Health Care providers (HCP) relationship management

• Delivers expected performance and beyond in the territory for Abb Vie portfolio.
• Creates a pre-call plan using SMART objectives & effectively evaluates calls and documents post-call.
• Uses evidence-based medicine skills during the call (clinical papers etc.); promotes visually by appropriate use of currently approved promotional aids.
• Effectively handles objections or concerns. Consistently gains a logical, reasonable call to action/close on every call.
• Educates medical providers and staff.
• Identifies, develops, and maintains disease state experts and speakers/advocates.
• Utilizes innovative approaches and resources to gain access to difficult to see HCPs and elevates results and outcomes to the brand team level through his/her Field Manager.
• Differentiates Abb Vie’s value proposition to all health providers assigned.
• Continuously strive to gain market intelligence: insights on HCP needs, expectations and environmental challenges, which are shared across the in-field teams and leverage to the Brand teams (e.g. dedicates significant effort to the questioning stage of the stakeholder interaction in order to capture valuable insights around needs and expectations).
• Proactively and continuously aspires to serve HCP needs according to the company guidelines and compliance policies.

Clinical and Market Knowledge Development

• Shares best practice to enhance Abb Vie business success across the Brand Teams.
• Proactively initiates, develops, and implements a growth plan to develop in current position and prepare for future opportunities.
• Demonstrates in depth disease, product, market, and competitive intelligence expertise.
• Has a deep understanding of the emerging multi-stakeholder environment.

Territory Management

• Continuously analyses reports (CRM etc.) and field intelligence.
• Develops and continually reviews and updates a thorough engagement plan focused on key HCPs to exceed goals.
• Develops a cycle journey plan that optimizes coverage and frequency to key HCPs and ensures the ability to achieve call plan metrics.
• Accurately identifies HCP position on promotional cycle. Effectively targets and tracks resources to maximize business opportunities (budgets, samples etc). Adheres to industry and Abb Vie compliance requirements while managing the territory.
• Consistently achieves set call metrics (days in the field, target coverage and frequency, call rates etc.) to maximize outcomes.
• Maintains accurate sample accountability in line with policies. Completes all administrative tasks on time and accurately while meeting communication expectations as per guidelines (Dial in, e-mail etc).
• Works effectively in the district with in-field teams.
• Mentors new reps to enhance collaborative ways of working in the multidisciplinary in field team
• Networks in the district with the field team to ensure support from other in-field roles or other identified roles within the organization to best address the HCP needs (e.g. coordinate with MSL through the Field Manager to ensure effective KOL management).
• Responds to critical business opportunities and threats, leveraging his input to the Brand team through his/her Field Manager.

Skills

• Develops a thorough action plan focused on key HCPs. Proactively identifies business. opportunities. Allocates and adjusts resources to maximize outcomes. Plan includes creative, measurable tactics to gain access and deliver added value to HCPs.
• Develops and manages an ongoing cycle plan that improves team efficiencies and adapts to changing needs. Consistently achieves coverage and frequency targets.
• Utilizes knowledge of disease state, benefits over competition, patient type and product information during HCP and peer interactions. Demonstrates an in-depth knowledge of available resources and leverage knowledge to drive business.
• Proactively identifies HCP style and tailors all aspects of promotional model including resources to meet HCP’s needs. Leverages relationships to support the business relationships and promote Abb Vie products.
• Adapts to any promotional environment, HCP behavior and personality while maintaining rapport.
• Recognized as an expert resource by HCPs and Abb Vie.
• Operates effectively in a matrix environment.

Qualifications

• Ideally practical knowledge and understanding of HCPs and disease area requirements.
• Good understanding of the market challenges and opportunities.
• Great sense of ethics and integrity.
• Curiosity and ability to learn and improve.

Studies and Experience

• Bachelor’s degree in pharmaceutical studies, and relevant industry experience.

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.

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About Abb Vie

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 including immunology, oncology and neuroscience - and products and services in our Allergan Aesthetics portfolio. For more information about AbbVie, please visit us at www.abbvie.com. Follow @abbvie on LinkedIn, Facebook, Instagram, X and YouTube.