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Account Specialist, AI
Job Description:
- 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
- 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
- Complete all AbbVie required training and maintain adherence to all company policies and OEC/Legal procedures
Requirements:
- Bachelor’s degree in health, sciences, pharmacy or business-related field preferred or relevant and equivalent industry experience required
- Account based selling experience (Hospitals, Wound Care Centers, or Infusion Centers)
- 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 “explore the unknown” 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
- Strong planning and organization skills
- Strong presentation and facilitation skills
- Proven ability to learn procedural, technical, and clinical information quickly
- 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
Benefits:
- paid time off (vacation, holidays, sick)
- medical/dental/vision insurance
- 401(k)
- short-term incentive programs
