Specialty Representative, Dermatology - Richmond, VA

Role Summary

Specialty Representative, Dermatology - Richmond, VA. This field-based role covers Richmond and surrounding areas. You will execute brand strategy and tactics in the field, manage the assigned territory and targeted accounts, and build strong customer relationships to maximize short- and long-term sales while adhering to AbbVie’s code of conduct and all applicable laws and regulations. Your work centers on putting the patient at the center of efforts and solving customer needs through effective field-based sales activities.

Responsibilities

• Deliver sales performance, brand KPIs, financial targets, marketing objectives, etc. in order to meet or exceed on those objectives.
• Create pre-call plan using SMART objectives and execute post-call evaluation in order to continuously improve sales performance. Effectively handle objections, misunderstandings, concerns and consistently gain logical and reasonable calls to action in order to close on every sales call.
• Proactively and continuously aspire to serve customer needs, customer expectations and challenges in order to build trusted customer relationships and to 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 in order to maximize access and sales opportunities.
• Continuously build understanding on 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

• Required: Relevant and equivalent industry experience required in lieu of a bachelor’s degree is at least five (5) years of experience with three (3) or more years of experience within the pharmaceutical/health/science industry preferred and a high school diploma/GED required.
• Preferred: Bachelor’s degree in health, sciences, pharmacy or business-related field.
• Required: Demonstrates in-depth scientific, therapeutic, product, and competitive knowledge and is recognized as an expert resource by all relevant 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 to address challenges.
• Required: Proven track record of success in selling and solid presentation skills. Proactively identifies customer style / behavior and adapts quickly all aspects of selling approach. Provides impact with ideas for the larger organization and anticipates and responds to changes.
• Required: Influences others and is viewed as a credible and respected role model and resource among peers. Builds collaborative partnership with district colleagues and matrix team, etc. Leads by example; consistently displays positive behaviors and peer coaching through changing and challenging environments.
• Required: Documented success in leadership and support role of increased responsibility at the district, region and/or organizational levels. Understands and leverages findings to develop sales strategies.
• Preferred: Proven track record of success in sales performance within respective therapeutic areas. Commercial pharmaceutical industry experiences such as physician/account based selling, training, managed health care or marketing preferred. English language proficiency verbally and in writing (for all non-English speaking countries).
• Required: HCIR credentialing requirements to gain entry into facilities and organizations in the assigned territory; must be in good standing or eligible to obtain credentials.
• Required: Background checks, drug screens, proof of immunization/vaccination, fingerprinting and specific licenses required by state or city; you are responsible for satisfying all HCIR credentialing requirements.
• Required: Valid driver’s license and ability to pass a pre-employment drug screening test and meet safe driving requirements.

Skills

• Strong business acumen; strategic and critical thinking; proficient with business tools.
• Proven sales and presentation skills; ability to identify customer style/behavior and adapt selling approach.
• Ability to influence others and build collaborative partnerships across districts and matrix teams; leads by example and coaches peers.
• Experience using market intelligence to develop and adjust sales strategies and plans.