Account Specialist, Anti Infectives - Dover, DE

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, developing new business, expanding current business, and achieving 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.
• 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 through collaboration and cross-functional discipline.
• Partner with AbbVie in-field teams (MSLs, National Director of Accounts, 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; 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 to maximize call continuum and communication.
• 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; represent AbbVie and assigned products, build relationships, and channel key information to internal partners.
• Complete all AbbVie-required training and maintain adherence to company policies and OEC/Legal procedures.
• Meet healthcare industry representative credentialing requirements to gain entry into facilities in the assigned territory, including background checks, drug screens, and proof of immunization/vaccination.
• Proactively collaborate across multiple departments within healthcare institutions and with cross-functional partners to develop processes and compliant communication strategies.

Requirements

• Bachelor’s degree in health, sciences, pharmacy, or business-related field preferred; 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 and a high school diploma/GED required.
• 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 matrix environments within accounts and complex customers such as IDNs, Academic Institutions, Hospitals, and Outpatient accounts.
• Knowledge of formulary approval processes and driving formulary approvals; experience with Buy and Bill and specialty pharmacy products preferred.
• Documented history of strong sales performance, consistent top performer in a challenging market space or product portfolio.
• Proven advanced sales skills, 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, individual accountability, and ownership of sales geography with the ability to multitask productively and solve problems.
• Strong desire to explore the unknown and continuously enhance personal, professional, and account knowledge.
• Ability to effectively prioritize and manage multiple accounts; analytical ability to define account/program strategies using diverse data sets.
• Strong planning, organization, presentation, and facilitation skills.
• Proven ability to learn procedural, technical, and clinical information quickly and present complex scientific information to varied audiences.
• Strong problem-resolution skills and ability to influence others as a credible and respected role model.
• Ability to fully cover the assigned geography; valid driver’s license and ability to pass a pre-employment drug screening test.
• Ability to travel adequately to cover territory, including overnight attendance at scheduled training events and sales meetings.

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.
• English language proficiency verbally and in writing (for all non-English speaking countries).

Benefits

• Comprehensive package including paid time off (vacation, holidays, sick), medical/dental/vision insurance, and 401(k) for eligible employees.
• Eligibility to participate in short-term incentive programs.

Pay

The compensation range is based on the job grade for this position and may vary depending on geographic location. Individual compensation will be determined by factors such as location and is not considered wages or compensation until earned, vested, and determinable.