AbbVie

Strategic Accounts Director (Key Accounts) - Northern California

Employer
AbbVie
Location
San Francisco, CA, United States
Posted
Oct 13, 2020
Ref
204080
Required Education
Bachelors Degree
Position Type
Full time
About AbbVie
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 , YouTube and LinkedIn .

Job Description

Leads field based competitive strategies to maintain and grow market share of Allergan's portfolio of aesthetic products for FDA approved uses within targeted Strategic and Key Accounts using consultative skills to discover, define and unlock mutual market opportunity.

Essential Duties and Responsibilities:

Financial:
  • Achieve corporate sales goals within assigned targeted accounts.
  • Forecast sales and other success factors as established by senior leadership
  • Negotiate, execute and manage resource deployment, cost to serve and other KPIs as defined by senior leadership.
  • Understand and manage the contractual agreements with accounts, in collaboration with the cross-functional team including Legal, Compliance, Finance, Field Sales etc.

Account Planning:
  • Draft and execute business plans that meet corporate objectives in targeted accounts through needs assessment and the development and implementation of strategies that achieve mutually agreed upon goals, including both a short-term/opportunity focus, as well as a longer-term focus on the mutual benefits of shaping the Aesthetic Market.
  • Consistent with needs assessment and mutual goals, develop and execute national and/or regional strategies to accelerate growth, broaden portfolio adoption and garner account loyalty through resource deployment and collaboration with internal sales, sales management, executive leadership, training and marketing.
  • Assume accountability for keeping account business plans current, communicating progress to both internal and external stakeholders, as well as ensuring that tactics are properly executed to achieve mutually agreed upon goals.

Strategic Execution
  • Proactively deploy tactics that support account strategies using specific tasks or goals which are measurable, achievable, relevant and time bound (SMART).
  • Ensure internal stakeholders understand and embrace their role in the execution of account tactics utilizing team communication to clarify objectives, share responsibility, track progress, overcome obstacles and celebrate success
  • Understand internal processes and procedures, and leverage relevant resources, in order to ensure that the delivery of account plan objectives meets both Allergan and accounts standards and complies with all applicable laws, regulations and Allergan Aesthetics/AbbVie policies.


Qualifications

Qualifications:
  • Bachelor's degree in related field, MBA preferred
  • Minimum 10 years in healthcare experience
  • Minimum 5 years successful sales management or equivalent people leadership
  • Experience leading, coaching, and mentoring field colleagues without authority or direct reporting. Must demonstrate excellent collaboration with a variety of all portfolio sales teams.
  • Proven history of identifying opportunities and goals with key accounts, creating account specific business plans, designing mutually agreed to Key Practice Initiatives, deploying resources and tactics to achieve KPIs, and achieving measurable success.
  • Demonstration of strong business planning skills and the ability to execute plans through a vast network of field colleagues
  • Knowledge and experience of legal and regulatory requirements related to pharma/Biotech industry
  • Market planning/strategy development experience
  • Strong organizational leadership skills including planning and organization across divisions both internally and externally.

Foundational Requirements:
  • Demonstrated leadership qualities
  • Business Acumen
  • Strong interpersonal and relationship building skills.
  • Strong problem resolution skills
  • Ability to monitor field activity to ensure balanced workloads, control over resources, budgets and expenses

Language/Verbal/Analytical Skills:
  • Excellent written and verbal communication skills
  • Excellent presentation skills

Analytical and Reading Skills:
  • Financial/budgetary experience.
  • Ability to effectively coach and develop others using strong analytical, decision making and results orientation skills.
  • Strong business planning skills and the ability to execute plans through a vast network of field colleagues
  • Proven history of identifying opportunities and goals with key accounts, creating account specific business plans, designing mutually agreed to Key Practice Initiatives, deploying resources and tactics to achieve KPIs, and achieving measurable success

Physical Requirements:
  • Ability to travel minimum 50%


Equal Employment Opportunity
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.