Account Specialist, AI

Role Summary

The Account Specialist is field-based and should live within a reasonable distance from the primary city. This role is responsible for maximizing opportunities for the product portfolio within a single geographic area, developing and maintaining strategic relationships with Hospitals, IDNs, Academic Institutions, Outpatient Accounts, Long Term Care Facilities, Government Accounts, and Specialty Private Practice to increase patient access to portfolio products, expand current business, and achieve geography sales goals through a 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 highlight the benefits and risks of the product portfolio to create awareness 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 to further the use of the product portfolio.
• Solves product and patient flow issues through Specialty Pharmacy, Specialty Distribution, and Buy and Bill channels; coordinates and mobilizes key stakeholders across departments to align on patient-focused solutions.
• Uses opportunities to understand and address customer needs; builds relationships that provide market intelligence and support development of compliant and innovative programs; maintains relationships across accounts to expand patient usage and customer base.
• Operates effectively in a complex, matrixed, account-based selling environment; consistently partners with in-field and in-house teams to identify and adapt approaches and tactics.
• Creates, develops, executes, and monitors strategic geography business plans; determines department, channel, and HCP focus by account to deliver sales objectives; aligns resources and adjusts as needed.
• Sources and interprets data by account to develop account profiles and relationship maps; targets key stakeholders and decision-makers to expand physician usage and the customer base.
• Attends and participates in local boards, societies, conventions, and other HCP meetings when appropriate; represents AbbVie and assigned products, building relationships and communicating developments to internal partners; all communications are on-label.
• Completes required training and adheres to company policies and legal procedures; meets credentialing requirements to gain entry into facilities and organizations; credentialing may include background checks, drug screens, and immunizations.
• Collaborates across multiple departments within healthcare institutions and with cross-functional partners to develop processes within the account base and 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; if no degree, at least five years of relevant experience with three or more years in pharmaceutical/health/science industry preferred and a high school diploma/GED required.
• Account-based selling experience with Hospitals, Wound Care Centers, or Infusion Centers; experience building advocacy in hospitals and navigating matrix environments with complex customers such as IDNs, Academic Institutions, Hospitals, and Outpatient accounts.
• Knowledge of formulary approval processes and driving approvals; experience with Buy and Bill and specialty pharmacy products preferred.
• Strong sales performance history, ability to communicate complex products clearly, teamwork and individual contributor experience in a collaborative environment.
• Strong business acumen, accountability for sales geography, multitasking, problem solving, and ability to analyze data to define account/program strategies.
• Strong planning, organization, presentation, and facilitation skills; ability to learn procedural, technical, and clinical information quickly; ability to present complex scientific information to diverse audiences; strong problem resolution skills.
• Influences others, builds collaborative partnerships, and demonstrates positive leadership in changing environments.
• Ability to fully cover the assigned geography.
• Must satisfy all applicable healthcare industry credentialing requirements to gain and maintain entry into facilities and organizations in the assigned territory; in good standing or eligible to obtain these credentials.