Director, US Market Access Field Training

Lake County, IL, United States
Nov 15, 2020
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 . Follow @abbvie on Twitter , Facebook , Instagram , YouTube and LinkedIn .

The Director, US Market Access Field Training position has three primary goals. First, to ensure that all account executives, account directors, regional directors, national sales directors, General Managers and other field facing professionals in US Market Access have the skills and knowledge necessary to meet/exceed the goals and objectives of their specific position in U.S. Market Access. Second, is to partner with the franchise/brand training teams to ensure that the franchise/brand sales teams and their leadership have the necessary market access knowledge to address customer needs as it relates to market access issues and opportunities. Third, to ensure that the US Market Access training team, both direct and indirect reports, is effectively developed to advance their careers within AbbVie.

Key Responsibilities Include:

Responsible for implementing and maintaining the effectiveness of the quality system by:

1. Partnering effectively with the business to
- Create short and long term training strategies for multiple channels within US Market Access for specific audiences which includes identification of training needs, prioritization of training implementation, partnering to develop training, and evaluation of effectiveness for both initial account executive training, continuing education of the healthcare landscape, ongoing training of on market and launch brands and advancing the development of account executive skills for the US Market Access field team
- Proactively partner with US Market Access Marketing Leadership, US Access Market Field Leadership, and Senior Commercial Leadership to understand the evolving pharma market, healthcare landscape, payers, employers, health systems, closed HMOs, PBMs, Federal Payers, Medicare/Medicaid, Trade, Specialty Pharmacy, Providers, Patients as well as the competitive product changes to determine implications for US Market Access training and development for the US Market Access team
- Proactively partner with US Brand/Franchise marketing, US Brand/Franchise field sales leadership, Commercial Excellence, Patient Support Services and Patient Support Services/ Brand Training to guide the patient services/brand training teams to develop relevant market access training that is aligned to the current US Market Access team's understanding of the US healthcare landscape, market access channel dynamics, and market access implication for health care providers and patients. Audiences served also include US Integrated Brand Team (IBT) leaders, US IBTs and US Marketers through a partnership with Commercial Excellence.

2. Lead and orchestrate the development and delivery of appropriate and impactful account development and account executive training specific to each US Market Access Channel
- Be accountable for all aspects of training for specific audiences and the various Market Access Field teams and leadership (Channel Account Executives, Account Directors, Regional Directors, Sales Directors and General Managers) on account selling skills, account development skills, disease state knowledge, product knowledge, knowledge of US Commercial sales policies and procedures (including compliance-related policies), key operating systems and dashboards for account, region and national management of the US Market Access business.
- Ensure appropriate venues are selected for impactful training (ex., live meetings, "on demand" training assets, teleconference, and virtual live streaming webinars)
- Ensure there are pull through initiatives in the field to reinforce training initiatives (ex. coaching guides, training modules, webinars and Market Access competency development guides mapped to specific training content).
- Ensure alignment and integration of competency standards and systems to assess account executive capabilities.

3. Departmental Development
- Provide robust structured developmental experiences for sales trainers and sales training managers so they are top candidates in the recruiting pools for marketing managers, District Managers, account executives, account directors and Regional Director positions respectively.

The number of direct & indirect reports will vary based on the number and size of franchises/businesses supported. In the case of this role, this includes direct support of all US Market Access field teams and leadership as well as indirect support of all US Commercial Brand/Franchise and Patient Support Services field teams and leadership.

In addition, this position will include directing the management of vendor resources as contracted, as well as the orchestrating the coordination of activities for program implementations.

This position is accountable to improve proficiency/effectiveness of all US field forces' knowledge of market access and public policy as well as how to leverage this information to improve account and provider engagement, formulary access, standards of care and patient access to AbbVie products.

Improved proficiency has a positive impact on the attainment of area sales and formulary access goals. Incumbent has full authority to revise and implement new training and development programs that are required to meet these needs. Incumbent has responsibility and/or influence over a training budget of approximately $1MM.

Responsibilities will directly impact approximately 300 employees and indirectly 2,500 employees across the US Commercial business.


  • Bachelor's degree required.
  • Knowledge of applicable regulations and standards affecting Pharmaceutical Products (e.g. CFR 210/211, cGMP) specifically, Operating Guidelines, PhRMA Guidelines, AbbVie Code of Business Conduct.
  • 8-10 years: combination of sales and sales training experience required
  • 2-5 years: recent (within 2 years) relevant commercial experience in the market access space as an account executive/account director and/or PBM/Trade/Federal/Payer/Health System Director
  • Management experience, at the first line or second line Manager, level or above, required.
  • Must have proven experience in identifying market access training needs, account executive and account development strategies and effectively addressing those needs.
  • Must be able to communicate effectively and professionally with senior US Commercial leadership, US Market Access management and with cross-divisional teams across all therapeutic areas and patient support services of the US business

  • Master's in business degree or extensive experience in training & development is preferred
  • Management experience, at the Regional Director level or above preferred
  • Training experience at the Associate Director level also preferred

Significant Work Activities
Continuous sitting for prolonged periods (more than 2 consecutive hours in an 8 hour day)
Yes, 25 % of the Time
Job Type
Job Level Code
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.