Account Specialist, Anti Infectives - New Orleans, LA

About the role

The Account Specialist is responsible for maximizing opportunities for the product portfolio in single layer geography. This individual will develop and maintain strategic business relationships with a wide spectrum of customers to include Hospitals, IDN’s, Academic Institutions, Outpatient Accounts, Long Term Care Facilities, Government Accounts, and Specialty Private Practice. Business relationships will focus 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.

Responsibilities

• Advances hospital and specialty customers along the sales continuum and gains prescriber commitments through effective questioning, active listening, and utilization of approved data and resources. Delivers on-label presentations/sales calls to appropriately highlight the benefits and risks of the product portfolio to create awareness of product solutions and address gaps in therapeutic areas, resulting in sales goal achievement.
• Develops professional relationships and differentiates 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.
• Strong understanding and ability to problem solve product and patient flow through Specialty Pharmacy, Specialty Distribution, and Buy and Bill channels. Ability to coordinate and mobilize key stakeholders across multiple departments with competing goals to align individuals on patient focused solutions.
• Uses opportunities to understand and address customer needs. Builds strong relationships that provide market intelligence and support development of compliant and innovative programs and initiatives. Builds and maintains relationships across accounts that result in opportunities to benefit patients, physicians, and other HCPs within the geography.
• Ability to achieve success in a complex, matrixed, account-based selling environment in which the need for collaboration and cross functional discipline is critical. Consistently partners with AbbVie in-field (MSLs, National Director of Accounts and Key Account Directors) to and in-house teams to identify, design, and/or adapt appropriate approaches and tactics.
• Creates, develops, executes, and monitors strategic geography business plans. Determines appropriate department, channel, HCP focus and frequency by account to deliver on sales objectives. Aligns appropriate resources to support tactic execution and adjusts as needed.
• Sources, interprets and utilizes 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 targets 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, build/improve new/existing relationships. Channel key information, developments, or findings to internal partners/stakeholders. All communications in these forums are on-label.

Requirements

• Bachelor’s degree in health, sciences, pharmacy or business-related field preferred or relevant and equivalent industry experience required. Relevant and equivalent industry experience required in lieu of a bachelor’s degree is at least five (5) years of experience with three (3) or more years of experience within the pharmaceutical/health/science industry preferred and a high school diploma/GED required
• Account based selling experience (Hospitals, 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 IDN’s, Academic Institutions, Hospitals, Outpatient accounts etc.
• Knowledge of 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, in a challenging market space or product portfolio. Proven advanced sales skills, ability to communicate novel or complex products and process while keeping it simple and 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 in a productive manner, solving problems and influencing without authority. Strong desire to âexplore the unknownâ and continuously enhance personal, professional, and account knowledge. Ability to effectively prioritize and manage multiple accounts. Business savvy, analytical ability to analyze diverse sets of data using multiple tools and define account/program strategies that drive results.
• Influences others and is viewed as a credible and respected role model and resource among peers. Builds collaborative partnerships with colleagues and cross functional team.
• Leads by example; Consistently displays positive behaviors and peer coaching through changing and challenging environments. Ability to fully cover the assigned geography.

Qualifications

• Valid driver’s license: Ability to pass a pre-employment drug screening test and meet safe driving requirements
• Ability to travel adequately to cover territory, as well as overnight attendance at scheduled training events and sales meetings
• Driving a personal auto or company car or truck, or a powered piece of material handling equipment

Benefits

AbbVie offers a comprehensive package of benefits including paid time off (vacation, holidays, sick), medical/dental/vision insurance and 401(k) to eligible employees.

Pay

$78,500 - $192,500 USD

Schedule

Where We Work
Role is not performed at a site or office and requires limited or no travel to a site or office.