About the job
This position is field-based, and candidates are expected to reside within a reasonable commuting distance from Fort Worth.
The Account Specialist plays a critical role in optimizing the product portfolio's potential within a defined geographical area. This individual will cultivate and sustain strategic business relationships with a diverse array of clients, including hospitals, Integrated Delivery Networks (IDNs), academic institutions, outpatient facilities, long-term care providers, government entities, and specialty private practices. The focus will be on enhancing patient access to our product offerings in alignment with approved labels, fostering new business opportunities, expanding existing accounts, optimizing resource utilization, and driving sales to meet geographical targets through a collaborative and solution-oriented approach. Responsibilities will involve networking, client engagement, and a comprehensive understanding of institutional and medical practices.
Key Responsibilities:
- Advance hospital and specialty clients along the sales continuum, gaining prescriber commitments through effective questioning, active listening, and the utilization of approved data and resources. Conduct on-label presentations and sales calls to effectively communicate the product portfolio's benefits and risks, thereby enhancing awareness of product solutions and addressing therapeutic gaps to achieve sales targets.
- Establish and nurture professional relationships, articulating the value proposition of the Anti-Infective portfolio at all organizational levels (C-Suite, Physicians, Hospital Staff, Support Personnel) within accounts and departments to promote product utilization.
- Demonstrate a robust understanding of and ability to troubleshoot product and patient flow through Specialty Pharmacy, Specialty Distribution, and Buy and Bill channels. Coordinate and engage key stakeholders across multiple departments with varying objectives to align on patient-centric solutions.
- Leverage opportunities to comprehend and address customer needs. Forge strong relationships that yield market intelligence and support the development of compliant and innovative programs and initiatives. Maintain connections across accounts that create opportunities benefiting patients, physicians, and healthcare providers within the territory.
- Achieve success in a complex, matrixed, account-based selling environment where collaboration and cross-functional discipline are essential. Regularly partner with AbbVie in-field (MSLs, National Director of Accounts, and Key Account Directors) and in-house teams to identify, design, and/or adapt appropriate strategies and tactics.
- Develop, implement, and track strategic business plans for the designated geography. Identify the appropriate department, channel, and healthcare professional focus, along with frequency by account, to meet sales objectives.