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 builds and maintains strategic business 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 collaboration and a solution-oriented approach. The position 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 use of approved data and resources. Delivers on-label presentations to highlight product benefits and risks, addressing gaps in therapeutic areas to achieve sales goals.
• Develops professional relationships and differentiates the Anti-Infective portfolio’s value proposition at all levels within accounts to drive usage.
• Analyzes and solves product and patient flow through Specialty Pharmacy, Specialty Distribution, and Buy and Bill channels; coordinates stakeholders across departments to align on patient-focused solutions.
• Collaborates with in-field and in-house teams to identify, design, and adapt approaches and tactics in a complex, matrixed selling environment.
• Creates and monitors strategic geography business plans, determining appropriate channel focus and frequency by account, and aligning resources to support tactics.
• Uses account data to develop working profiles and relationship maps, targeting 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, representing AbbVie and the assigned products and communicating findings to internal partners.
• Completes all required training and adheres to company policies and healthcare procedures; meets credentialing requirements to gain entry into facilities and organizations in the territory.
• Collaborates across departments within healthcare institutions and with cross-functional partners to develop processes within the account base and coordinate with Medical Science Liaisons for compliant communication strategies.

Qualifications

• Bachelor’s degree in health, sciences, pharmacy, or business-related field preferred or equivalent industry experience required; if no bachelor’s degree, at least five (5) years of relevant industry experience with three (3) or more years in the pharmaceutical/health/science industry; 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; ability to navigate matrix environments with complex customers (IDNs, Academic Institutions, Hospitals, Outpatient 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 ability to communicate complex products simply; proven individual contributor and strong team player in a collaborative environment.
• Strong business acumen and ability to own the sales geography, multitask, prioritize, analyze diverse data, and develop account/program strategies that drive results.
• Strong planning, organization, presentation, and facilitation skills; ability to learn procedural, technical, and clinical information quickly and present complex scientific information to diverse audiences.
• Influences others and builds credible, collaborative partnerships across cross-functional teams; able to fully cover the assigned geography.
• Essential requirement to satisfy health care industry representative (HCIR) credentialing requirements to gain and maintain entry into facilities; must be in good standing or eligible to obtain these credentials.
• HCIR credentialing may include background checks, drug screens, immunizations, fingerprinting, and state/city-specific licenses; you are responsible for ensuring all HCIR requirements are satisfied.

Education

• Bachelor’s degree in health, sciences, pharmacy or business-related field preferred or relevant and equivalent industry experience required; high school diploma/GED required if no bachelor’s degree.

Additional Requirements

• Field-based role; candidates should live within a reasonable distance from the primary city. Geography covered includes St. Louis and the Western portion of Missouri.
• Role may require travel within the territory and compliance with health care industry credentialing and facility access requirements.