PRIMARY OBJECTIVES:
- To ensure consistent sales growth and achievement of sales goals and targets in assigned territories and key accounts by identifying new business opportunities, expanding the customer base, executing projects, and concurrently preserving existing business relationships.
- To develop and establish strategic partnerships with key stakeholders, facilitating the expansion and penetration of AbbVie product range within designated key accounts through sales and marketing strategies and tactics.
- Collect insights from the field, initiate discussion on new initiatives, align internal stakeholders and managing internal process; take proactive action to arrange & with quality execution.
- Lead by example: Consistently displays positive behaviors and peer coaching through changing and challenging environments.
CORE JOB RESPONSIBILITIES:
- Product Knowledge & Strategic Landscape Understanding
- Possess good knowledge of the industry, products, business environment and best practices and represent AbbVie in a professional manner that aligns with company image.
- Proficient in articulating product features, benefits, and clinical applications of assigned portfolio to address customer inquiries and concerns effectively.
- Being active in the assigned territories to consolidate field observations and actively sharing this knowledge with internal stakeholders to inform key decisions.
- Strategic Relationships and Customer Engagement
- Ability to cultivate strategic relationships by nurturing long-term connections with customers, establishing influential relationships with Key Opinion Leaders (KOLs) in the designated therapeutic area, across the private and public sector.
- Maintain long-term customer relationships and think ahead of ways to develop superior competitive strategies to support growth and productivity priorities.
- Embody “The Challenger Sale” mindset and skillsets to drive strategic conversations, challenge conventional thinking, and deliver exceptional customer engagement results.
- Key Account Management
- Ability to generate insights from field visits to develop effective activities. Propose action plan with strategy and flawless implementation.
- Ability to provide insights from specific market situations, competitive environment during internal team discussion for national & hospital level listing.
- Understand and execute account management through sales report analysis and market intelligence such as:
- Facilitate and identify individuals in the buying decisions
- Build and maintain close business relationships with hospital stakeholders and specialists.
- To make in-depth understanding of account-level specific needs, challenges, and objectives, which includes evaluating patient demographics, treatment preferences, and market trends within key accounts.
- Responsible to follow through with the internal Master Approval Process for third-party promotional activities in the assigned territories/ accounts such as Hospital Level CME and other account-level event that aligned with marketing goals and strategies.
- Field Work
- Involved frequent travel to meet with HCPs and stakeholders; check in regularly with key accounts; handle objections or concerns raised by HCPs and provide information and address any issues in a timely and professional manner.
- Effectively use tools and resources (Veeva CRM and VAE) to enhance business reach to key customers and to improve customer engagement experience.
- Conduct market intelligence, monitor competitors’ strategies, provide analysis and formulate retaliatory strategy and tactics target.
- Data Analyzing & Optimizing
- Ability to generate insights from sales & market data to apply to national / key account specific situation to generate strategy & action for growth or provide solution to foreseeable issues.
- Utilize historical data and market trends to forecast product demand and sales; to develop a clear, actional and measurable account sales plan/ tactics including monthly/ quarterly forecast accuracy and ensure implementation of sales tactics within allocated operational budget.
- A university degree, preferably in science or business.
- Minimum of 5 years’ robust sales experience as a hospital representative in the relevant therapeutic area / healthcare industry, preferably with expertise in specialty care or immunology products.
- Must be proficient in verbal and written communication; possess strong interpersonal and negotiation skills.
- Mature, growth-oriented mindset, confident, analytical, and self-motivated.
- Must be driven, result-oriented, a team player and demonstrate integrity.
- Experience in a medical environment, sound judgment, a strong work ethic and the ability to manage and motivate cross functionally is highly desired.
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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US & Puerto Rico applicants seeking a reasonable accommodation, click here to learn more:
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