Key Account Specialist/Manager, Gastroenterology (Immunology)

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. For more information about AbbVie, please visit us at www.abbvie.com. Follow @abbvie on X, Facebook, Instagram, YouTube, LinkedIn and Tik Tok.

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

Minimum Qualifications

• 2 years as high performing Medical Representative/Key Account Specialist
• Good and improving English language skills
• Computer literacy
• Driving License

Preferred Qualifications/Experience

• 3 years as high performing Medical Representative/Key Account Specialist
• Leadership experience & potential

Specific Personal Qualities

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

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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