Director, Strategic Accounts- Central/eastern
4 weeks ago
**Company Description**
Allergan Medical Aesthetics Strategic Accounts represent the largest most complex customers within the organization. This customer segment is in expansion mode and, as the DSA, you will be responsible for accelerating growth and defending market share across Allergan’s portfolio of aesthetic products for FDA approved uses. The role is high-touch, requiring experienced levels of consultative sales and collaboration skills to discover, define and unlock mutual market opportunity, working with sophisticated c-suite customers, clinic teams, and across Allergan internal sales and executive leadership organizations.
Essential Duties and Responsibilities:
Financial/Sales:
- Achieve corporate sales goals within assigned targeted customers.
- Forecast sales and other success factors as established by senior leadership.
- Negotiate, execute and manage resource deployment, cost to serve, and other KPIs as defined by senior leadership.
- Understand, negotiate, and manage the contractual agreements with customers, in collaboration with the cross-functional team including Legal, Compliance, Finance, Field Sales etc.
Account Planning:
- Develop and execute customer business plans for targeted customers through needs assessment, and the development and implementation of strategies that achieve customer and Allergan goals; including short-term opportunities, as well as a longer-term mutual benefit that shape the Medical Aesthetic Market.
- Consistent with needs assessment and mutual goals, develop and execute national and/or regional strategies to accelerate growth, broaden portfolio adoption and deepen customer loyalty through strategic resource deployment.
- Oversee the executive briefing process ensuring relevance, timeliness, and alignment with all stakeholders to deliver on mutually agreed upon goals.
Strategic Execution
- Proactively deploy tactics that support customer strategies using specific tasks or goals which are measurable, achievable, relevant and time bound (SMART).
- Communicate clearly with all internal stakeholders to clarify account objectives and ensure accountability for executing the account plan, deploying appropriate resources and tactics, tracking progress, overcoming obstacles, and celebrating success.
- Understand internal processes and procedures to leverage relevant resources for the successful delivery of customer plan objectives that meet both Allergan and customer standards as well as complies with applicable laws, regulations, and Allergan Aesthetics/AbbVie policies.
**Qualifications**
- Bachelor’s degree in related field, MBA preferred
- Minimum 10 years in healthcare/medical aesthetic experience
- Minimum 5 years successful sales management or equivalent people leadership
- Experience leading, coaching, and mentoring field colleagues without authority or direct reporting. Must demonstrate excellent collaboration with cross functional teams.
- Proven history of identifying opportunities and goals with target customers, creating customer specific business plans, designing mutually agreed to Key Strategic Initiatives, deploying resources and tactics to achieve KPIs, and achieving measurable success.
- Demonstration of strong business planning skills and the ability to execute plans through a vast network of field colleagues.
- Knowledge and experience of legal and regulatory requirements related to pharma/Biotech industry
- Market planning/strategy development experience
- Strong organizational leadership skills including planning and organization across divisions both internally and externally.
Foundational Requirements:
- Demonstrated leadership qualities
- Business Acumen
- Strong interpersonal and relationship building skills, including proven ability to demonstrate credibility with C-Suite customers
- Strong problem solving skills
- Ability to monitor field activity to ensure balanced workloads, control over resources, budgets and expenses
Language/Verbal/Analytical Skills:
- Excellent written and verbal communication skills
- Excellent presentation skills
Analytical and Reading Skills:
- Financial/budgetary experience.
- Ability to effectively coach and develop others using strong analytical, decision making and results orientation skills.
- Strong business planning skills and the ability to execute plans through a vast network of field colleagues
- Proven history of identifying opportunities and goals with key customers, creating customer specific business plans, designing mutually agreed to Key Strategic Initiatives, deploying resources and tactics to achieve KPIs, and achieving measurable success
Physical Requirements:
- Ability to travel minimum 50%
Work Environment:
- Work from home environment, travel and overnights required
**Additional Information**
- The compensation range described below is the range of possible base pay compensation that the Company believes in good faith it will pay for this role at the time of this posting base
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