Specialty Representative, Dermatology - Fresno, CA

Role Summary

Field-based Specialty Representative, Dermatology, serving the Fresno, CA area with coverage across Fresno, Modesto, Merced, Visalia, Bakersfield, Santa Maria and surrounding areas. Candidates should live within a reasonable distance from the primary city; talent will be hired at a level commensurate with experience. This geography covers: Fresno, Modesto, Merced, Visalia, Bakersfield, Santa Maria and the surrounding areas. You will execute brand strategy and tactics, drive sales performance, manage the assigned territory and targeted accounts, and build strong customer relationships with a patient-centered approach while adhering to AbbVie’s code of conduct and all applicable laws and regulations.

Responsibilities

• Deliver sales performance, brand KPIs, financial targets, and marketing objectives to meet or exceed those targets.
• Create pre-call plans using SMART objectives and execute post-call evaluations to continuously improve sales performance; effectively handle objections and close on calls.
• Proactively serve customer needs and challenges to build trusted 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, territory landscape, competitors, market segments/dynamics, accounts, disease, product, clinical and sales expertise; share market intelligence with in-field team, brand team and sales manager to align and optimize brand strategy and its execution.
• Differentiate AbbVie’s value proposition with health providers; identify, develop and maintain disease state experts and speakers/advocates to maximize brand performance.

Qualifications

• Bachelor’s degree in health, sciences, pharmacy or business-related field preferred or relevant and equivalent industry experience required
• In lieu of a bachelor’s degree, at least five (5) years of experience with three (3) or more years of experience within the pharmaceutical/health/science industry preferred; high school diploma/GED required
• Demonstrates in-depth scientific, therapeutic, product, and competitive knowledge; strong business acumen; proficient use of business tools; strategic and critical thinking capabilities; operates effectively in a matrix environment; offers innovative ideas to maximize opportunities
• Proven track record of success in selling; solid presentation skills; proactively identifies customer style/behavior and adapts quickly; provides impact with ideas and anticipates and responds to changes
• Influences others; credible and respected role model; builds collaborative partnerships with district colleagues and matrix team; leads by example and coaches peers
• Documented leadership and support roles with increased responsibility at district, region and/or organizational levels; understands and leverages findings to develop sales strategies
• Preferred: Proven track record of success in sales within respective therapeutic areas; pharmaceutical industry experiences such as physician/account-based selling, training, managed health care or marketing preferred; English language proficiency verbally and in writing
• Essential: Must satisfy all applicable health care industry representative (HCIR) credentialing requirements to gain and maintain entry into facilities and organizations in the assigned territory; in good standing and/or eligible to obtain these credentials
• HCIR credentialing may include background checks, drug screens, proof of immunization/vaccination, fingerprinting and specific licenses required by state or city; candidate is responsible for satisfying these requirements and associated liabilities; AbbVie provides resources to assist with questions

Skills

• Strong business acumen and proficient use of business tools
• Strategic and critical thinking capabilities
• Proven selling and solid presentation skills
• Ability to identify customer style/behavior and adapt selling approach
• Ability to build trusted relationships and achieve win-win outcomes
• Ability to influence others; credible and respected resource; strong collaboration and coaching
• Experience leading and developing sales strategies in district/region roles
• English language proficiency (verbal and written)