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About AbbVie

AbbVie’s mission is to discover and deliver innovative medicines 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, eye care, virology, women’s health and gastroenterology, in addition to products and services across its Allergan Aesthetics portfolio. For more information about AbbVie, please visit us at Follow @abbvie on Twitter, Facebook, Instagram, YouTube and LinkedIn.

Key Account Manager

Cham, Canton of Zug, Switzerland Req ID 2210397 Category Sales Division AbbVie

The Key Account Manager ensures customized approaches to cope with increasingly sophisticated institutional decision processes regarding prescriptions. Acts as single point of contact for key accounts and coordinates multiple touching points’ needs internally.


Key responsibilities:

  • Provide customizes approaches to our defined key accounts, develop strategy and concise engagement plans for Key Accounts with clear objectives and activities to optimize usage and funding of AbbVie products
  • Main AbbVie contact person and manage relationships with non-clinician stakeholders, and gain an insight into their agenda and anticipate budget constraints, trade offs
  • Proactively support Brand teams and identify opportunities to work collaboratively with cross-functional colleagues to deliver on Brand objectives.
  • Drive and grow the organizations business, anticipating barriers to product usage and ensuring provider formulary access to reach net revenue (or profit) targets
  • Co-ordinate and lead internal interactions thereby building strong internal network and provide business rationale, reach consensus, resolve conflicts, escalate issues
  • Anticipate and monitor C&T (Contracting & Tendering) activity in the Key Accounts
  • Build and manage relationship within the account
  • Lead multi-disciplinary team without formal authority, create consensus and solve conflicts within the in-field team
  • Execute the engagement plan and facilitate interactions with all in-field functions interacting with the Key Account and ensure consistency
  • Liaise with MAVP (Market Access Value Proposition) to provide stakeholders with tailored value clinical and economic information including developing service offerings
  • Regularly track the execution and impact of activities and performance of Key Accounts
  • Negotiate, close and sign deals and/or support or lead the contracting & tendering process and lead the development and delivery of proposals



Qualifications and experience:

  • University degree in economics, law, marketing or related focus
  • 5+ years in a Sales/Commercial role within the Healthcare environment
  • General knowledge about Healthcare landscape, including local Provider, Payer environment and Healthcare funding flows
  • Highly developed influential skills paired with political raffinesse
  • Perceived as authentic, integer and trustworthy by nature
  • Understanding of cost pressure/containment/Provider needs
  • Business fluent in German, English and French (depending on assigned region)

Critical skills required for the role:

  • Motivate, lead, co-ordinate in-field teams without having direct reporting lines to achieve account objectives
  • Build strong and long-lasting strategic and trusted relationships with non-clinician stakeholders
  • Translate the strategies into actionable and realistic engagement plans to ensure Market Access of AbbVie products, in alignment with Brand strategies
  • Communicate customized value propositions to a diverse group of stakeholders to convince them of product value
  • Negotiate, close and sign deals
Travel: Yes, 100 % of the Time
Job Type: Experienced
Schedule: Full-time

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