Senior Manager, Immunology Account Executive - Southeast Region

Senior Manager, Immunology Account Executive - Southeast Region

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Abb Vie’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, including immunology, oncology, neuroscience, and eye care, and products and services in our Allergan Aesthetics portfolio. For more information about Abb Vie, please visit us at

This role is field-based. Preference is to live within the region, or within close proximity with access to a major airport nearby in order to access HQ cities.

• Florida
• Georgia
• North Carolina
• South Carolina
• Virginia

This position leads, manages and coaches a regional team of Immunology Account Executives. Primary objective s include assessing regional business opportunity within assigned geography and priority immunology accounts (includes IDN health systems, group practices, hospital systems and specialty pharmacies) in order to deliver on assigned product performance goals. The role requires understanding of immunology brand value propositions and effective execution within target accounts, with key customer influencers and decision-makers, by direct reports who engage key customers.

The position overlays multiple field sales organizations and Abb Vie in-field support teams, requiring extensive communication and collaborative actions at the region level.

• Develop, implement and execute effective skill development plans for direct reports. Deliver consistent coaching direction via field travel and engagement with IAEs during business and key account planning discussions. Evaluate execution of franchise strategic and tactical priorities of direct reports and generate effective plans to ensure performance of IAEs to behavioral expectations in support of organizational objectives.
• Lead KAM and internal business partnership communication and collaboration to ensure highly effective, coordinated execution of Abb Vie immunology and IAE core priorities. Monitor and enhance IFT partner clarity on IAE roles and priorities across key partner organizations.
• Develop, monitor and advance development planning processes with direct reports. Actively lead engagement of direct reports and IFT partners to elevate IAE organizational inclusion and culture goals.

• Clarify and integrate marketing strategies into regional execution, including sales training needs, during in-field and national/regional meetings, with the purpose of elevating regional effectiveness within key account management.
• Work with peers in Market Access and Trade to understand the changing healthcare landscape and proactively identify potential health system opportunities and conceptualize solutions using creativity and innovation within approved standards and resources.
• Understand, execute and coach appropriate use of approved promotional materials with health economic messaging.
• Lead analysis and application of sales data in coordination with direct reports, including coordination with partner sales management and sales operations, to inform business understanding and strategic planning and execution in order to achieve sales objectives.
• Utilize IAE analytic tools, including CURO, to assess regional and territory sales performance trends and create strategic selling initiatives to address performance opportunities. Gather, organize and communicate monthly regional performance vs. key business objectives.
• Work with franchise leadership team to develop, implement and execute regional pull-through execution plans in support of IAE and immunology core execution priorities (business planning, selling skills, coaching).
• Drive regional execution of business planning and key account planning processes; manage direct reports to the same process. This includes leading the effective assimilation of evolving account targeting and approved messaging strategies into regional execution. Monitor account…