Area Account Executive
AbbVie
4 hours ago
On-site
Houston, TX
Sales
Key Responsibilities:
- Act as Geography “Quarterback”: Champion the assigned region, setting direction for market access objectives; oversee regional activities; liaison for top-tier customers to align regional strategy with organizational goals.
- Strategy Execution & Influence Mapping: Develop and implement local market access strategies; create/use influence maps to identify influential access customers (e.g., PBMs, employers, payers, IDNs); evaluate emerging channels/players (e.g., health systems, aggregators, VMFs); tailor engagement plans to optimize access for key brands.
- Contracting & Negotiation: Collaborate with and support Area Access Director in planning and pulling through direct Area customer contracts; ensure alignment with AbbVie Area Market Access (MAx) strategy and goals.
- Ongoing Customer Management & Issue Resolution: Maintain and manage day-to-day customer relationships; identify and resolve issues; ensure timely pull-through of solutions; keep Area Directors informed of critical developments/escalations.
- Cross-Functional Collaboration: Coordinate with internal stakeholders (e.g., Centers of Excellence, Area Directors/Strategists, FRMs, MOSLs, Patient Support Services) to share insights, address challenges, and streamline pull-through.
- Business Growth & Innovation: Identify regional opportunities; recommend initiatives to expand access and deepen customer relationships; stay current on industry trends and competitor activity.
- Performance Accountability: Monitor/report KPIs; use data analytics (e.g., MABI) to assess contract effectiveness and continuously refine performance.
Significant Work Activities:
- Continuous sitting for prolonged periods (more than 2 consecutive hours in an 8-hour day).
- Located within the region; ideally near a large airport.
- Required travel to on-site customer locations within the region.
- Required travel 3–4 times to AbbVie’s Chicago Headquarters.
Qualifications (Required/Strongly Preferred):
- Bachelor’s degree in Business, Life Sciences, or related field.
- 5+ years sales management (District Manager or Regional Manager preferred).
- Account management and/or marketing experience in healthcare or related business.
- 2+ years account management experience in Group Practice/Payor/Institutional environment (strongly preferred).
- Track record operating in a large, complex geography and influencing diverse stakeholders.
- Capability in contract negotiation, stakeholder engagement, and driving commercial results.
- Ability to serve as primary point of contact with strong communication/collaboration/coordination to manage cross-functional teams in a matrixed organization.
Preferred Qualifications:
- Advanced degree (MBA, MPH, etc.).
- In-depth knowledge of regional payer landscapes, healthcare policies, and key customer types (IDNs, VISNs, Employers).
- Proficiency in data analytics and experience using tools/platforms for strategy.
- Positive, solutions-oriented attitude with a track record managing complexity.
Benefits (as stated):
- Paid time off (vacation, holidays, sick), medical/dental/vision insurance, 401(k) (eligible employees).
- Short-term incentive program eligibility.
Compensation disclosure/location (as stated):
- Field-based; candidates should live within a reasonable distance of the primary city (Houston, TX; Albuquerque, NM; Tucson, AZ; Dallas, TX; Austin, TX; Phoenix, AZ; Oklahoma City, OK; Tulsa, OK).
- Act as Geography “Quarterback”: Champion the assigned region, setting direction for market access objectives; oversee regional activities; liaison for top-tier customers to align regional strategy with organizational goals.
- Strategy Execution & Influence Mapping: Develop and implement local market access strategies; create/use influence maps to identify influential access customers (e.g., PBMs, employers, payers, IDNs); evaluate emerging channels/players (e.g., health systems, aggregators, VMFs); tailor engagement plans to optimize access for key brands.
- Contracting & Negotiation: Collaborate with and support Area Access Director in planning and pulling through direct Area customer contracts; ensure alignment with AbbVie Area Market Access (MAx) strategy and goals.
- Ongoing Customer Management & Issue Resolution: Maintain and manage day-to-day customer relationships; identify and resolve issues; ensure timely pull-through of solutions; keep Area Directors informed of critical developments/escalations.
- Cross-Functional Collaboration: Coordinate with internal stakeholders (e.g., Centers of Excellence, Area Directors/Strategists, FRMs, MOSLs, Patient Support Services) to share insights, address challenges, and streamline pull-through.
- Business Growth & Innovation: Identify regional opportunities; recommend initiatives to expand access and deepen customer relationships; stay current on industry trends and competitor activity.
- Performance Accountability: Monitor/report KPIs; use data analytics (e.g., MABI) to assess contract effectiveness and continuously refine performance.
Significant Work Activities:
- Continuous sitting for prolonged periods (more than 2 consecutive hours in an 8-hour day).
- Located within the region; ideally near a large airport.
- Required travel to on-site customer locations within the region.
- Required travel 3–4 times to AbbVie’s Chicago Headquarters.
Qualifications (Required/Strongly Preferred):
- Bachelor’s degree in Business, Life Sciences, or related field.
- 5+ years sales management (District Manager or Regional Manager preferred).
- Account management and/or marketing experience in healthcare or related business.
- 2+ years account management experience in Group Practice/Payor/Institutional environment (strongly preferred).
- Track record operating in a large, complex geography and influencing diverse stakeholders.
- Capability in contract negotiation, stakeholder engagement, and driving commercial results.
- Ability to serve as primary point of contact with strong communication/collaboration/coordination to manage cross-functional teams in a matrixed organization.
Preferred Qualifications:
- Advanced degree (MBA, MPH, etc.).
- In-depth knowledge of regional payer landscapes, healthcare policies, and key customer types (IDNs, VISNs, Employers).
- Proficiency in data analytics and experience using tools/platforms for strategy.
- Positive, solutions-oriented attitude with a track record managing complexity.
Benefits (as stated):
- Paid time off (vacation, holidays, sick), medical/dental/vision insurance, 401(k) (eligible employees).
- Short-term incentive program eligibility.
Compensation disclosure/location (as stated):
- Field-based; candidates should live within a reasonable distance of the primary city (Houston, TX; Albuquerque, NM; Tucson, AZ; Dallas, TX; Austin, TX; Phoenix, AZ; Oklahoma City, OK; Tulsa, OK).