Sales Director, Federal and Kaiser, US Market Access

Lake County, IL, US
Sep 11, 2019
Required Education
Bachelors Degree
Position Type
Full time
Develop sales strategy, lead and motivate team of high performing Regional Directors and Account Executives responsible for contracting and product promotion of complete portfolio sales across Kaiser, Veterans Administration, Department of Defense, Indian Health Services, Federal Prisons and State Dept of Corrections.

Optimize contractual pricing and access for entire portfolio of AbbVie products across all Federal Channels and Kaiser

Key Responsibilities Include:

  • Set strategy across all federal channels and Kaiser for each product in the portfolio.
  • Develop strategic KPIs to guide performance against company objectives and incorporate into motivating incentive compensation construct for direct reports and Account Executives
  • Support successful negotiation for access for all AbbVie products in alignment with brand plans and expectations
  • Work with Government Pricing, Contracting, legal and brand leadership to set pricing strategy for Federal and Kaiser accounts by product across entire portfolio
  • Work with MABI to ensure field teams and marketing (USMA and Franchise) have access to needed data and reporting for optimal decision making and strategic direction
  • Establish relationships with other brand SDs and Marketing to coordinate any cross functional sales initiatives within Federal and Kaiser channel where Franchise sales AEs/Reps my be calling in these accounts for current and future products, in alignment with AbbVie policies and procedures
  • Work with GM/SrDir to build strategic alignment across entirety of Market Access so that Federal/Kaiser is not siloed and sharing and gaining insights from other Market Access teams.
  • Lead across Market Access Organization to enhance Culture Initiatives and effective ways of working
  • Provide coaching, feedback and development planning for RD level direct reports aligned to "The Ways We Work" and ELEVATE principles
  • Ensure real time insights are communicated effectively within AbbVie to key stakeholders in Market access and other Franchises

  • Superior business acumen and planning skills with minimum 10 years in pharmaceutical industry
  • Leadership experience in Market Access with specific experience in understanding pricing and contracting within Federal channels. Commercial contracting and knowledge of the Kaiser system is also beneficial.
  • Strong leadership presence with proven ability to influence without authority at all levels throughout the organization. Strong Visionary style of leadership preferred.
  • Strong working knowledge of Federal Supply Schedule pricing across VA, DoD, IHS, and commercial discount contracts.
  • Strategic mindset and high level of critical thinking and agility.
  • Skilled at creating positive culture and sustaining a high level of energy and motivation.
  • Strong interpersonal skills that enable quick establishment of trust and confidence.
  • Filters organizational clutter to ensure clear pathway for sales organizational engagement and clarity.
  • Skilled at managing conflict constructively, delivering feedback, acting courageously, and continuously raising the bar for performance.
  • 60%+ Travel Required