Brand Account Manager Gastroenterology Region
vor 2 Monaten
**About AbbVie**
We are a global, research-based biopharmaceutical company focused on the discovery and development of innovative treatments that address some of the world’s most serious and complex diseases. We strive to have a remarkable impact on people’s lives across several key therapeutic areas: immunology, oncology, neuroscience, eye care, virology and gastroenterology. In addition, AbbVie offers products and services through its Allergan Aesthetics portfolio.
**JOB SUMMARY**:
The Brand Account Manager acts as direct point of contact for assigned stakeholders in order to transfer value proposition for AbbVie Brands. He/she understands customer’s needs and adapts accordingly, guides customer to the solution and agrees on necessary steps toward it. He/she is the main commercial executor of the brand strategy in the multi-disciplinary In-Field Team. He/she continuously strives to gain market insights and proactively, transparently and constantly transfers relevant insights back the In-Field
- Team.
**KEY RESPONSIBILITIES**:
Customer Selling and Relationship Management:
- Delivers expected performance and beyond in assigned territory (Sales)
- Differentiates AbbVie's value proposition to all healthcare providers
- Proactively and continuously aspires to understand real customer needs, lead to a solution and create a win-win situation
- Creates pre-call plans using SMART objectives, effectively evaluates and documents sales calls
- Identifies, develops and maintains disease state experts and speakers/advocates
- Utilizes innovative approaches and resources to gain access to 'difficult to see' customers
- Continuously strives to gain market intelligence: insights into customer needs, expectations and environmental challenges (e.g. dedicates significant effort to the questioning stage of the stakeholder interaction in order to capture valuable insights around needs and expectations)
Clinical and Market Knowledge Development:
- Develops and maintains in-depth disease, product, market and competitive intelligence expertise
- Constantly seeks opportunities and act on them to grow existing accounts and open new ones
- Develops and improves understanding of the emerging multi-stakeholder environment
Territory Management:
- Develops a cycle journey plan that optimizes own as well as In Field Team/Brand Team resources to defined key customers, acts on it and constantly tracks progress
- Continuously analyzes sales reports and field intelligence
- Accurately identifies customer position on sales cycle; effectively targets and tracks resources to maximize sales opportunities
- Understands market challenges and identifies business opportunities; deploys existing value-adding solutions to customers or drives the development of new tailored solutions
- Consistently achieves set call metrics to maximize sales
- Adheres to industry and AbbVie compliance requirements while managing the territory
Information Sharing/Teamwork:
- Shares relevant insights to the In-Field and Brand Team
- Shares best practice across the In-Field and Brand Team
- Networks in the In-Field Team to ensure support from other in-field roles or other identified roles within the organization to best address customer challenges
- Mentors new Sales Representatives to enhance collaborative ways of working in the In-Field Team
Project Management:
- Guide the design of innovative projects, multi-channel opportunities and multi-stakeholder initiatives to meet strategic brand objectives and control budget of the transferred projects.
- Concept development of customer journeys in co-creation with internal and external key stakeholders to maximize the customer engagement.
- Ensure all focus projects are realized and followed up in full collaboration with the In-Field team and Brand Team.
- Independent planning and implementation of projects and events on a regional and national level to support the Infield team in their execution.
**QUALIFICATIONS AND EXPERIENCE**:
- Primary degree in science/nursing preferable
- Practical knowledge and understanding of customer/disease area requirements
- In-depth product, therapeutic and competitive knowledge
- Proficiency in the use of business tools
- Industry and local market situation
- Policies, protocols and political environment that may affect the work of assigned stakeholders
- Relevant industry sales experience
- Launch experience is a plus
**CRITICAL SKILLS REQUIRED FOR THE ROLE**:
- Selling
- Active listening & negotiation
- Territory management
- Flexibility
- Analyzing and problem solving
- Outstanding communicator
- Outstanding team player skills
- Fluency in English and German are a must
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