Specialty Representative, GIC - Las Vegas, NV

Role Summary

Execute brand strategy and tactics in field, sales performance, effectively manage assigned territory and targeted accounts, build strong customer relationships and customer needs solving capability to maximize short and long term sales performance placing the patient into the center of any efforts and operating within AbbVie’s business code of conduct, policies and all applicable laws and regulations.

Responsibilities

• Deliver sales performance, brand KPIs, financial targets, marketing objectives, etc. to meet or exceed on those objectives.
• Create pre-call plan 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: High school diploma/GED; additional five (5) years of industry experience in lieu of a bachelor’s degree, with three (3) or more years in the pharmaceutical/health/science industry preferred.
• Preferred: Bachelor’s degree in health, sciences, pharmacy or business-related field; or equivalent industry experience.
• Proactively identifies customer style/behavior and quickly adapts to all aspects of selling approach. Understands and leverages findings to develop sales strategies.
• Operates effectively in a matrix environment. Offers innovative ideas and solutions to maximize business opportunities to address challenges. Provides impact with ideas for the larger organization and anticipates and responds to changes.
• 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. 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.
• Leads by example; consistently displays positive behaviors and peer coaching through changing and challenging environments. Documented success in leadership and support role of increased responsibility at the district, region and/or organizational levels.
• Preferred: Proven track record of success in sales performance within respective therapeutic areas. English language proficiency verbally and in writing.
• An essential requirement is to satisfy all applicable health care industry representative (HCIR) credentialing requirements to gain and maintain entry into facilities and organizations in the assigned territory.
• HCIR credentialing requirements may include background checks, drug screens, immunization/vaccination proof, fingerprinting and state/city licenses. Responsible for satisfying all HCIR requirements; AbbVie provides resources to assist.

Skills

• Scientific, therapeutic, product, and competitive knowledge; strong business acumen; strategic and critical thinking.
• Credible, collaborative communication and relationship-building with healthcare professionals and internal teams.

Education

• Bachelor’s degree in health, sciences, pharmacy or business-related field preferred or equivalent industry experience required or five years of relevant experience in lieu of degree.