Specialty Representative, Anti Infectives – Lansing

Role Summary

The Specialty Representative, Anti Infectives – Lansing is responsible for maximizing opportunities for the product portfolio within a defined geography. The role involves building and maintaining 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 a collaborative, solution-oriented approach. The position requires strong networking, client services, and understanding of institutional and medical practices, and is field-based with the candidate living within a reasonable distance of the primary city.

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 the use of the product 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 individuals on patient-focused solutions.
• Achieves success in a complex, matrixed, account-based selling environment; collaborates with field and in-house teams to identify and adapt approaches and tactics.
• Creates, develops, executes, and monitors strategic geography business plans; determines focus and frequency by account to deliver sales objectives and aligns resources to support tactic execution.
• Uses data to develop working account profiles and relationship maps; 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; represents AbbVie and assigned products, builds relationships, and communicates findings to internal partners; all communications in these forums are on-label.
• Completes AbbVie required training and maintains adherence to policies and credentialing requirements (HCIR), including background checks, drug screens, and immunization proof as applicable.
• Collaborates across departments within healthcare institutions and with cross-functional partners to develop processes within account bases and coordinate with Medical Science Liaisons on compliant communication strategies.

Qualifications

• Bachelor’s degree in health, sciences, pharmacy, or business-related field preferred; or at least five years of relevant industry experience with three or more years in pharmaceutical/health/science industry; high school diploma/GED required.
• Account-based selling experience with Hospitals, Wound Care Centers, or Infusion Centers; 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, ability to communicate complex products clearly, and a collaborative, team-oriented approach.
• Strong business acumen with the ability to manage multiple accounts, analyze data, and define account/program strategies; proactive planning and organization skills; strong presentation and facilitation abilities; quick learner of procedural, technical, and clinical information.
• Influences others and builds collaborative partnerships; capable of leading by example and covering the assigned geography effectively.
• Must satisfy HCIR credentialing requirements to gain entry into facilities and maintain eligibility; ability to comply with background checks, immunization proof, fingerprints, and state/city licenses as required.