Account Specialist, AI - Covina, CA

Role Summary

The Account Specialist is responsible for maximizing opportunities for the product portfolio in a single-layer geography. This role involves developing and maintaining strategic business relationships with Hospitals, IDNs, Academic Institutions, Outpatient Accounts, Long Term Care Facilities, Government Accounts, and Specialty Private Practice. The focus is on increasing patient access to portfolio products, expanding current business, maximizing resource utilization, and driving sales to meet geographic goals through a collaborative, solution-oriented 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, creating awareness of product solutions and addressing 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.
• Uses opportunities to understand and address customer needs. Builds relationships that provide market intelligence and support development of compliant and innovative programs. Builds and maintains relationships across accounts to benefit patients, physicians, and other HCPs within the geography.
• Navigate complex, matrixed account environments and collaborate with AbbVie in-field and in-house teams to identify, design, and adapt approaches and tactics.
• Creates, develops, executes, and monitors strategic geography business plans. Determines department, channel, and HCP focus 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. Targets key stakeholders within each hospital/institution/outpatient setting to expand physician usage and customer base.
• Attend and participate in local boards, societies, conventions, and other HCP meetings when appropriate. Represent AbbVie and assigned products at venues, build relationships, and channel key information to internal partners. All communications in these forums are on-label.
• Complete all AbbVie required training and adhere to company policies and procedures. Meet HCIR credentialing requirements to gain entry into facilities and organizations within the assigned territory (may include background checks, drug screens, and proof of immunization/vaccination).
• Collaborate across multiple departments within healthcare institutions and across organizations. Work with cross-functional partners to develop processes within the account base and with Medical Science Liaisons to develop compliant communication strategies.

Qualifications

• This role is field-based; candidates should live within a reasonable distance from the primary city. Talent will be hired at a level commensurate with experience.
• Bachelor’s degree in health, sciences, pharmacy, or business-related field preferred or relevant equivalently; with at least five (5) years of industry experience if no bachelor’s degree, including three (3) years in pharmaceutical/health/science industries preferred; high school diploma/GED required.
• Account-based selling experience (Hospitals, Wound Care Centers, or Infusion Centers) and experience building advocacy in hospitals, with or without a formulary win, for acute products. Experience navigating matrix environments within complex accounts.
• Knowledge of formulary approval processes and driving formulary approvals. Experience with Buy and Bill and specialty pharmacy products preferred.
• Documented history of strong sales performance and top-tier results in challenging markets. Ability to communicate complex products and processes clearly and to work effectively as part of a team and as an individual contributor.
• Strong business acumen with accountability for sales geography, multitasking ability, problem-solving, and influence without authority. Desire to continuously enhance knowledge and effectively prioritize and manage multiple accounts.
• Strong planning and organization, presentation and facilitation skills. Ability to learn procedural, technical, and clinical information quickly and to present complex scientific information to varied audiences. Strong problem-resolution skills.
• Ability to influence others and be seen as a credible, respected resource among peers. Build collaborative partnerships across cross-functional teams and demonstrate positive behavior under change.
• Must satisfy all HCIR credentialing requirements to gain and maintain entry into facilities and organizations in the assigned territory and be in good standing or eligible to obtain credentials.
• HCIR requirements may include background checks, drug screens, immunization proofs, fingerprinting, and state/city-specific licenses. You are responsible for satisfying all HCIR requirements and any associated liability for not doing so.

Education

• Bachelor’s degree in health, sciences, pharmacy or business-related field preferred or equivalent industry experience required. In lieu of a bachelor’s degree, at least five (5) years of industry experience with three (3) years in pharmaceutical/health/science industry preferred and a high school diploma/GED required.