JOB SUMMARY

Owns the execution of the Brand Strategy and tactics in field, sales performance. Executes the Commercial Plan in the field in the area of responsibility, as an individual and a part of In-Field Teams, in order to maximize Abb Vie and Brand Value Proposition by managing territory and targeted accounts, through a specific, tailored, action and call plan to assigned HCP stakeholders and by working closely with Sales Manager & Brand Manager to align strategy and provide feedback of market intelligence to Brand Team. Builds strong customer relationships and customer needs solving capability to maximize short- and long-term sales performance placing the patient into the center of any efforts and operating within Abb Vie’s business code of conduct, policies and all applicable laws and regulations.

RESPONSIBILITIES

Customer Selling and Relationship Management:

• Deliver expected and beyond, brand KPIs, financial targets, marketing objectives to meet or exceed on those objectives.
• Create pre-call plan and execute post-call evaluation to continuously improve sales performance. Effectively handle objections, concerns and consistently gain logical and reasonable calls to action to close on every sales call.
• Organize meetings and presentations with Health Care Professionals (HCP) and other Key stakeholders on account level within the geographical area of their responsibility
• Use evidence-based medicine skills during the sales call (peer review publications etc.); by appropriate use of approved Core Visual Aids offering a tailored message to customer needs
• Proactively and continuously aspire to serve customer needs, customer expectations and challenges in order to build trusted customer relationships and to achieve win-win agreements between Abb Vie and customers.
• Develop and execute a multichannel call cycle plan that achieves set call metrics and optimizes coverage and frequency to key customers to maximize access and sales opportunities.
• Identify and assist develop and maintain Disease State Experts and Speakers/Advocates working with other functional specialists
• Continuously build understanding on customer needs and expectations, territory market landscape, competitors, market segments/dynamics, accounts, disease, product, clinical and sales expertise and share this market intelligence information with in-field team and business unit manager to achieve alignment, to anticipate environmental changes and challenges and to optimize brand strategy and its execution.
• Utilize innovative & multichannel approaches and resources to gain access to 'difficult to see' customers
• Proactively and continuously aspire to serve customer needs in a win-win approach

Clinical and Market Knowledge Development:

• Share best practice from the field to enhance our business success across the In-Field teams
• Proactively initiate, develop, and implement a growth plan to develop in current position and prepare for future opportunities
• Demonstrate in-depth disease, product, market, and competitive intelligence expertise

Territory Management:

• Continuously analyze sales reports (CRM etc.) and strive to gain field intelligence
• Develop and continually review and update a thorough engagement plan focused on key customers to exceed sales goals
• Effectively target and track resources to maximize sales opportunities, adhere to industry and Abb Vie compliance requirements
• Complete all administrative tasks on time and accurately while meeting communication expectations as per guidelines
• Act as role model to enhance collaborative ways of working in the multi-disciplinary in-field team
• Respond to critical business opportunities and threats, leveraging input to the Sales Manager & Brand Manager

Experience and Education:

• University degree is required, preferably in the field of Life Sciences or business
• Master’s degree in related field will be considered an asset
• At least 2 years of previous experience as Sales Representative preferably in the field of immunology
• Fluent in English language, both verbally and written

Essential Skills, Competencies & Key Behaviors

• Demonstrates in-depth scientific, therapeutic, product, and competitive knowledge and is recognized as an expert resource by all relevant stakeholders
• Strong business acumen
• Proven track record of success in sales performance within respective therapeutic areas
• Practical knowledge and understanding of customer/disease area requirements
• Operates effectively in a matrix environment
• Leads by example; Consistently displays positive behaviors and peer coaching through changing and challenging environments
• Offers innovative ideas and Influences others
• Territory Management & Multichannel Communication capability
• Flexibility & Agility
• Strong negotiation skills

Other Skills

• Ability to travel as per business needs
• Computer literate
• Proficient use of business tools (Veeva CRM, MS Excel, MS Powerpoint )
• Driving license

INTERNAL / EXTERNAL CONTACTS AND INTERACTIONS:

• External: Physicians, pharmacists, nurses, others depending on brand plan
• Internal: In-field team members, Sales Management (i.e. NSM), Marketing Management (i.e. BM),

Abb Vie 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

Abb Vie'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 Abb Vie, please visit us at www.abbvie.com. Follow @abbvie on X, Facebook, Instagram, YouTube, LinkedIn and Tik Tok.