Pancreatic Account Executive, GI Care - Cleveland, OH

Employer
AbbVie
Location
Cleveland, OH, US
Posted
Feb 20, 2019
Ref
1901217
Required Education
Bachelors Degree
Position Type
Full time
Primary Function:
  • Responsible for the management, coordination and execution of various account based sales strategies in targeted accounts to include; Pancreatic Centers, Oncology Centers, IDN's, hospitals, CF Centers, specialty pharmacies, and group practices. Implement and optimize all account-level initiatives and pull through strategies when applicable.
  • Perform all aspects of total account management, including developing and maintaining strategic business relationships with key decision makers to include corporate/senior management staff in key accounts with the goal of identifying and leveraging business opportunities, establishing multi-level relationships, maximizing resource utilization, and increasing sales and market share for CREON.
  • Create, implement and communicate strategic and tactical plans for targeted accounts. In cooperation with field sales management, sales representatives and other cross-functional partners, drive account pull through and address issues across individual and shared key targeted accounts. Monitor progress and provide written and verbal feedback to all stakeholders.
  • Develop, implement and maintain innovative account strategies to fully and consistently penetrate accounts as identified.
  • Develop contacts and relationships with key stakeholders representing a broad range of functions and management levels, both internal and external.

Accountability / Scope:

Primary responsibility to drive incremental sales volume and market share for CREON in targeted accounts (including specialty pharmacies) while enhancing the image of AbbVie as a healthcare industry leader in the exocrine pancreatic insufficiency market. The Pancreatic Account Executive (PAE) will provide business plans and regular opportunity assessments to leadership and field selling teams regarding targeted accounts to include but not limited to business opportunities, performance metrics, and upcoming initiatives. The PAE will adhere to all corporate and divisional compliance polices and guidelines within the assigned geographies.

Responsibilities:
  • Develop product strategies to fully and consistently penetrate identified accounts. Work to appropriately allocate resources both human and financial to optimize ROI.
  • Provide strategic and tactical direction regarding target accounts to district teams. Conduct regular interaction with district managers, and representatives to provide
    insight regarding account dynamics and market factors that influence business opportunities.
  • Collaborate across channels and stakeholders to uncover insights that drive business within assigned geography; lead the process and leverage innovation to find high impact solutions
  • Advise sales and marketing management with appropriate direction on challenges and opportunities within key target accounts. Develop an annual business plan with goals and objectives to increase sales volume and market share in target accounts.
  • Conduct thorough competitive analyses. Identify business opportunities and threats at the market level and develop action plans to address. Share ideas and best practices.
  • Help sales teams effectively recognize and maximize opportunities within key target accounts. Provide direction to area DMs and representatives on maximizing account executive initiatives and relationship with key accounts to increase access and selling opportunities.
  • Anticipate change and take proactive measures to address. Demonstrates ability to analyze and support current and future opportunities.
  • Establishes and demonstrates thorough understanding of business negotiations, managed care implications and other drivers impacting the customer environment.

  • Knowledge of applicable regulations and standards affecting Pharmaceutical Products (e.g. CFR 210/211, cGMP)
  • Successful selling experience (minimum 3 years) required.
  • At least 1-2 years of account based pharmaceutical sales experience
  • Knowledge of pharmaceutical market, including trends and issues (exocrine pancreatic insufficiency market experience or GI experience preferred).
  • Thorough understanding of account management and the role of an account executive as well as strong sales and customer partnership skills/success.
  • High degree of strategic, analytic and technical expertise also necessary.
  • Ability to operate in a matrix organization and communicate/coordinate closely with all members of the AbbVie selling team.
  • Demonstrated ability to network and partner effectively across functional areas while building and inspiring teams without direct authority.
  • Highly self-motivated with high level of initiative and creativity.
  • Excellent negotiator and problem solver. Excellent organization/project management and leadership skills. Superb persuasive abilities and strong skills at consensus building. Excellent communication and presentation skills.

Preferred Qualifications:
  • Successful selling experience of 4-5 years
  • At least 1-2 years of account based pharmaceutical sales experience, district manager experience and/or marketing experience preferred.
  • Education Requirements Bachelor's degree required, advanced degree preferred.

Territory Includes:

At AbbVie, we value bringing together individuals from diverse backgrounds to develop new and innovative solutions for patients. As an equal opportunity employer, we do not discriminate on the basis of race, color, religion, national origin, age, sex (including pregnancy), physical or mental disability, medical condition, genetic information, gender identity or expression, sexual orientation, marital status, protected veteran status, or any other legally protected characteristic.