Account Specialist, Anti Infectives - Dover, DE

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, developing new business, expanding current business, and achieving geography sales goals through a solution-oriented and collaborative approach. This position 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.
• Problem-solve product and patient flow through Specialty Pharmacy, Specialty Distribution, and Buy and Bill channels. Coordinate and mobilize key stakeholders across multiple departments to align on patient-focused solutions.
• Achieve success in a complex, matrixed, account-based selling environment, collaborating with AbbVie in-field teams (MSLs, National Director of Accounts, Key Account Directors) and in-house teams to design and adapt appropriate approaches.
• Create, develop, execute, and monitor strategic geography business plans. Determine appropriate department, channel, HCP focus, and frequency by account to deliver on sales objectives.
• Source, interpret, and utilize key data by account to develop and maintain working account profiles and relationship maps for all territory accounts.
• 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 to represent AbbVie and assigned products, building and improving relationships.
• Complete all AbbVie-required training and maintain adherence to company policies and OEC/Legal procedures. Meet healthcare industry representative credentialing requirements for facility access in the assigned territory.
• Proactively collaborate across multiple departments within healthcare institutions and with cross-functional partners, including National Director of Accounts, Key Account Directors, and Medical Science Liaisons.

Requirements

• Bachelor’s degree in health, sciences, pharmacy, or a business-related field preferred. Relevant and equivalent industry experience may substitute for a degree (at least five years of experience, with three or more years in the pharmaceutical/health/science industry, and a high school diploma/GED required).
• Account-based selling experience in Hospitals, Wound Care Centers, or Infusion Centers, with experience building advocacy in hospitals for acute products, with or without a formulary win.
• Experience navigating matrix environments 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 and consistent top-performer status in a challenging market space or product portfolio.
• Proven advanced sales skills, including the ability to communicate novel or complex products and processes while overcoming customer concerns and advancing sales.
• Strong team player mentality with a successful history of working as an individual contributor in a collaborative environment.
• Strong business acumen, including individual accountability, multitasking, problem-solving, and influencing without authority.
• Ability to analyze diverse sets of data using multiple tools and define account/program strategies that drive results.
• Strong planning, organization, presentation, and facilitation skills. Ability to learn procedural, technical, and clinical information quickly and present complex scientific information to varied audiences.
• Influences others and is viewed as a credible and respected role model among peers. Builds collaborative partnerships and leads by example in changing environments.
• Ability to fully cover the assigned geography. Valid driver’s license and ability to pass a pre-employment drug screening test and meet safe driving requirements.
• Ability to travel adequately to cover territory, including overnight attendance at scheduled training events and sales meetings.
• English language proficiency (verbal and written) for all non-English speaking countries.
• Must satisfy all applicable healthcare industry representative (HCIR) credentialing requirements, which may include background checks, drug screens, proof of immunization/vaccination, fingerprinting, and specific state or city licenses.

Benefits

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