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AbbVie (NYSE:ABBV) is a global, research-driven biopharmaceutical company committed to developing innovative advanced therapies for some of the world’s most complex and critical conditions. The company’s mission is to use its expertise, dedicated people and unique approach to innovation to markedly improve treatments across four primary therapeutic areas: immunology, oncology, virology and neuroscience. In more than 75 countries, AbbVie employees are working every day to advance health solutions for people around the world.  For more information about AbbVie, please visit us at www.abbvie.com. Follow @abbvie on Twitter, Facebook or LinkedIn.​

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Regional Trade Executive - Northeast

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Sales
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1903459 Requisition #
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The Regional Trade Executive will serve as executive liaison and manage overall business relationship between AbbVie US and key pharmacy accounts and organizations. To execute this function this person will:

Perform all aspects of total account management for Regional Pharmacy Accounts and Organizations to include; product access and positioning, contracting to optimize product availability and utilization throughout the pharmacy delivery channel, pull-through sales execution, relationship building and maximization of resource utilization.

Offer internal consulting regarding market issues and their potential impact on AbbVie business.

Manage timely and accurate communication flow throughout the organization.

Work with Director, Channel Strategy, National Manager, Pharmacy Accounts and appropriate internal parties (e.g., pricing department, franchise leadership, field sales leadership) to develop  strategies that deliver on business goals.

Seek business development opportunities within client accounts for AbbVie products.

 

Key Job Responsibilities:

 

Account Management

  • Contracting
    • Assess business impact of contracting opportunities to include overall profitability and impact on sales and margin.
    • Understand and effectively utilize a broad range of financial and quantitative data and analyses.
    • Lead all negotiations with client accounts.
    • Ensure contract implementation and compliance.
    • Contribute to the development of contracting templates and guidelines for customers.
    • Keep current with competitive strategies and understand how information will impact contracting strategies and terms.
    • Provide input regarding client reimbursement and related stakeholder financials.
  • Product Positioning
    • Develop product strategies for all promoted and/or contracted products  and overall product access, utilization optimization, and/or maintenance plan for each.
    • Identify and effectively utilize appropriate inter-franchise support.
    • Conduct thorough competitive analyses.
  • Pull-Through/Sell-Th​rough​ Sales
    • Develop and lead the execution of a variety of customized sales strategies.
    • Advise Sales and Marketing executive management on contract terms to ensure appropriate direction on challenges and opportunities.
    • Manage and coordinate customer and sales force expectations.
  • Relationship Building
    • Cultivate contacts and relationships with key stakeholders representing a broad range of functions and management levels, both internal and external.
    • Support activities of strategic alliance partners within targeted accounts as applicable.
    • Provide guidance and assistance relative to company-wide and franchise-specific opportunities  within targeted accounts.
  • Resource Management
    • Coordinate efforts to leverage and/or maximize utilization of  corporate resources.
    • Assess and account for all resources required (e.g., funding, staffing, etc) to accomplish account objectives and profitability.

Internal Communication

  • Regional Trade Executive will be responsible to provide timely and accurate dissemination of information (oral as well as written) of account-specific issues that impact AbbVie business. Communication flow will include all levels within AbbVie from VP to Account Manager and District Manager.  Additionally, the RTE will provide direction in the following manner to:
    • Local/Regional Field Sales and Account Management:
      • Provide strategic and tactical direction regarding assigned accounts.
      • Conduct regular intra- and inter-franchise interaction to provide insight regarding market factors that influence AbbVie business opportunities and develop strategies to optimize business opportunities.
      • Communicate to appropriate AbbVie executive management novel and creative approaches to maximizing business opportunities.
    • Franchise Group(s):
      • Give clear direction and identify priorities regarding Account impact on Franchise decisions.
      • Provide assistance to the development of product launch plans including packaging, pricing policies and product distribution.
      • Evaluate emerging markets and identify potential AbbVie business opportunities.
      • Coordinate cross collaborations by offering strategic and tactical direction on contracting, program implementation, product positioning, and key organizational contacts across all franchises.

Business Development

  • Assess and cultivate business relationships with key clients independent of contract status. Activities specifically designed to enhance patient and provider information flow, strengthen product positioning and increase marketing and field sales efficiencies. Examples include:
    • pharmacy interventions
    • internet initiatives
    • disease and patient case management programs
    • data provision and analysis
  • Identify new customers or organizations with the potential to impact AbbVie business, work with leadership to build positive relationships.

 


Basic:

  • Bachelor’s Degree
  • 3-4 Years Pharmaceutical Sales
  • 2-3 Years Sales Management
  • 2-3 Years experience in relevant pharmacy sales area
  • 3-4 Years experience in Account Management

Preferred: 

  • Advanced Degree

  

 

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