The Sales Representative is responsible for executing brand strategy and tactics in field sales performance. Effectively managing assigned territory and targeted accounts for which develops and implements account plans, building strong customer relationships and addressing customer needs through SEP. Maximizing short and long-term sales performance all while placing the patient into the center of any efforts and operating within AbbVie’s business code of conduct, policies and all applicable laws and regulations.
Key Responsibilities
- Creates a pre-call plan using SMART objectives and executes post-call evaluation to continuously improve sales performance. Effectively handles objections, misunderstandings, concerns and consistently gains logical and reasonable calls to action to close on every sales call.
- Aspires proactively and continuously to serve customer needs, customer expectations and challenges to build trusted customer relationships and to achieve win-win agreements between AbbVie and customers.
- Develops and executes a Multichannel Call Plan using all available resources, a call plan that achieves set call metrics and optimizes coverage and frequency to key customers to maximize access and sales opportunities.
- Continuously builds understanding on customer needs and expectations, territory market landscape, competitors, market and customer segments/dynamics, accounts, disease, product, clinical and sales expertise and shares this market intelligence information with in-field team and sales manager to achieve alignment, to anticipate environmental changes and challenges and to optimize brand strategy and its execution.
- Differentiates AbbVie’s value proposition with health providers assigned and identifies, develops and maintains disease state experts and speakers/advocates to maximize brand performance.
- Delivers sales performance, brand KPIs, financial targets, marketing objectives, etc. to meet or exceed those objectives.
- Bachelor's degree, Biological Sciences, Pharmacy, business related field, or equivalent.
- Proven track record of success in sales performance within the Immunology therapeutic area, preferably in gastroenterology or related.
- Commercial pharmaceutical industry experiences such as physician/account-based selling, training, managed health care or marketing preferred.
- Proven track record of success in selling and exceptional presentation skills. Proactively identifies customer style / behavior and adapts quickly all aspects of selling approach.
- Demonstrates (or willingness for) in-depth scientific, therapeutic, product, and competitive knowledge and is recognized as an expert resource by all relevant stakeholders. Strong business acumen and proficient use of business tools; possesses strategic and critical thinking capabilities.
- Operates effectively in a matrix environment.
- Offers innovative ideas and solutions to maximize business opportunities to address challenges.
- Provides impact with ideas for the larger organization and anticipates and responds to changes.
- Influences others and is viewed as a credible and respected role model and resource among peers. Builds collaborative partnership with district colleagues and matrix team, etc. Leads by example; consistently displays positive behaviors and peer coaching through changing and challenging environments.
- Documented success in leadership and support role of increased responsibility at the district, region and/or organizational levels. Assists team in identifying internal and external information resources and learning opportunities.
- Understands and leverages findings to develop sales strategies. Consistently exemplifies ability to sustain elevated expectations. Takes ownership by resolving problems and thinks of implication on the larger organization.
- English language proficiency verbally and in writing
AbbVie is an equal opportunity employer and is committed to operating with integrity, driving innovation, transforming lives and serving our community. Equal Opportunity Employer/Veterans/Disabled.
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
