Specialty Representative, Gastroenterology - Worcester, MA

Role Summary

Field-based Specialty Representative, Gastroenterology, covering Worcester, MA (territory includes Worcester, Cambridge, Fitchburg, Manchester, NH, Concord, NH, Keene, NH). Responsible for executing brand strategy and tactics, driving sales performance, managing the assigned territory and targeted accounts, and building trusted customer relationships to solve customer needs with the patient at the center while adhering to AbbVie policies and all applicable laws. This role requires living within a reasonable distance from the primary city and frequent territory travel.

Responsibilities

• Deliver sales performance, brand KPIs, financial targets, and marketing objectives to meet or exceed defined goals.
• Create pre-call plans using SMART objectives and perform post-call evaluations to continuously improve sales performance; effectively handle objections and close on calls.
• Proactively serve customer needs and expectations 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 market landscape, competitors, market segments and dynamics, accounts, disease state, product, clinical and sales expertise; share market intelligence with in-field and brand teams to align and optimize 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: High school diploma/GED; at least five years of relevant industry experience, including three or more years in the pharmaceutical/health/science industry.
• Preferred: Bachelor’s degree in health, sciences, pharmacy or business-related field.
• Required: Demonstrates in-depth scientific, therapeutic, product, and competitive knowledge; strong business acumen; ability to operate effectively in a matrix environment; offers innovative ideas to maximize opportunities.
• Required: Proven track record of selling success; strong presentation skills; ability to adapt to customer style and respond to changes; provides impactful ideas for the larger organization.
• Required: Influences others; credible, respected resource; builds partnerships; leads by example and coaches peers through changing environments.
• Required: Documented leadership and increased responsibility at district, region and/or organizational levels; uses findings to develop sales strategies.
• Preferred: Proven sales performance in the relevant therapeutic areas; experience in physician/account-based selling, training, managed health care or marketing.
• Preferred: English language proficiency (verbal and written).
• Required: Satisfy HCIR credentialing requirements to gain/maintain entry into facilities and organizations in the assigned territory; in good standing or eligible to obtain credentials.
• Required: HCIR credentialing may include background checks, drug screens, immunizations, fingerprinting, and state/city licenses; responsible for obtaining and maintaining these credentials.
• Required: Valid driver’s license; ability to pass pre-employment drug screening and meet safe driving requirements.
• Required: Ability to drive a personal auto or company car or use powered equipment.

Education

• Bachelor’s degree in health, sciences, pharmacy or business-related field preferred; or relevant equivalent industry experience; high school diploma/GED required.

Additional Requirements

• Travel within the territory as needed for business purposes.
• HCIR credentialing compliance as described above; ensure credentials are maintained in good standing.