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Regional Account Executive - GPO, West

Employer
AbbVie
Location
Field, CA, US
Start date
May 7, 2019

View more

Discipline
Sales & Service, Account Management
Required Education
Bachelors Degree
Position Type
Full time
Hotbed
Best Places to Work

Job Details

AbbVie is a global, research-based biopharmaceutical company formed in 2013 following separation from Abbott Laboratories. The Company's mission is to create an innovation-driven, patient-focused specialty biopharmaceutical company capable of achieving sustainable top-tier performance through outstanding execution and a consistent stream of innovative new medicines. AbbVie employs approximately 29,000 colleagues worldwide and markets medicines in more than 170 countries.

AbbVie's U.S. Commercial Market Access (MA) organization works with payers (e.g., Medicare, VA, etc.), policy makers, treatment providers (e.g., health systems, integrated delivery networks, etc.), and trade partners (e.g., wholesalers, specialty pharmacies, group purchasing organizations, etc.) to ensure appropriate patient access to all of AbbVie's products at the state, regional, and national levels. With these objectives in mind, the team partners with all internal functions - from Brand Commercial teams to Medical teams - in support of AbbVie's full portfolio. Despite the U.S. health care landscape being complex, challenging, unique, and always changing, AbbVie's U.S. Commercial MA organization is consistently recognized by external stakeholders for its partnership and excellence.

AbbVie is striving to outsmart cancer by working with scientists, physicians, industry peers, and patient advocacy groups and, most importantly, patients to discover, develop, and provide new therapies that will have a remarkable impact on the lives of people around the world affected by cancer. Our goal is to provide medicines that make a transformational improvement in cancer treatment and outcomes for cancer patients. By exploring and investing in new pathways, technologies, and approaches, AbbVie is breaking ground in some of the most widespread and difficult-to-treat cancers. We are also exploring solutions to help patients obtain access to our cancer medicines. With the acquisition of Pharmacyclics in 2015, and through several collaborations, AbbVie's oncology portfolio consists of marketed medicines and a pipeline containing multiple new molecules being actively evaluated worldwide in 200+ clinical trials in 20+ different cancers and tumor types. For more information about AbbVie Oncology, please visit https://abbvieoncology.com.

Given the Company's deep commitment to patient access in Oncology, the AbbVie U.S. Market Access organization is seeking a Group Purchasing Organization (GPO) Regional Account Executive (RAE). The GPO RAE will serve as executive liaison and manager to overall business relationship between AbbVie Field Oncology and key regional oncology GPO member accounts and organizations. The role performs account management for key regional oncology GPO parent accounts: product access, contracting for product availability within GPO accounts, GPO contract support, and AbbVie resource utilization. Member account support includes contract awareness and account management to obtain insights to inform AbbVie leadership.

The GPO RAE provides subject matter expert insights on strategic and operational oncology market issues and their potential impact on AbbVie oncology business to all level of AbbVie internal sales and marketing leadership. They work with the General Manager of Trade, Oncology Sales Leadership, Oncology Market Access and Oncology Franchises and appropriate internal parties (pricing, legal) to develop strategies to deliver on business goals. The GPO RAE works with the Oncology Therapeutic Leader Liaisons (TLL) and the National Trade Executives (NTEs) to seek business development opportunities within national GPO accounts for AbbVie oncology products. The GPO RAE will partner with oncology sales management on national GPO account-level strategies and account management. This role will also provide feedback and insights to internal parties to inform and develop GPO strategies and approaches across contracts, tactics, analytics and GPO meetings.

Primary Responsibility:

To support oncology regional and national community account product access, GPO contract support with parent and regional accounts, while establishing a competitive advantage for AbbVie in assigned key GPO parent and regional accounts. Additional responsibilities include the following:
  • Support GPO Account Management in Contracting by monitoring and clearly articulating the impact of opportunities. Keep current with competitive strategies and understand how those will impact AbbVie strategies and terms.
  • Contract support for GPO accounts: Develop understanding of relevant GPO member accounts to support GPO contracts and business reviews to ensure that AbbVie meets or exceeds all approved contracted goals in the assigned regional and parent national GPO accounts. Advise Oncology sales and marketing executive management on contract terms to ensure appropriate direction on challenges and opportunities. Manage and coordinate customer and sales force expectations.
  • Account Planning - develop account level business plans for targeted GPO member accounts based on needs of the account as identified by account requests such as the need for contract communication, access awareness and product awareness.
  • Identification of contacts and understand key GPO stakeholders representing a broad range of functions and management levels, both internal and external. Support activities of strategic alliance partners within targeted accounts as applicable and approved. Provide guidance and assistance relative to company-wide and franchise-specific opportunities within targeted and assigned regional/national oncology accounts.
  • Resource Management: Coordinate efforts to leverage and/or maximize utilization of commercial resources in assigned regional and national GPO member accounts. Assess and account for all commercial resources required (e.g., funding, staffing, etc) to accomplish AbbVie commercial objectives.
  • Communication: Responsible to provide timely and accurate information regarding account-specific insights as well as global trade issues that impact AbbVie business. Communication flow will include all levels within AbbVie from U.S. Market Access and Oncology Vice Presidents to U.S. Market Access Account Executives to local/regional field sales within the oncology franchise groups.
  • Business development: Assess key assigned regional and national oncology GPO clients. Identify new customers or organizations with the potential to impact AbbVie business, work with leadership to build positive relationships.


Basic
  • 7+ years of Pharmaceutical Marketing or Sales experience, including 5 years of experience in oncology GPO sales leadership or account management
  • Contract negotiation experience
  • Experience in marketing/program management with oncology GPO and specialty pharmacy channel
  • Ability to develop and manage projects cross-functionally across multiple brand teams and internal teams
  • Understanding of attributes of other functional areas and impact of relevant decisions as well as the ability to adapt to quickly changing oncology landscapes within the oncology market
  • Demonstrated ability to work collaboratively with and influence peers and management
  • Demonstrated results orientation
  • Demonstrated strategic planning capabilities
  • Knowledge of applicable regulations and standards affecting Pharmaceutical Products (e.g. CFR 210/211, cGMP).
  • Bachelor's degree

Preferred
  • Advanced degree
  • Relationships and an understanding of working across key oncology GPO executive leadership, regional leadership and the director-levels (pharmacy, medical)


Key Leadership Competencies
  • Builds strong relationships with peers and cross functionally with partners outside of team to enable higher performance
  • Learns fast, grasps the "essence", and can change course quickly when necessary
  • Raises the bar and is never satisfied with the status quo
  • Creates a learning environment, open to suggestions, and experimentation for improvement
  • Embraces the ideas of others, nurtures innovation, and manages innovation to reality

Company

AbbVie’s mission is to discover and deliver innovative medicines that solve serious health issues today and address the medical challenges of tomorrow. We strive to have a remarkable impact on people’s lives across several key therapeutic areas: immunology, oncology, neuroscience, eye care, virology, women’s health and gastroenterology, in addition to products and services across its Allergan Aesthetics portfolio. For more information about AbbVie, please visit us at www.abbvie.com. Follow @abbvie on Twitter, Facebook, Instagram, and YouTube.

Stock Symbol: ABBV

Stock Exchange: NYSE

Company info
Website
Phone
1-800-255-5162
Location
1 North Waukegan Road
North Chicago
Illinois
60064
US

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