Company Description

AbbVie's mission is to discover and deliver innovative medicines and solutions 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, and eye care – and products and services in our Allergan Aesthetics portfolio. For more information about AbbVie, please visit us at www.abbvie.com. Follow @abbvie on X, Facebook, Instagram, YouTube, LinkedIn and Tik Tok.

Job Description

 

JOB SUMMARY 

Owns the execution of the Brand Strategy and tactics in field, sales performance. Executes the Commercial Plan in the field in the area of responsibility, as an individual and a part of In-Field Teams, in order to maximize AbbVie and Brand Value Proposition by managing territory and targeted accounts, through a specific, tailored, action and call plan to assigned HCP stakeholders and by working closely with Sales Manager & Brand Manager to align strategy and provide feedback of market intelligence to Brand Team. Builds strong customer relationships and customer needs solving capability to maximize short- and long-term sales performance placing the patient into the center of any efforts and operating within AbbVie’s business code of conduct, policies and all applicable laws and regulations.

RESPONSIBILITIES

Customer Selling and Relationship Management:

Deliver expected and beyond, brand KPIs, financial targets, marketing objectives to meet or exceed on those objectives.Create pre-call plan and execute post-call evaluation to continuously improve sales performance. Effectively handle objections, concerns and consistently gain logical and reasonable calls to action to close on every sales call.Organize meetings and presentations with Health Care Professionals (HCP) and other Key stakeholders on account level within the geographical area of their responsibilityUse evidence-based medicine skills during the sales call (peer review publications etc.);  by appropriate use of approved Core Visual Aids offering a tailored message to customer needsProactively and continuously aspire to serve customer needs, customer expectations and challenges in order to build trusted customer relationships and to achieve win-win agreements between AbbVie and customers.Develop and execute a multichannel call cycle plan that achieves set call metrics and optimizes coverage and frequency to key customers to maximize access and sales opportunities.Identify and assist develop and maintain Disease State Experts and Speakers/Advocates working with other functional specialistsContinuously build understanding on customer needs and expectations, territory market landscape, competitors, market segments/dynamics, accounts, disease, product, clinical and sales expertise and share this market intelligence information with in-field team and business unit manager to achieve alignment, to anticipate environmental changes and challenges and to optimize brand strategy and its execution.Utilize innovative & multichannel approaches and resources to gain access to 'difficult to see' customersProactively and continuously aspire to serve customer needs in a win-win approach

Clinical and Market Knowledge Development:

Share best practice from the field to enhance our business success across the In-Field teamsProactively initiate, develop, and implement a growth plan to develop in current position and prepare for future opportunitiesDemonstrate in-depth disease, product, market, and competitive intelligence expertise

Territory Management:

Continuously analyze sales reports (CRM etc.) and strive to gain field intelligenceDevelop and continually review and update a thorough engagement plan focused on key customers to exceed sales goalsEffectively target and track resources to maximize sales opportunities, adhere to industry and AbbVie compliance requirementsComplete all administrative tasks on time and accurately while meeting communication expectations as per guidelinesAct as role model to enhance collaborative ways of working in the multi-disciplinary in-field teamRespond to critical business opportunities and threats, leveraging input to the Sales Manager & Brand Manager
Qualifications

Experience and Education:

University degree is required, preferably in the field of Life Sciences or businessMaster’s degree in related field will be considered an assetAt least 2 years of previous experience as Sales Representative preferably in the field of immunologyFluent in English language, both verbally and written  

Essential Skills, Competencies & Key Behaviors

Demonstrates in-depth scientific, therapeutic, product, and competitive knowledge and is recognized as an expert resource by all relevant stakeholdersStrong business acumenProven track record of success in sales performance within respective therapeutic areasPractical knowledge and understanding of customer/disease area requirementsOperates effectively in a matrix environmentLeads by example; Consistently displays positive behaviors and peer coaching through changing and challenging environmentsOffers innovative ideas and Influences othersTerritory Management & Multichannel Communication capabilityFlexibility & AgilityStrong negotiation skills

Other Skills

Ability to travel as per business needsComputer literateProficient use of business tools (Veeva CRM, MS Excel, MS Powerpoint )Driving license

 

Additional Information

 

INTERNAL / EXTERNAL CONTACTS AND INTERACTIONS:

External: Physicians, pharmacists, nurses, others depending on brand planInternal: In-field team members, Sales Management (i.e. NSM), Marketing Management (i.e. BM),

AbbVie is an equal opportunity employer and is committed to operating with integrity, driving innovation, transforming lives and serving our community.  Equal Opportunity Employer/Veterans/Disabled. 

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