Account Specialist, Anti Infectives - St. Louis

Role Summary

The Account Specialist is responsible for maximizing opportunities for the product portfolio in a single 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 to increase patient access, expand business, and achieve geography sales goals. 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 to create awareness of product solutions, address gaps, and achieve sales goals.
• Develops professional relationships and differentiates the Anti-Infective portfolio’s value proposition at all levels within accounts to further product usage.
• Problem solves product and patient flow through Specialty Pharmacy, Specialty Distribution, and Buy and Bill channels; coordinates and mobilizes key stakeholders across departments to align patient-focused solutions.
• Collaborates with in-field and in-house teams to identify, design, and adapt approaches and tactics in a complex, matrixed, account-based selling environment.
• Creates, develops, executes, and monitors strategic geography business plans; determines appropriate department, channel, and HCP focus by account to deliver sales objectives; aligns resources accordingly.
• Uses data to develop and maintain account profiles and relationship maps, targeting key stakeholders and decision makers 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 relationships, and communicates findings to internal partners in a on-label manner.
• Completes required training and maintains adherence to company policies and credentialing procedures; meets HCIR credentialing requirements to enter facilities and organizations in the assigned territory (includes background checks, drug screens, immunizations, etc.).
• Collaborates across multiple departments and works with cross-functional partners to develop processes within the account base and with Medical Science Liaisons on 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 bachelor’s degree, at least five years of industry experience with three+ years in pharmaceutical/health/science preferred; high school diploma/GED required.
• Account-based selling experience (Hospitals, Wound Care Centers, or Infusion Centers) and experience building advocacy in hospitals, navigating matrix environments within complex accounts such as IDNs, Academic Institutions, Hospitals, and Outpatient centers.
• Knowledge of formulary approval processes and driving formulary approvals; experience with Buy and Bill and specialty pharmacy products is preferred.
• Documented track record of strong sales performance and ability to communicate complex products clearly; strong teamwork and ability to work as an individual contributor within a collaborative environment.
• Strong business acumen, accountability for the sales geography, multitasking ability, and skills to analyze data and 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 varied audiences; strong problem-resolution skills.
• Influences others, builds collaborative partnerships, and demonstrates positive leadership in changing environments; ability to fully cover the assigned geography.
• Essential requirement to satisfy all HCIR credentialing requirements to gain entry into facilities and organizations in the assigned territory; must be in good standing or eligible to obtain credentials.
• HCIR credentialing may include background checks, drug screens, immunization proof, fingerprinting, and state/city-specific licenses. Responsibility to satisfy all HCIR requirements rests with the candidate; AbbVie provides resources as needed.

Additional Requirements

• Role is field-based; candidates should live within a reasonable distance from the primary city. Geography covers St. Louis and the Western portion of Missouri.