Federal Account Executive

Company Description

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 Twitter, Facebook, Instagram, YouTube and LinkedIn.

Job Description

This role can be based anywhere in Florida, Mississippi, Arkansas, or Louisiana.

The Federal Account Executive (FAE) role manages product / portfolio access within targeted federal accounts (VA, DoD, Indian Health, and the Federal Bureau of Prisons), while also leading alignment and best practices across multiple geographies. Responsible for market access across the entire US Commercial product portfolio within the Federal Channel. Establishes products on customer formularies, and/or improves utilization management criteria to include support from customer regional health care decision makers to local and national formulary committees. Establishes and develops high-level business relationships with executive management and key decision-makers in customer accounts and is an expert in business trends. Enhances the image of US Commercial as a pharmaceutical industry leader in the development and supply of high quality and cost-effective products for the federal channel.

Responsibilities:

• Seeks out and shares knowledge and best practices beyond assigned accounts and geography with franchise partners and with external stakeholders. Translates insights into applied strategies to effect change both internally and externally, driving operational functionality and setting new practice standards to deliver tangible results.

• Subject matter expert to all internal/external customers beyond the scope of assigned geography. Demonstrates a complete understanding of client tools, products, and disease state knowledge for use with customers and acts as a leader, advisor/expert to field and headquarters team members.

• Applies financial knowledge to be a resource and mentor in development of programs and or contracts; incorporates advanced financial/business knowledge to create case studies for Account Executive peers. Partners across channels, franchises and/or with national level account managers to identify partnering and program opportunities; addresses gaps and/or problems through defined action plans that have regional and potentially national impact.

• Draws on experience from other geographic areas and industries to create and manage geographic opportunities through collaboration. Creates account plans and strategies that can be replicated by other Account Executives.

• Acts as a consultant in emerging/changing markets and with new stakeholders. Rapidly evaluates new opportunities, identifies short and long-term implications, and defines plans that achieve business goals. Consistently and independently takes a leadership role/defines accountability for broader geographic success; align teams around common goals and sets plans to achieve objectives.

• Leads identification and design/adaptation of initiatives through analysis of data (quantitative and qualitative); recommend solutions to benefit the broader organization. Drives implementation and communication across the Market Access team to align efforts and define innovative account management approaches.

• Leverages subject matter expertise: on-boards new members and acts as a peer mentor to increase skills and capabilities of the team. Leads committees/task forces and represents AbbVie on local, regional, and national levels. Acts as a consultant and mentor in conveying key learnings and opportunities.

• Provides leadership and expertise to field sales leadership (RDs and DMs) and marketing teams for channel/account execution. Leverages experience to optimize sales through best use of resources. Develops pilot programs and shares results with counterparts; works as a consultant to replicate successful programs in other geographies.

• Builds upon and maintains established customer relationships that are active partnerships; is consistently seen as a competitive advantage to the customer, key source of programs and solutions that drive the business for the customer

Qualifications

• Bachelor's degree, MBA preferred

• 3- 5+ years sales management preferred, or

• Account management and/or marketing experience in a healthcare or related business

• Proven track record of operating effectively in a large, complex geography and influencing diverse stakeholders to achieve results.

• Strong business acumen; analytical ability to analyze diverse sets of data using multiple tools and define account/contracting strategies that drive business objectives.

• Demonstrated understanding of how to maintain product pricing structure and market share through forward-thinking, innovative strategies that align with AbbVie and customer objectives.

• Effectively demonstrate leadership skills; ability to lead without direct authority. Has experience with successfully leading diverse teams on complex projects or challenges to achieve results.

• Excellent communication and presentation skills.

• Military Experience is a plus but not required.

Additional Information

Applicable only to applicants