Key Duties and Responsibilities • Achieve a deep understanding of the complexities, pressures and opportunities associated with the decision-making matrix within each account. Based on that deep understanding articulate predicted payer/provider and payer/provider influencer decision drivers and unmet needs to the brand teams in order to ensure key account situation analysis is holistic. • Highlight the cross-functional impacts of anticipated changes in the payer/provider environment to the IFTs and brand teams in order to further enrich the BT’s anticipation of the future. • Build trusted and strategic relationships with payers/providers in order to anticipate access barriers and better meet agendas, plans and objectives of respective key account. • Identify opportunities and collaborate cross-functionally to engage in “win : win” partnerships with key accounts in order to positively influence contracting and tendering opportunities for product access. • Develop strategy and concise engagement plans specific to accounts with clear objectives and activities in order to optimize usage, funding and access of AbbVie products considering long-term goals of the entire product portfolio. • Negotiate, close and sign deals and/or support/lead the contracting and tendering process and facilitate the development and delivery of proposals in order to meet profit targets. • Regularly track the execution and impact of activities and performance of key accounts in order to constantly improve impact on bottom line.
Job Qualifications • Bachelor's degree, biological sciences, pharmacy, business related field, or equivalent • Relevant experience with demonstrated track record of success in sales or consultative selling role within biotech/pharmaceutical industry. • Ability to translate strategies into actionable and realistic key account engagement plans • Ability to lead, motivate and coordinate cross functional teams (in-field) • Ability to negotiate, close and sign C&T deals with key accounts and with complex customer networks. • Solid analytic, business planning and financial acumen skills and solid working knowledge of pharmaco-economic principles • Solid knowledge of payer/provider mindset and motivation in relevant local context • Solid knowledge of payer/provider decision making process and who the key stakeholder/influencers are plus English language proficiency verbally and in writing (for all non-English speaking countries) • Demonstrated track record of success on specific key account (payer/provider) experience strategically and long term as well as tactical within relevant local context is preferred. • Leadership experience within specific key account based on being part of key account decision making process within C&T situations (if relevant) is preferred.
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