• Achieve a deep understanding of the complexities, pressures and opportunities associated with the
decision making matrix within each account. Based on that deep understanding articulate predicted 
payer/provider and payer/provider influencer decision drivers and unmet needs to the brand teams in 
order to ensure key account situation analysis is holistic.
• Highlight the cross-functional impacts of anticipated changes in the payer/provider environment to the 
IFTs and brand teams in order to further enrich the BT’s anticipation of the future.
• Build trusted and strategic relationships with payers/providers in order to anticipate access barriers and 
better meet agendas, plans and objectives of respective key account.
• Identify opportunities and collaborate cross-functionally to engage in “win : win” partnerships with key 
accounts in order to positively influence contracting and tendering opportunities for product access.
• Develop strategy and concise engagement plans specific to accounts with clear objectives and
activities in order to optimize usage, funding and access of AbbVie products considering long-term goals 
of the entire product portfolio.
• Negotiate, close and sign deals and/or support/lead the contracting and tendering process and facilitate 
the development and delivery of proposals in order to meet profit targets.
• Regularly track the execution and impact of activities and performance of key accounts in order to
constantly improve impact on bottom line.

• Bachelor degree, biological sciences, pharmacy, business related field, or equivalent.
• Relevant experience with demonstrated track record of success in sales or consultative selling 
role within biotech/pharmaceutical industry
• Ability to translate strategies into actionable and realistic key account engagement plans
• Ability to lead, motivate and coordinate cross functional teams (in-field)
• Ability to negotiate, close and sign C&T deals with key accounts and with complex customer
networks
• Solid analytic, business planning and financial acumen skills and solid working knowledge of
pharmaco-economic principles
• Solid knowledge of payer/provider mindset and motivation in relevant local context
• Solid knowledge of payer/provider decision making process and who the key
stakeholder/influencers are plus English language proficiency verbally and in writing (for all nonEnglish speaking countries)
• Demonstrated track record of success on specific key account (payer/provider) experience
strategically and long term as well as tactical within relevant local context preferred
• Leadership experience within specific key account based on being part of key account decision
making process within C&T situations (if relevant) preferred

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