Specialty Representative, Migraine - Fairfax, VA

Role Overview

This field‑based role is for candidates who live within a reasonable distance of the primary city. The role involves executing brand strategy and tactics in the field, managing sales performance, and effectively handling territory and a portfolio of targeted accounts. The employee will build strong customer relationships, solve customer needs, maximize short‑ and long‑term sales performance, and place the patient at the center of all efforts while operating within Abb Vie’s business code of conduct, policies, and applicable laws and regulations.

• Create pre‑call plan objectives and execute post‑call evaluation to continuously improve sales performance. Effectively handle objections, misunderstandings, concerns and consistently gain logical and reasonable calls to action to close on every sales call.
• Proactively and continuously aspire to serve customer needs, customer expectations and challenges to build trusted customer relationships and to achieve win‑win agreements between Abb Vie and customers.
• Develop and execute a call plan that achieves set call metrics and optimizes coverage and frequency to key customers to maximize access and sales opportunities.
• Continuously build understanding of customer needs and expectations, territory market landscape, competitors, market segments/dynamics, accounts, disease, product, clinical and sales expertise and share this market intelligence with in‑field team, brand team and sales manager to achieve alignment, anticipate environmental changes and challenges, and optimize brand strategy and its execution.
• Differentiate Abb Vie’s value proposition with health providers assigned and identify, develop, and maintain disease state experts and speakers/advocates to maximize brand performance.

• Bachelor’s degree in health, sciences, pharmacy or business‑related field preferred or relevant and equivalent industry experience required.
• Relevant and equivalent industry experience required in lieu of a bachelor’s degree is at least five (5) years of experience with three (3) or more years of experience within the pharmaceutical/health/science industry preferred and a high school diploma/GED required.
• Demonstrates in‑depth scientific, therapeutic, product, and competitive knowledge and is recognized as an expert resource by all relevant stakeholders. Strong business acumen and proficient use of business tools; possesses strategic and critical thinking capabilities.
• Proactively identifies customer style/behavior and quickly adapts to all aspects of selling approach. Understands and leverages findings to develop sales strategies.
• Proven track record of success in selling and solid presentation skills. Operates effectively in a matrix environment. Offers innovative ideas and solutions to maximize business opportunities to address challenges. Provides impact with ideas for the larger organization and anticipates and responds to changes.
• Influences others and is viewed as a credible and respected role model and resource among peers. Builds collaborative partnership with district colleagues and matrix team, etc.
• Leads by example; consistently displays positive behaviors and peer coaching through changing and challenging environments. Documented success in leadership and support role of increased responsibility at the district, region and/or organizational levels.
• Preferred:
  Proven track record of success in sales performance within respective therapeutic areas. Commercial pharmaceutical industry experiences such as physician/account‑based selling, training, managed health care or marketing preferred. English language proficiency verbally and in writing (for all non‑English speaking countries).
• An essential requirement of your position is to satisfy all applicable health‑care industry representative (HCIR) credentialing requirements to gain and maintain entry into facilities and organizations that are in your assigned territory. You must also be in good standing and/or eligible to obtain these credentials.
• These HCIR credentialing requirements may include, but are not limited to, background checks, drug screens, proof of…