Specialty Representative, Gastroenterology - Los Angeles, CA

Role Summary

Field-based specialty sales role for gastroenterology, covering CA and HI regions (CA: Los Angeles, Torrance, West Hollywood, Santa Monica, Long Beach, and surrounding areas; HI: O’ahu). The role executes brand strategy and field tactics, manages the assigned territory and targeted accounts, builds strong customer relationships, and solves customer needs to maximize short- and long-term sales while placing patients at the center and complying with AbbVie’s code of conduct and all applicable laws.

Responsibilities

• Deliver sales performance, brand KPIs, financial targets, and marketing objectives to meet or exceed objectives.
• Create pre-call plans using SMART objectives and perform post-call evaluations to continuously improve sales performance; handle objections; secure action steps to close on calls.
• Proactively serve customer needs and expectations to build trusted relationships and achieve win-win agreements.
• Develop and execute call plans to achieve call metrics and optimize coverage and frequency to key customers to maximize access and sales opportunities.
• Continuously build understanding of customer needs, territory landscape, competitors, market segments, disease states, products, and share market intelligence with in-field team, brand team, and sales management to align and adapt strategy.
• Differentiate AbbVie’s value proposition with health providers 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 or equivalent industry experience; or five years of relevant industry experience with three or more years in the pharmaceutical/health/science industry if no bachelor’s degree; high school diploma/GED required.
• Required: Proven track record of success in selling and strong presentation skills; ability to identify customer style/behavior and adapt selling approaches; provide innovative ideas to maximize opportunities; ability to respond to changes.
• Required: Influences others; credible role model; builds partnerships; leads by example and coaches peers through change.
• Required: Documented leadership and increased responsibility at district, region, or organizational levels; uses findings to develop sales strategies.
• Preferred: Proven track record of success in sales performance within respective therapeutic areas; pharma industry experience in physician/account based selling, training, managed care or marketing; English language proficiency verbally and in writing.
• Required: Satisfy all HCIR credentialing requirements to gain and maintain entry into facilities in the assigned territory; in good standing or eligible to obtain credentials.
• Required: HCIR credentialing may include background checks, drug screens, immunization proof, fingerprinting, and state/city licenses; candidate is responsible for satisfying these requirements; AbbVie provides resources to help answer questions.
• Required: Demonstrates in-depth scientific, therapeutic, product, and competitive knowledge; strong business acumen; proficient use of business tools; strategic and critical thinking; operates in a matrix environment.
• Required: Valid driver’s license; ability to pass pre-employment drug screening and meet safe driving requirements.
• Required: Driving a personal auto or company car/truck, or operating a powered piece of material handling equipment.

Skills

• Excellent communication and presentation skills; ability to tailor the selling approach to individual customer styles.
• Strong business acumen, strategic thinking, and proficiency with business tools; ability to operate in a matrix environment.
• Ability to develop and execute territory plans; strong problem solving and analytical skills; ability to share market intelligence and insights with cross-functional teams.
• Ability to build and maintain relationships with healthcare providers, pharmacists, nurses, and other stakeholders; collaborative team player.

Education

• 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 years of relevant industry experience with three or more years in pharmaceutical/health/science industry; high school diploma/GED required.

Additional Requirements

• Valid driver’s license; ability to pass pre-employment drug screening and meet safe driving requirements.
• Satisfy HCIR credentialing requirements to gain and maintain entry into facilities and organizations within the assigned territory; you must be in good standing or eligible to obtain credentials.
• Credentialing may include background checks, drug screens, immunization/vaccination proof, fingerprinting, and state or city licenses; you are responsible for satisfying these requirements.