Specialty Representative, Gastroenterology – Fort Wayne, IN

Role Summary

Field-based Specialty Representative, Gastroenterology responsible for Fort Wayne, IN and surrounding areas. Executes brand strategy and tactics in the field, manages assigned territory and targeted accounts, builds strong customer relationships, and focuses on customer needs to maximize short- and long-term sales performance while operating within AbbVie's code of conduct, policies, and applicable laws.

Responsibilities

• Deliver sales performance, brand KPIs, financial targets, marketing objectives, etc. to meet or exceed those 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 aspire to serve customer needs, customer expectations and challenges 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 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 to maximize brand performance.

Qualifications

• Required: Bachelor’s degree in health, sciences, pharmacy or business-related field preferred or relevant and equivalent industry experience required
• Required: Relevant and equivalent industry experience in lieu of a bachelor’s degree is at least five (5) years with three (3) or more years in the pharmaceutical/health/science industry preferred and a high school diploma/GED required
• Required: Proven track record in selling and solid presentation skills; ability to adapt selling approach to customer style/behavior; provide innovative ideas to maximize opportunities
• Required: Influences others, is credible and respected among peers, builds collaborative partnerships, leads by example
• Required: Documented leadership/success in roles with increased responsibility at district/region levels; uses findings to develop sales strategies
• Preferred: Proven track record in sales performance within therapeutic areas; experience in physician/account-based selling, training, managed health care or marketing
• Preferred: English proficiency verbally and in writing (for non-English speaking countries)
• Required: Satisfy all applicable HCIR credentialing requirements to gain entry into facilities/organizations in the assigned territory; in good standing or eligible to obtain credentials
• Required: Valid driver’s license and ability to pass pre-employment drug screening; comfortable driving a personal or company vehicle
• Required: Demonstrates in-depth scientific, therapeutic, product, and competitive knowledge; strong business acumen and ability to operate in a matrix environment

Education

• Bachelor’s degree in health, sciences, pharmacy or business-related field preferred or equivalent industry experience required

Additional Requirements

• Driving a personal auto or company car; valid driver’s license
• Ability to pass pre-employment drug screening and meet safe driving requirements
• HCIR credentialing requirements to access facilities and organizations in the assigned territory