Associate Director, Strategic Account Manager, Southern California

Company Description

AbbVie’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 AbbVie, please visit us at www.abbvie.com. Follow @abbvie on Twitter, Facebook, Instagram, YouTube and LinkedIn. 

Job Description

This role is field-based, and candidates should live within a reasonable distance from the primary city. This territory includes: Los Angeles, San Diego and Central Valley

The Strategic Account Manager is the primary commercial point of contact for the company with large and community group Oncology practices, academic and integrative delivery systems, and other customer groups that may not be directly involved in patient care. This role will be accountable for the customer experience coordinating appropriate resources and personnel to meet the needs of the customer, including diagnostic and pathology requirements in support of the approved FDA companion diagnostic pre and -post-launch. This role will provide exceptional leadership, perform with strategic agility, and display the importance of cross-collaboration with all functions of the company that impact sales.

The Strategic Account Manager will be responsible for demonstrating strong collaboration and coordination with all customer-facing roles. They will be responsible for building the account strategy and coordinating the execution of tactics consistent with corporate objectives and customer needs.

Depending on the geographical area and business needs, the Strategic Account Manager may be responsible for hiring, developing, and leading a small team of field sales associates to support the launch of Mirvetuximab in ovarian cancer and future products.

Responsibilities

• Hire, develop, retain and lead oncology specialists to support the community strategy. Individual will act as a player/coach and will need to balance performance within their key accounts and coaching/managing oncology specialists.
• Leadership component of role will require management of team, performance coaching, approval of activity and managing area budget.
• Build strategic, long-term business partnerships with key stakeholders within targeted accounts, focusing on value-based solutions to clinical, organizational, and financial needs
• Deliver approved branded sales messages, scheduling and following-up with medical educational programs, and achieving or exceeding sales targets
• Create strategic account plans including stakeholder mapping, SWOT, C-Smart objectives, value solutions, and specific pull-through strategies and tactics
• Take the leadership role for strategic sales and marketing initiatives, collaborating with both internal and external teams for pull-through efforts
• Responsible for servicing and managing accounts, which may include collaborating to ensure product access, triaging reimbursement issues, and maintaining product contracts
• Partner with cross-functional stakeholders to ensure HCPs and other account-based decision-makers have timely access to critical solutions and necessary support throughout the patient journey
• Establish relationships in pathology and other testing roles to educate on the need and sense of urgency with folate receptor alpha testing and identifying best practices of incorporating FRa testing into account workflows
• Identify and develop clinical advocates, working to leverage their influence and expertise within the institutions
• Partner with residency programs to educate and train emerging KOLs by building advocacy and experience with portfolio products
• May be responsible for participating in patient advocacy, outreach, and identification with local advocacy organizations as appropriate
• Maintain a high level of business acumen, account knowledge, analytical and product knowledge to leverage growth in ovarian cancer and development portfolio

Qualifications

• A minimum of a bachelor’s degree is required
• At least seven years of pharmaceutical and/or medical device sales experience
• Previous Account Management experience
• Strong knowledge of Healthcare Management, landscape, and compliance
• High level of written, verbal and virtual communication skills
• Possess excellent business acumen, business insights, and strategic mindset
• A track record of excellent leadership skills and the ability to collaborate effectively with numerous stakeholders at all levels and in all disciplines
• Experience selling at the c-suite
• Demonstrate confidence, persuasiveness, ability to motivate others, and ability to influence without formal authority
• Willing to travel up to 75% of the time. Business travel, by air or car, is regularly required

Preferred Qualifications

• People leadership experience
• Background selling a companion diagnostic or oncology testing
• Previous Oncology experience
• EMR knowledge

Additional Information

Applicable only to applicants applying to a position in any location with pay disclosure requirements under state or local law: 

• The compensation range described below is the range of possible base pay compensation that the Company believes in good faith it will pay for this role at the time of this posting based on the job grade for this position. Individual compensation paid within this range will depend on many factors including geographic location, and we may ultimately pay more or less than the posted range. This range may be modified in the future.
• We offer a comprehensive package of benefits including paid time off (vacation, holidays, sick), medical/dental/vision insurance and 401(k) to eligible employees.
• This job is eligible to participate in our short-term incentive programs.
• This job is eligible to participate in our long-term incentive programs

Note: No amount of pay is considered to be wages or compensation until such amount is earned, vested, and determinable. The amount and availability of any bonus, commission, incentive, benefits, or any other form of compensation and benefits that are allocable to a particular employee remains in the Company’s sole and absolute discretion unless and until paid and may be modified at the Company’s sole and absolute discretion, consistent with applicable law. 

AbbVie is an equal opportunity employer and is committed to operating with integrity, driving innovation, transforming lives, serving our community and embracing diversity and inclusion. It is AbbVie’s policy to employ qualified persons of the greatest ability without discrimination against any employee or applicant for employment because of race, color, religion, national origin, age, sex (including pregnancy), physical or mental disability, medical condition, genetic information, gender identity or expression, sexual orientation, marital status, status as a protected veteran, or any other legally protected group status.

US & Puerto Rico only – to learn more, visit https://www.abbvie.com/join-us/equal-employment-opportunity-employer.html 

US & Puerto Rico applicants seeking a reasonable accommodation, click here to learn more:

https://www.abbvie.com/join-us/reasonable-accommodations.html

Read Full Description