeutic areas including immunology, oncology, and neuroscience—and products and services in our Allergan Aesthetics portfolio.

About the role

The Account Specialist is responsible for maximizing opportunities for the product portfolio in a single-layer geography. This individual will develop and maintain strategic business relationships with a wide spectrum of customers including Hospitals, IDNs, Academic Institutions, Outpatient Accounts, Long-Term Care Facilities, Government Accounts, and Specialty Private Practice. The role focuses on increasing patient access to portfolio products (consistent with approved labels), developing new business, expanding current business, maximizing resource utilization, and increasing sales to achieve geography sales goals through a solution-oriented and collaborative approach. This role is field-based, and candidates should live within a reasonable distance from the primary city. The territory includes Eastern Shore, MD; Baltimore East, MD; and all of Delaware.

Responsibilities

• Advance hospital and specialty customers along the sales continuum and gain prescriber commitments through effective questioning, active listening, and utilization of approved data and resources.
• Deliver on-label presentations/sales calls to highlight the benefits and risks of the product portfolio, creating awareness of product solutions and addressing gaps in therapeutic areas to achieve sales goals.
• Develop professional relationships and differentiate the Anti-Infective portfolio’s value proposition at all levels (C-Suite, Physicians, Hospital Staff, Support Personnel) within accounts and departments to further the use of the product portfolio.
• Demonstrate a strong understanding and ability to problem-solve product and patient flow through Specialty Pharmacy, Specialty Distribution, and Buy and Bill channels.
• Coordinate and mobilize key stakeholders across multiple departments with competing goals to align individuals on patient-focused solutions.
• Achieve success in a complex, matrixed, account-based selling environment where collaboration and cross-functional discipline are critical.
• Consistently partner with AbbVie in-field teams (MSLs, National Director of Accounts, and Key Account Directors) and in-house teams to identify, design, and adapt appropriate approaches and tactics.
• Create, develop, execute, and monitor strategic geography business plans, determining appropriate department, channel, HCP focus, and frequency by account to deliver on sales objectives.
• Align appropriate resources to support tactic execution and adjust as needed.
• Source, interpret, and utilize key data by account to develop and maintain working account profiles and relationship maps for all territory accounts to maximize call continuum and communication.
• Consistently target key stakeholders and decision-makers within each hospital/institution/outpatient setting to expand physician usage and customer base.
• Attend and actively participate in local boards, societies, conventions, and other HCP meetings when appropriate. Represent AbbVie and assigned products at such venues, building/improving relationships and channeling key information to internal partners/stakeholders.
• Complete all AbbVie-required training and maintain adherence to all company policies and OEC/Legal procedures.
• Meet healthcare industry representative credentialing requirements to gain entry into facilities and organizations in the assigned territory, which may include background checks, drug screens, and proof of immunization/vaccination.
• Proactively collaborate across multiple departments within healthcare institutions and organizations, working seamlessly with cross-functional partners to develop processes and compliant communication strategies.

Requirements

• Bachelor’s degree in health, sciences, pharmacy, or a business-related field preferred, or relevant and equivalent industry experience required. In lieu of a bachelor’s degree, at least five (5) years of experience with three (3) or more years within the pharmaceutical/health/science industry is required, along with a high school diploma/GED.
• Account-based selling experience (Hospitals, Wound Care Centers, or Infusion Centers) and experience building advocacy in hospitals, with or without a formulary win, for acute products.
• History of navigating the matrix environment within accounts and complex customers such as IDNs, Academic Institutions, Hospitals, and Outpatient accounts.
• Knowledge of the formulary approval process and driving formulary approvals; experience with Buy and Bill and specialty pharmacy products is preferred.
• Documented history of strong sales performance, consistent top performer status in a challenging market space or product portfolio.
• Proven advanced sales skills, ability to communicate novel or complex products and processes while keeping it simple, overcoming customer concerns, advancing the sale, and gaining new business.
• Strong team player mentality and a successful history of working as an individual contributor within a collaborative environment.
• Strong business acumen: individual accountability and ownership of sales geography with the ability to multitask productively, solve problems, and influence without authority.
• Strong desire to “explore the unknown” and continuously enhance personal, professional, and account knowledge.
• Ability to effectively prioritize and manage multiple accounts, with business savvy and analytical ability to analyze diverse sets of data and define account/program strategies.
• Strong planning and organization skills, presentation and facilitation skills, and the ability to learn procedural, technical, and clinical information quickly.
• Ability to understand, articulate, and routinely present complex scientific information to a variety of audiences.
• Strong problem-resolution skills and the ability to influence others, viewed as a credible and respected role model and resource among peers.
• Builds collaborative partnerships with colleagues and cross-functional teams, leading by example and displaying positive behaviors through changing and challenging environments.
• Ability to fully cover the assigned geography.
• Valid driver’s license; ability to pass a pre-employment drug screening test and meet safe driving requirements.
• Ability to drive a personal auto or company car/truck, or a powered piece of material handling equipment.
• Ability to travel adequately to cover territory, including overnight attendance at scheduled training events and sales meetings.
• English language proficiency verbally and in writing (for all non-English speaking countries).
• An essential requirement is to satisfy all applicable healthcare industry representative (HCIR) credentialing requirements to gain and maintain entry into facilities and organizations in the assigned territory. These may include background checks, drug screens, proof of immunization/vaccination, fingerprinting, and specific licenses required by individual states or cities.

Preferred Qualifications

• Proven track record of success in sales performance within respective therapeutic areas.
• Commercial pharmaceutical industry experience such as physician/account-based selling, training, managed healthcare, or marketing.

Benefits

• Comprehensive package of benefits including paid time off (vacation, holidays, sick).
• Medical, dental, and vision insurance.
• 401(k) eligibility.
• Eligibility to participate in short-term incentive programs.