Key Account Specialist/Manager, Gastroenterology

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 – immunology, oncology, neuroscience, and eye care – and products and services in our Allergan Aesthetics portfolio. Job DescriptionPerforming all core job responsibilities of Medical Representative/Key Account Specialist at an expert level, plus: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 BUD 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 programsMaintains 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.

Establishes concepts for customers including detailed information and calculations on different strategies. Points out costs and benefits of the alternatives. 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 assignedProactively and continuously aspires to serve customer needs in a win-win approachQualificationsMinimum Qualifications2 years as high performing Medical Representative/Key Account SpecialistGood and improving English language skillsComputer literacyDriving LicensePreferred Qualifications/Experience3 years as high performing Medical Representative/Key Account SpecialistLeadership experience & potentialSpecific Personal QualitiesService and results orientationExcellent listening and communication abilitiesCoaching style – not “controlling” mentalityAdditional InformationAbbVie 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.htmlUS & Puerto Rico applicants seeking a reasonable accommodation, click here to learn more: https://www.abbvie.com/join-us/reasonable-accommodations.html #J-18808-Ljbffr