Senior Account Specialist, AI

Role Summary

The Account Specialist is responsible for maximizing opportunities for the product portfolio in a single geographic area. This field-based role involves developing and maintaining strategic business relationships across Hospitals, IDNs, Academic Institutions, Outpatient Accounts, Long Term Care Facilities, Government Accounts, and Specialty Private Practice. The position focuses on increasing patient access to portfolio products, expanding current business, and achieving geography sales goals through a collaborative, solution-oriented approach.

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 benefits and risks of the product portfolio to drive awareness and address gaps in therapeutic areas, resulting in sales goals.
• Develops professional relationships and differentiates the portfolio’s value proposition at all levels within accounts and departments to further product usage.
• Understands 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.
• Gleans customer insights, builds market intelligence, and supports development of compliant and innovative programs; maintains relationships across accounts to create opportunities for patients, physicians, and HCPs.
• Operates effectively in a complex, matrixed, account-based selling environment; partners with in-field and in-house teams to design and adapt approaches and tactics.
• Creates, develops, executes, and monitors strategic geography business plans; assigns resources to tactics and adjusts as needed to meet sales objectives.
• Uses account data to develop profiles and relationship maps; targets key stakeholders and decision makers to expand physician usage and the customer base.
• Attends local boards, societies, conventions, and other HCP meetings; represents AbbVie and assigned products; communicates developments to internal partners; communications are on-label.
• Completes required training and complies with company policies and HCIR credentialing requirements to gain access to facilities and organizations within the territory.
• Collaborates across departments to develop processes within accounts and works with Medical Science Liaisons to craft compliant communication strategies.

Qualifications

• Bachelor’s degree in health, sciences, pharmacy, or business-related field preferred, or equivalent industry experience; five years of relevant experience required if no bachelor’s degree, with at least three years in the pharmaceutical/health/science industry preferred. High school diploma/GED required.
• Account-based selling experience in Hospitals, Wound Care Centers, or Infusion Centers; proven ability to navigate matrix environments with complex customers such as IDNs, Academic Institutions, Hospitals, and Outpatient accounts.
• Knowledge of formulary approval processes and driving approvals; experience with Buy and Bill and specialty pharmacy products preferred.
• Proven sales performance and ability to communicate complex products simply; strong team-player mentality with a track record as an individual contributor in a collaborative environment.
• Strong business acumen, accountability for sales geography, multitasking ability, and data-driven account/program strategy development.
• Excellent planning, organization, presentation, and facilitation skills; ability to learn procedural, technical, and clinical information quickly and present complex scientific information to diverse audiences.
• Influential, credible, and collaborative; builds cross-functional partnerships and demonstrates positive leadership in changing environments.
• Ability to fully cover the assigned geography and achieve HCIR credentialing requirements to access facilities and organizations in the territory.
• Compliance with HCIR credentialing requirements, including potential background checks, drug screens, immunization proof, fingerprinting, and state/city-specific licenses; responsibility to satisfy all credentialing requirements.