Established Products Director of Strategic Channels

Lake County, IL, United States
Nov 25, 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 .

Key Responsibilities Include:
  • The Established Products Director of Strategic Channels responsibility includes identifying, developing, and implementing channel-based cross-franchise strategic initiatives to improve revenue and profit for 85 branded Established Products.
  • Has in-depth knowledge of all the strategic channels, knows the supply chain and how payers work; possesses analytical skills and is skilled at contracting development, negotiation, and execution to drive sustained growth of the Established Products portfolio.
  • Lead, negotiate and execute (with Market Access) contracting efforts in all specialty channels for all Established Products. Channels include but not limited to Long Term Care (LTC), Department of Corrections (DOC), The Veteran's Administration (VA), Department of Defense (DOD), etc.
  • Be the main point of contact to coordinate with Market Access to find payer, supply chain and channel contracting opportunities to improve revenue and margin profile.
  • Responsible for compliance with applicable Corporate and Divisional Policies and procedures.
  • Develop, implement, and execute strategic and tactical initiatives relating to the portfolio to include, but not limited to, the following:
  • Identify contracting opportunities in the specialty channels for all applicable products in the Established Products portfolio.
  • Develop, negotiate, and execute contracts.
  • Up to 15% of the work will be to provide contracting opportunities for products outside of Established Products (i.e. GI Care).
  • Initiate and execute cross- channel analysis and conduct pre- and post-impact analysis.
  • Provide leadership to optimize segment results and profitability.
  • Communicate proactively to all levels of management and relevant stakeholders.
  • Partner with all cross-functional partners (i.e. Medical Affairs, Operations, etc.)
  • Provide regular, detailed status updates to the management team.
  • Work collaboratively to identify and execute on market opportunities and coordinate activities to maximize product / services offerings.

Accountability & Scope:

The incumbent works closely with Established Products GM, Therapeutic Leads, US Specialty Marketing Leads, outside agencies, third party partners, and internal functions (e.g., Operations, Pricing, Market Research, Forecasting, Legal, Market Access, Medical Affairs, Regulatory Affairs, Business Development and Acquisitions, etc.)


  • BA, BS degree required or equivalent experience.

  • Master's degree in business, science or pharmacy preferred

Key AbbVie Competencies:
  • 10+ years marketing/sales experience required,
  • 5 of which must be specific to healthcare, minimum 3 years in management.
  • Must exhibit proficiency commensurate with grade in the following competencies: adaptability, teamwork, initiative, innovation, integrity, analytical, leadership, strategic thinking, and communication.

Overview of Specialty Channels:

Long Term Care - Long-term care is provided in multiple institutions and care settings, depending on a patient's needs. These institutions include Nursing Homes, Assisted Living Facilities, Adult Day Care Centers, and At-Home Elder Care Service Organizations. By 2050 the expected number of patients in Long-term care will grow from 13 million to 27 million. Medication used in this channel is supplied by Long-term care pharmacies, such as Omnicare, as well as institutional pharmacies and specialty pharmacies services through Long-term care GPOs.

Department of Corrections - Correctional institutions consist of several categories; Federal Bureau of Prisons, State Correctional institutions, County Jail systems, as well as private prisons contracted by state governments. There are currently 2.3 million inmates in the US corrections system. Medication used in this channel is supplied through Federal Pharmacies, State owned pharmacies, privately owned Correctional pharmacies, such as Pharmacorr, and GPO organizations like Minnesota Multistate Contracting Alliance Pharmacy.

Federal Channel - The Federal Channel includes the Veteran's Affairs system, who care for 9 million patients. The Department of Defense Military Treatment facilities and Tricare, which service an additional 9 million patients. In addition, the Indian Health Services and Tribal Care, along with the Federal Bureau of Prisons are included in the channel. Medications are purchased by the federal government for all these patients through their institutional pharmacies and mail order system.

Significant Work Activities
Continuous sitting for prolonged periods (more than 2 consecutive hours in an 8 hour day)
Driving a personal auto or company car or truck, or a powered piece of material handling equipment
Yes, 50 % 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.