Job summary:
The Brand Account Manager acts as direct point of contact for assigned stakeholders in order to transfer value proposition for AbbVie Brands. You understand customer’s needs and adapt accordingly, guide customers to solutions and agree on necessary steps toward it. You are the main commercial executor of the brand strategy in the multi-disciplinary In-Field Team. You continuously strive to gain market insights and proactively, transparently and constantly transfer relevant insights back the In-Field-Team. The Geography of this role primarily covers Central- and North-Western Switzerland.
Key responsibilities:
Customer Selling and Relationship Management:
- Delivers expected performance and beyond in assigned territory (Sales)
- Differentiates AbbVie's value proposition to all healthcare providers
- Proactively and continuously aspires to understand real customer needs, lead to a solution and create a win-win situation
- Creates pre-call plans using SMART objectives, effectively evaluates and documents sales calls
- Identifies, develops and maintains disease state experts and speakers/advocates
- Utilizes innovative approaches and resources to gain access to 'difficult to see' customers
- Continuously strives to gain market intelligence: insights into customer needs, expectations and environmental challenges (e.g. dedicates significant effort to the questioning stage of the stakeholder interaction in order to capture valuable insights around needs and expectations)
Clinical and Market Knowledge Development:
- Develops and maintains in-depth disease, product, market and competitive intelligence expertise
- Constantly seeks opportunities and act on them to grow existing accounts and open new ones
- Develops and improves understanding of the emerging multi-stakeholder environment
Territory Management:
- Develops a cycle journey plan that optimizes own as well as In Field Team/Brand Team resources to defined key customers, acts on it and constantly tracks progress
- Continuously analyzes sales reports and field intelligence
- Accurately identifies customer position on sales cycle; effectively targets and tracks resources to maximize sales opportunities
- Understands market challenges and identifies business opportunities; deploys existing value-adding solutions to customers or drives the development of new tailored solutions
- Consistently achieves set call metrics to maximize sales
- Adheres to industry and AbbVie compliance requirements while managing the territory
Information Sharing/Teamwork:
- Shares relevant insights to the In-Field and Brand Team
- Shares best practice across the In-Field and Brand Team
- Networks in the In-Field Team to ensure support from other in-field roles or other identified roles within the organization to best address customer challenges
- Mentors new Sales Representatives to enhance collaborative ways of working in the In-Field Team
- Primary degree in science/nursing preferable
- Practical knowledge and understanding of customer/disease area requirements
- In-depth product, therapeutic and competitive knowledge
- Proficiency in the use of business technology
- Fluency in German and English
- Relevant industry sales experience
AbbVie setzt sich für Chancengleichheit ein und verpflichtet sich, mit Integrität zu arbeiten, Innovationen voranzutreiben, Leben zu verändern und unserer Gemeinschaft zu dienen. Chancengleichheit bei Arbeitgeber/Veteranen/Behinderten.
