Senior Manager, Immunology Account Executive - South Central Region

Job Description

This role is field-based. Preference is to live within the region, or within close proximity with access to a major airport nearby in order to access HQ cities.

The region includes the following states:

• Texas
• Oklahoma
• Kansas
• Arkansas
• Missouri
• Tennessee
• Louisiana
• Mississippi
• Alabama
• Kentucky

This position leads, manages and coaches a regional team of Immunology Account Executives. Primary objectives include assessing regional business opportunity within assigned regional geography and priority Immunology Accounts (includes IDN Health Systems, Group Practices, hospital systems and specialty pharmacies) in order to deliver on assigned product performance goals. It requires understanding of Immunology brand value propositions and implication for effective execution of these within target accounts, and with key customer influencers and decision-makers, by direct reports who engage key customers. The position overlays multiple Immunology field sales organizations and AbbVie in-field support teams, requiring extensive communication and collaborative actions at the Region-level.

Responsibilities:

People Leadership

• Develop, implement and execute effective skill development plans for direct reports. Deliver consistent coaching direction via field-travel and engagement with IAEs during business and key account planning discussions. Evaluate execution of franchise strategic and tactical priorities of direct reports and generate effective plans to insure performance of IAE’s to behavioral expectations in support of organizational objectives.
• Lead KAM and internal business partnership communication and collaboration to insure highly effective, coordinated execution of AbbVie Immunology and IAE core priorities. Monitor and enhance IFT partner clarity on IAE roles and priorities across key partner organizations.
• Develop, monitor and advance development planning process with direct reports. Actively lead engagement of direct reports and IFT partners to elevate IAE organizational Inclusion and Culture goals.

Business Strategy (Analysis, Planning, Execution)

• Clarify and integrate marketing strategies into regional execution, including sales training needs, during in-field and National/Regional meetings, with the purpose of elevating regional effectiveness within key account management.
• Work with peers in Market Access and Trade to understand the changing Healthcare Landscape and proactively identify potential health system opportunities and conceptualize solutions using creativity and innovation within approved standards and resources.
• Understand, execute and coach to appropriate use of approved promotional materials with health economic messaging.
• Lead analysis and application of sales data in coordination direct reports, including coordination with partner sales management and sales operations, to inform business understanding and strategic planning and execution in order to achieve sales objectives.
• Utilize IAE analytic tools, including CURO, to assess Regional and territory sales performance trends and create strategic selling initiatives to address performance opportunities. Gather, organize and communicate monthly Regional performance vs. key business objectives. Includes Q&I reports, CURO, Key Account Performance and resource execution.
• Work with franchise leadership team to develop, implement and execute regional pull-through execution plans in support of IAE and Immunology core execution priorities (Business Planning, Selling Skills, Coaching).
• Drive regional execution of business planning and Key Account planning process; manage direct reports to the same process. This includes leading the effective assimilation of evolving account targeting and approved messaging strategies into regional execution. Monitor account execution by direct reports using CURO and other business tools to insure accomplishment of execution expectations.
• Engage prioritized accounts directly to establish relationships with key customers, in support of advancing organizational objectives.

Qualifications

• Bachelor’s degree required.
• Advanced analytical, coaching, direct people leadership, communication and presentation skills.
• Knowledge of applicable regulations and standards affecting business.
• Ability to examine complex business environment and develop/execute plans in response to market and account opportunities.
• In-depth experience working within large accounts and across KAM/Matrix teams strongly preferred but not required.
• Immunology sales/sales leadership preferred but not required.
• Driving a personal auto or company car or truck, or a powered piece of material handling equipment
• Valid driver’s license: Ability to pass a pre-employment drug screening test and meet safe driving requirements

Additional Information

Applicable only to applicants applying to a position in any location with pay disclosure requirements under state or local law: ​

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