Key Account Specialist/Manager, Derma (Immunology)

About AbbVie

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.

• Identifies all key account direct and indirect stakeholders, including internal ones like administrators, advocates, influencers, decision makers, buyers, end-users, technical and juridical personnel, etc and external ones like health authorities, payors, patient organizations, etc for each agreed with BUM account.

• Creates database of stakeholder maps for the assigned accounts describing the respective stakeholder’s significance for the business.

• Creates annual business plan for the respective territory including the distribution of sales & investments between the products under KAM responsibility in order to achieve required sales and division margin.

• Creates annual & quarterly action plan for the territory (tactic management) complying with the respective brand strategies.

• Proactive management of investments – negotiating with SMM for optimizing investment amount, timing and split in order to achieve the required results.

• Proactive management of visuals, scientific information and other promotional tools in cooperation with the respective SMM in order to adapt them to territory specifics and improve promotional mix.

• Basic knowledge of English sufficient to participate in international company events (for company staff or clients) and to deal with scientific/training information.

• Develops assigned accounts by development of account specific sales programs

• Maintains current assigned key accounts. Improves customer relationship management.

• Is responsible for key customers strategic for the company and is focused on maintain and expand sales.

• Works with high levels of health care organization. Has the purpose to build strategic long-term partnerships. Works as a bridge between user and administration within public customer.

• Understands market dynamics and adjust activities accordingly.

• Is responsible to achieve sales plan for the assigned sales territory.

• Maintains and expands business, visiting customers.

• Collects information on competitors' sales, prices, products.

• Maintains good customer relationships even when there are no new contracts to be signed and visits key customers on a regular basis.

• Prepares proposal for tender and customer's contracts.

• Establishes concepts for customers including detailed information and calculations on different strategies. Points out costs and benefits of the alternatives.

• Works with other AbbVie departments/divisions and distributors to find most effective way of increasing sales and/or improving productivity through cooperation

• Provides feedback to manager on important marketing and sales topics through monthly reports (highlights, forecast, activity plans)

• Effectively handles objections or concerns. Consistently gains a logical, reasonable call to action/close on every sales call.

• Differentiates AbbVie’s value proposition to all health providers assigned

• Proactively and continuously aspires to serve customer needs in a win-win approach

MINIMUM QUALIFICATIONS

• 1-2 years as high performing Medical Representative
• Good and improving English language skills
• Computer literacy
• Driving License

PREFERRED QUALIFICATIONS/EXPERIENCE

• 2-3 years as high performing Medical Representative

SPECIFIC PERSONAL QUALITIES

• Service and results orientation
• Excellent listening and communication abilities
• Coaching style – not “controlling” mentality

Reports to Sales & Marketing Manager

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. 

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