Account Specialist

Overview About AbbVie 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. For more information about AbbVie, please visit us at Follow @abbvie on LinkedIn, Facebook, Instagram, X and YouTube. Company Description 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. For more information about AbbVie, please visit us at Follow @abbvie on LinkedIn, Facebook, Instagram, X and YouTube. Job Description This role is field-based and candidates should live within a reasonable distance from the primary city. Talent will be hired at a level commensurate with experience. The Account Specialist is responsible for maximizing opportunities for the product portfolio in a single geography. This role 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. Relationships will focus on increasing patient access to portfolio products, developing new business, expanding current business, maximizing resource utilization, and increasing sales to achieve geography sales goals through a solution-oriented and collaborative approach. The role involves networking, client services, and a thorough understanding of institutional and medical practices. 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 highlight 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 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. Coordinate and mobilize key stakeholders across multiple departments with competing goals to align individuals on patient-focused solutions. Address customer needs by building strong relationships that provide market intelligence and support development of compliant and innovative programs and initiatives. Build and maintain relationships across accounts that result in opportunities to benefit patients, physicians, and other HCPs within the geography. Ability to succeed in a complex, matrixed, account-based selling environment requiring collaboration and cross-functional discipline. Partner with AbbVie in-field teams 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 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. 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 when appropriate. Represent AbbVie and assigned products at such venues, build/improve relationships, and channel key information to internal partners/stakeholders. All communications in these forums are on-label. Complete all AbbVie required training and maintain adherence to all company policies and OEC/Legal procedures. Meet health care industry representative credentialing requirements to gain entry into facilities and organizations within the assigned territory. These HCIR credentialing requirements may include background checks, drug screens, and proof of immunization/vaccination for various diseases. Proactively collaborates across multiple departments within healthcare institutions and across organizations. Works with cross-functional partners to develop processes within the account base while working with Medical Science Liaisons to develop compliant communication strategies. 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 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: accountability for sales geography with the ability to multitask, solving problems and influencing without authority. Desire to continuously enhance personal, professional, and account knowledge. Ability to prioritize and manage multiple accounts; analytical ability to analyze diverse data sets to define account/program strategies. Strong planning and organization skills. Strong presentation and facilitation skills. Ability to learn procedural, technical, and clinical information quickly. Ability to understand and present complex scientific information to various audiences. Strong problem resolution skills. Influences others and is viewed as a credible and respected resource among peers. Builds collaborative partnerships with colleagues and cross functional team. Leads by example; positive behaviors and peer coaching in changing environments. Ability to fully cover the assigned geography. Valid driver’s license and ability to pass a pre-employment drug screening and meet safe driving requirements. Ability to travel adequately to cover territory, including overnight attendance at training events and sales meetings. Driving a personal or company vehicle, or handling equipment as part of the role. Health care industry representative (HCIR) credentialing requirements to gain and maintain entry into facilities and organizations within the assigned territory. You must be in good standing and eligible to obtain these credentials. HCIR credentialing requirements may include background checks, drug screens, proof of immunization/vaccination, fingerprinting, and state/city licenses as required. You are responsible for satisfying all HCIR requirements. AbbVie provides resources to help answer questions. Additional Information Applicable only to applicants applying to a position in any location with pay disclosure requirements under state or local law: The compensation range described below is the range of possible base pay compensation that the Company believes in good faith it will pay for this role at the time of this posting based on the job grade for this position. Individual compensation paid within this range will depend on many factors including geographic location, and we may ultimately pay more or less than the posted range. This range may be modified in the future. We offer a comprehensive package of benefits including paid time off (vacation, holidays, sick), medical/dental/vision insurance and 401(k) to eligible employees. This job is eligible to participate in our short-term incentive programs. Note: No amount of pay is considered to be wages or compensation until such amount is earned, vested, and determinable. The amount and availability of any bonus, commission, incentive, benefits, or any other form of compensation and benefits that are allocable to a particular employee remains in the Company's sole and absolute discretion unless and until paid and may be modified at the Company’s sole and absolute discretion, consistent with applicable law. AbbVie is an equal opportunity employer and is committed to operating with integrity, driving innovation, transforming lives and serving our community. Equal Opportunity Employer/Veterans/Disabled. US & Puerto Rico only - to learn more, visit US & Puerto Rico applicants seeking a reasonable accommodation, click here to learn more: #J-18808-Ljbffr