Specialty Representative, Dermatology- Cleveland East, OH

Role Summary

This field-based dermatology specialty representative role covers Cleveland East, Mentor, Garfield Heights, Beachwood and surrounding areas. The incumbent will execute brand strategy and tactics, manage territory and targeted accounts, build strong customer relationships, and focus on patient-centered solutions while operating within AbbVie’s code of conduct, policies and applicable laws and regulations.

Responsibilities

• Deliver sales performance, brand KPIs, financial targets, marketing objectives, etc., to meet or exceed objectives.
• Create pre-call plan using SMART objectives and execute post-call evaluation to continuously improve sales performance. Effectively handle objections, misunderstandings, concerns and consistently gain logical and reasonable calls to action to close on every sales call.
• Proactively and continuously serve customer needs, expectations and challenges to build trusted customer relationships and achieve win-win agreements between AbbVie and customers.
• Develop and execute a call plan that achieves set call metrics and optimizes coverage and frequency to key customers to maximize access and sales opportunities.
• Continuously build understanding of customer needs and expectations, territory market landscape, competitors, market segments/dynamics, accounts, disease, product, clinical and sales expertise and share this market intelligence information with in-field team, brand team and sales manager to achieve alignment, to anticipate environmental changes and challenges and to optimize brand strategy and its execution.
• Differentiate AbbVie’s value proposition with health providers assigned and identify, develop and maintain disease state experts and speakers/advocates in order to maximize brand performance.

Qualifications

• Preferred: Bachelor’s degree in health, sciences, pharmacy or business-related field
• Required: Relevant and equivalent industry experience in lieu of a bachelor’s degree is at least five (5) years of experience with three (3) or more years in the pharmaceutical/health/science industry; high school diploma/GED required
• Demonstrates in-depth scientific, therapeutic, product, and competitive knowledge and is recognized as an expert resource by stakeholders. Strong business acumen and proficient use of business tools; possesses strategic and critical thinking capabilities. Operates effectively in a matrix environment. Offers innovative ideas and solutions to maximize business opportunities.
• Proven track record of success in selling and solid presentation skills. Proactively identifies customer style/behavior and adapts quickly; provides impact with ideas for the organization and responds to changes.
• Influences others and is viewed as a credible and respected role model and resource among peers. Builds collaborative partnerships and leads by example in changing and challenging environments.
• Documented success in leadership and support roles with increased responsibility at district, region and/or organizational levels. Uses findings to develop sales strategies.
• Preferred: Proven track record of success in sales performance within respective therapeutic areas; experience in physician/account based selling, training, managed health care or marketing preferred. English language proficiency verbally and in writing (for all non-English speaking countries).

Skills

• Strong scientific, therapeutic, product and competitive knowledge; recognized as an expert resource by stakeholders.
• Solid selling and presentation skills; ability to identify customer style/behavior and adapt selling approach.
• Ability to analyze territory dynamics and market landscape and share insights with cross-functional teams.
• Ability to operate effectively in a matrix environment and influence others; build collaborative partnerships.

Additional Requirements

• Essential: Must satisfy all applicable health care industry representative (HCIR) credentialing requirements to gain entry into facilities and organizations in the assigned territory; in good standing and/or eligible to obtain these credentials.
• HCIR credentialing requirements may include background checks, drug screens, proof of immunization/vaccination, fingerprinting and state or city licenses; you are responsible for meeting these requirements. AbbVie provides resources to help answer questions.