Specialty Representative, Anti Infectives – Flint

Role Summary

The Specialty Representative, Anti-Infectives – Flint is field-based and responsible for maximizing opportunities for the anti-infectives portfolio within a defined Michigan geographic area. The role involves developing and maintaining strategic relationships with hospitals, IDNs, academic institutions, outpatient accounts, long-term care, government accounts, and specialty private practices to increase patient access, expand business, and meet sales objectives. The position requires collaboration across cross-functional teams 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, create awareness of solutions, address gaps in therapeutic areas, and achieve sales goals.
• Develops professional relationships and differentiates the Anti-Infective portfolio’s value proposition at all levels within accounts to further usage 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. Coordinates and mobilizes key stakeholders across multiple departments with competing goals to align on patient-focused solutions.
• Ability to achieve success in a complex, matrixed, account-based selling environment and collaborate with in-field and in-house teams to design and adapt approaches and tactics.
• Creates, develops, executes, and monitors strategic geography business plans. Determines appropriate department, channel, and HCP focus by account to deliver on sales objectives; aligns resources and adjusts as needed.
• Sources and interprets key data by account to develop and maintain working account profiles and relationship maps for territory accounts to maximize call continuum and communication. Targets key stakeholders and decision-makers within each hospital/institution/outpatient setting 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 at venues, builds relationships, and channels key information to internal partners. All communications in these forums are on-label.
• Completes all required training and adheres to company policies and procedures. Meets HCIR credentialing requirements to gain entry into facilities and organizations in the assigned territory; credentialing requirements may include background checks, drug screens, and immunization proof.
• Collaborates across multiple departments within healthcare institutions and across organizations. Works with cross-functional partners to develop processes within the account base and with Medical Science Liaisons to develop compliant communication strategies.

Qualifications

• Bachelor’s degree in health, sciences, pharmacy or business-related field preferred, or equivalent industry experience; high school diploma/GED required. In lieu of a bachelor’s degree, at least five years of relevant industry experience with three or more years in pharmaceutical/health/science industry preferred.
• Account-based selling experience (Hospitals, Wound Care Centers, Infusion Centers) and experience building advocacy in hospitals, with or without formulary wins, for acute products. Experience navigating matrix environments within complex accounts (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 and processes clearly. Strong team player with history of contributing in collaborative environments.
• Strong business acumen with accountability for a sales geography, ability to multitask, solve problems, and influence without authority. Desire to continually expand knowledge and effectively prioritize multiple accounts.
• Strong planning, organization, presentation, and facilitation skills. Ability to learn procedural, technical, and clinical information quickly and present complex scientific information to diverse audiences. Strong problem-resolution skills.
• Influences others and is seen as a credible, collaborative partner. Ability to fully cover the assigned geography.
• Must satisfy all HCIR credentialing requirements to gain entry into facilities and organizations in the assigned territory and remain in good standing or eligible for credentials.

Education

• Bachelor’s degree in health, sciences, pharmacy, or business-related field preferred; or equivalent industry experience. High school diploma/GED required.

Additional Requirements

• Essential HCIR credentialing requirements to gain and maintain entry into facilities and organizations in the assigned territory; compliance with background checks, drug screens, immunization proof, fingerprinting, and state/city-specific licenses as required.
• Must be in good standing or eligible to obtain required credentials; responsible for ensuring satisfaction of all HCIR credentialing requirements.