Senior Account Specialist, AI

ICompany Description

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: 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  Follow @abbvie on X, Facebook, Instagram, You Tube, Linked In and Tik Tok.

This role is field-based and candidates should live within a reasonable distance from the primary city. Talent will be hired at a level commensurate with experience.

The Account Specialist is responsible for maximizing opportunities for the product portfolio in single layer geography. This individual will develop and maintain strategic business relationships with a wide spectrum of customers to include Hospitals, IDN's, Academic Institutions, Outpatient Accounts, Long Term Care Facilities, Government Accounts, and Specialty Private Practice. Business relationships will focus on increasing patient access to portfolio products, consistent with approved labels, developing new business, expanding current business, maximizing resource utilization, and increasing sales to achieve geography sales goals through a solution oriented and collaborative approach.

The role will involve networking, client services, and a thorough understanding of institutional and medical practices.

• Advances hospital and specialty customers along the sales continuum and gains prescriber commitments through effective questioning, active listening, and utilization of approved data and resources. Delivers on‑label presentations/sales calls to appropriately highlight the benefits and risks of the product portfolio to create awareness of product solutions and address gaps in therapeutic areas, resulting in sales goal achievement.
• Develops professional relationships and differentiates the Anti‑Infective portfolio’s value proposition at all levels (C‑Suite, Physicians, Hospital Staff, Support Personnel) within accounts and departments to further the use of the product portfolio.
• Strong understanding and ability to problem solve product and patient flow through Specialty Pharmacy, Specialty Distribution, and Buy and Bill channels. Ability to coordinate and mobilize key stakeholders across multiple departments with competing goals to align individuals on patient focused solutions.
• Uses opportunities to understand and address customer needs. Builds strong relationships that provide market intelligence and support development of compliant and innovative programs and initiatives. Builds and maintains relationships across accounts that result in opportunities to benefit patients, physicians, and other HCPs within the geography.
• Ability to achieve success in a complex, matrixed, account‑based selling environment in which the need for collaboration and cross functional discipline is critical. Consistently partners with Abb Vie in‑field (MSLs, National Director of Accounts and Key Account Directors) to and in‑house teams to identify, design, and/or adapt appropriate approaches and tactics.
• Creates, develops, executes, and monitors strategic geography business plans. Determines appropriate department, channel, HCP focus and frequency by account to deliver on sales objectives. Aligns appropriate resources to support tactic execution and adjusts as needed.
• Sources, interprets and utilizes key data by account to develop and maintain working account profiles and relationship maps for all territory accounts to maximize call continuum and communication. Consistently targets key stakeholders and decision makers within each hospital/institution/outpatient setting to expand physician usage and customer base.
• Attend and actively participate in local boards, societies, conventions, and other HCP meetings when appropriate. Represent Abb Vie and assigned products at such venues, build/improve new/existing relationships. Channel key information, developments, or findings to internal partners/stakeholders. All…