Account Specialist, AI - Austin / Fort Worth, TX

Role Summary

The Account Specialist is a field-based role (located in Austin / Fort Worth, TX) responsible for maximizing opportunities for the product portfolio in a single geography. You will develop and maintain strategic business relationships with Hospitals, IDNs, 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 requires 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, creating awareness of product solutions and addressing gaps in therapeutic areas to achieve sales goals.
• 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 product portfolio usage.
• Demonstrates strong understanding and ability to solve product and patient flow issues through Specialty Pharmacy, Specialty Distribution, and Buy and Bill channels. Coordinates and mobilizes key stakeholders across multiple departments with competing goals to align individuals 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 and initiatives. Builds and maintains relationships across accounts to expand patient access and physician usage.
• Operates effectively in a complex, matrixed, account-based selling environment requiring collaboration across functions. Partners with in-field and in-house teams to design and adapt approaches and tactics.
• Creates, develops, executes, and monitors strategic geography business plans. Determines appropriate department, channel, and HCP focus by account to deliver sales objectives; aligns resources and adjusts tactics as needed.
• Sources, interprets, and utilizes account data to develop and maintain account profiles and relationship maps, maximizing call continuity and communication. Targets key stakeholders and decision makers within each hospital/institution/outpatient setting to expand physician usage and customer base.
• Attends and participates in local boards, societies, conventions, and other HCP meetings when appropriate. Represents AbbVie and assigned products, builds new/existing relationships, and channels information to internal partners; all communications in these forums are on-label.
• Completes AbbVie required training and adheres to company policies and procedures. Meets HCIR credentialing requirements to gain entry into facilities and organizations in the assigned territory (background checks, drug screens, immunization proof, etc.).
• Collaborates across multiple departments within healthcare institutions and with cross-functional partners to develop processes within the account base and work with Medical Science Liaisons to develop compliant communication strategies.

Qualifications

• Bachelor’s degree in health, sciences, pharmacy, or business-related field preferred or relevant/equivalent industry experience required. If no bachelor’s degree, at least five years of relevant industry experience with three or more years in the pharmaceutical/health/science industry preferred; high school diploma/GED required.
• Account-based selling experience (Hospitals, Wound Care Centers, Infusion Centers) and experience building advocacy in hospitals, with or without a formulary win, for acute products. Experience navigating matrix environments within IDNs, Academic Institutions, Hospitals, and Outpatient accounts.
• Knowledge of formulary approval process and driving approvals. Experience with Buy and Bill and specialty pharmacy products preferred.
• Documented history of strong sales performance and top-tier results in a challenging market; ability to communicate complex products clearly; strong teamwork as well as individual contributor success in a collaborative environment.
• Strong business acumen with accountability for sales geography, ability to multitask, solve problems, and influence without authority. Curiosity to continually expand knowledge and the ability to prioritize and manage multiple accounts; data-driven with ability to define strategies that drive results.
• Strong planning and organization skills; excellent presentation and facilitation abilities; quick learner of procedural, technical, and clinical information; ability to articulate complex scientific information to diverse audiences; strong problem-resolution skills.
• Influences others and is seen as a credible, collaborative partner; builds cross-functional relationships and leads by example in changing environments; capable of fully covering the assigned geography.
• HCIR credentialing requirements must be satisfied to gain entry into facilities and organizations in the assigned territory; must remain in good standing or be eligible to obtain credentials.
• HCIR requirements may include background checks, drug screens, immunization proof, fingerprinting, and state/city licenses; you are responsible for maintaining these credentials with AbbVie providing resources as needed.

Skills

• Strong business acumen and analytical ability to interpret diverse data sets and develop account/program strategies.
• Effective communication of complex information to a variety of audiences; strong presentation and facilitation skills.
• Relationship-building and cross-functional collaboration; strategic thinking and problem-solving.
• Ability to operate in a matrixed organization and manage multiple priorities with attention to compliance and regulatory requirements.

Education

• Bachelor’s degree in health, sciences, pharmacy or business-related field preferred; or relevant and equivalent industry experience.
• High school diploma/GED required.

Additional Requirements

• Must satisfy all applicable health care industry representative (HCIR) credentialing requirements to gain entry into facilities and organizations in the assigned territory; must be in good standing or eligible to obtain these credentials.
• HCIR credentialing requirements may include background checks, drug screens, immunization proof, fingerprinting, and state or city licenses; you are responsible for ensuring you satisfy all HCIR requirements; AbbVie provides resources to assist.