Specialty Representative, Dermatology - Charleston, WV

About the role

This role is field-based and requires candidates to live within a reasonable distance from the primary city in West Virginia and surrounding area. Talent will be hired at a level commensurate with experience.

Responsibilities

• Deliver sales performance, brand KPIs, financial targets, and marketing objectives to meet or exceed targets.
• Create pre-call plans using SMART objectives and execute post-call evaluations to continuously improve sales performance.
• Handle objections, misunderstandings, and concerns to consistently gain logical and reasonable calls to action to close every sales call.
• Proactively serve customer needs, expectations, and challenges to build trusted customer relationships and achieve win-win agreements between AbbVie and customers.
• Develop and execute a call plan that achieves set call metrics and optimizes coverage and frequency to key customers to maximize access and sales opportunities.
• Continuously build understanding of customer needs, territory market landscape, competitors, market segments/dynamics, accounts, disease, product, clinical and sales expertise, and share market intelligence with the in-field team, brand team, and sales manager to achieve alignment and optimize brand strategy.
• Differentiate AbbVie’s value proposition with assigned health providers and identify, develop, and maintain disease state experts and speakers/advocates to maximize brand performance.

Qualifications

• 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 within the pharmaceutical/health/science industry preferred; high school diploma/GED required.
• Proven track record of success in selling and solid presentation skills.
• Proactively identifies customer style/behavior and adapts quickly to all aspects of the selling approach; offers innovative ideas and solutions to maximize business opportunities and address challenges.
• Influences others and is viewed as a credible and respected role model and resource among peers; builds collaborative partnerships with district colleagues and matrix team.
• Leads by example; consistently displays positive behaviors and peer coaching through changing and challenging environments.
• Documented success in leadership and support roles of increased responsibility at the district, region, and/or organizational levels; understands and leverages findings to develop sales strategies.
• Preferred: Proven track record of success in sales performance within respective therapeutic areas; commercial pharmaceutical industry experience such as physician/account-based selling, training, managed health care, or marketing preferred.
• English language proficiency verbally and in writing.
• Must satisfy all applicable health care industry representative (HCIR) credentialing requirements to gain and maintain entry into facilities and organizations in the assigned territory, including background checks, drug screens, proof of immunization/vaccination, fingerprinting, and specific licenses required by individual states or cities.
• Demonstrates in-depth scientific, therapeutic, product, and competitive knowledge and is recognized as an expert resource by all relevant stakeholders; strong business acumen and proficient use of business tools; possesses strategic and critical thinking capabilities.
• Ability to operate a personal auto, company car or truck, or powered material handling equipment; valid driver’s license; ability to pass a pre-employment drug screening test and meet safe driving requirements.

Key Stakeholders

• External: Specialty physicians in therapeutic brand area, pharmacists, nurses, and others depending on brand plan.
• Internal: In-field team members, Sales Management (e.g., DSM), Marketing Management, Training, Customer Excellence, and Brand Plan stakeholders.