Specialty Representative, Anti Infectives – Lansing

Role Summary

The Account Specialist is responsible for maximizing opportunities for the product portfolio in a defined geography. This role develops and maintains strategic business relationships with a wide spectrum of customers, including hospitals, IDNs, academic institutions, outpatient accounts, long term care facilities, government accounts, and specialty private practice. The goal is to increase patient access to portfolio products, expand current business, optimize resource utilization, and achieve geography sales goals through a solution-oriented and collaborative approach.

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 of the product portfolio to create awareness and address gaps in therapeutic areas, resulting in sales goal achievement.
• Develops professional relationships and differentiates the Anti-Infective portfolio’s value proposition at all levels within accounts to further usage of the portfolio.
• Problem solves product and patient flow through Specialty Pharmacy, Specialty Distribution, and Buy and Bill channels; coordinates and mobilizes key stakeholders across multiple departments to align on patient-focused solutions.
• Works in a complex, matrixed, account-based selling environment, collaborating with in-field and in-house teams to design and adapt approaches and tactics.
• Creates, develops, executes, and monitors strategic geography business plans; determines department, channel, and HCP focus by account to deliver sales objectives and allocates resources as needed.
• Sources and interprets key data by account to develop working account profiles and relationship maps; targets 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; represents AbbVie and assigned products and communicates updates to internal partners while ensuring on-label communications.
• Completes required training and adheres to company policies and procedures; meets credentialing requirements to gain entry into facilities and organizations within the territory (HCIR credentialing, background checks, drug screens, immunization/vaccination proof, etc.).
• Collaborates across departments within healthcare institutions and across organizations; works with cross-functional partners and Medical Science Liaisons to develop compliant communication strategies.

Qualifications

• Required: High school diploma/GED; Preferred: Bachelor’s degree in health, sciences, pharmacy, or business-related field; relevant equivalent industry experience may be substituted for a degree (at least five years of experience with three or more in pharmaceutical/health/science industry preferred).
• Account-based selling experience (Hospitals, Wound Care Centers, or Infusion Centers) and experience building advocacy in hospitals; ability to navigate matrix environments with complex customers such as IDNs, academic institutions, hospitals, outpatient accounts, etc.
• Knowledge of formulary approval processes and driving formulary approvals; experience with Buy and Bill and specialty pharmacy products is preferred.
• Documented history of strong sales performance; proven advanced sales skills; ability to communicate complex products simply; strong teamwork and ability to work as an individual contributor within a collaborative environment.
• Strong business acumen with accountability for sales geography; ability to multitask, prioritize, analyze data, and define account/program strategies.
• 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 viewed as a credible, collaborative partner; capable of leading by example and covering the assigned geography.
• Essential HCIR credentialing requirements to gain and maintain entry into facilities within the territory; must be in good standing or eligible to obtain these credentials (may include background checks, drug screens, fingerprinting, immunizations, and state/city licenses).