Regional Director National Accounts, Neurology/Urology - East

Regional Director Of National Account

The Regional Directors will direct the sales strategy, planning, and execution for a field-based team of National Account Directors by driving agreed upon short-term sales targets and long-term goals. The position is also responsible for continuing to develop AbbVie's image and reputation as a market leader and solution-provider across the stakeholder base.

The Regional Director of National Account owns the establishment and nurturing of relationship with physician groups and serve as one face for engagement at the executive level, as approved by OEC and legal. This individual leads a team of National Account Directors in identifying, developing relationships, and driving a deeper understanding of our most strategic accounts.

Responsibilities

• Set compelling leadership tone and direction and co-establish vision for business.
• Identify key strategic accounts that can benefit by being nurtured by National Account Directors
• Co-develops both short-term and multiple growth-horizon plans to anticipate market trends and stakeholders' pain points.
• Identifies key KPIs and drives all aspects of financial and business metrics, including not only revenue but also resource targets.
• Delivers on directly accountable results and assists colleagues in achieving their results.
• Provides "Clear and Courageous" and game-changing thought-leadership to grow business.
• Create space and strategies for teams to provide both incremental and exponential innovation.
• Succession plans and guides leaders with a cross-functional mindset.
• Coaches National Account Directors to:
  • Quarterback AbbVie interactions across multiple stakeholders
  • Elevate accounts' standards of care, treatment goals, and patient outcomes
  • Communicate our robust Therapeutic Value Proposition through approved data on Health Economics, Disease Management, and Clinical Differentiation.
  • Reposition conversations with key decision makers from cost to Value
  • Anticipate account challenges and proactively develop solutions
• Perform all aspects of total account management for National Health Plans, Pharmacy Benefit Managers (PBMs), Group Purchasing Organizations (GPOs), Long Term Care and Federal customers to include; formulary access and positioning, rebate and discount contracting, pull-through sales execution, data agreements, persistency and compliance programs, relationship building and maximization of resource utilization.
• Manage timely and accurate communication flow throughout the organization.
• Work with Pricing Dept and GM/Director, National/Government Accounts to develop Divisional-contracting strategies.
• Seek business development opportunities within client accounts for US Commercial Products

Qualifications

• 10+ years of sales experience in the pharmaceutical/biotech industry in progressive commercial leadership roles with a positive track record of leading teams.
• Bachelor's degree required; advanced degree preferred.
• Demonstrated consulting skills, knowledge of field sales dynamics and selling models
• Proven understanding of current regulations regarding health care compliance
• Possess a comprehensive knowledge of the customers and competitive markets

Key Leadership Competencies:

• Builds strong relationships with peers and cross functionally with partners outside of team to enable higher performance.
• Learns fast, grasps the "essence", and can change course quickly when necessary.
• Raises the bar and is never satisfied with the status quo.
• Creates a learning environment, open to suggestions, and experimentation for improvement.
• Embraces the ideas of others, nurtures innovation, and manages innovation to reality.
• Proven financial and budget management skills
• Strong contract/negotiating skills; competent technical and product selling skills - contract administration background a plus
• Possess a comprehensive knowledge of the customers and competitive markets
• Exhibit high degree of flexibility in adapting to a changing environment
• Demonstrated conceptual thinking skills
• Strong understanding of the pharmaceutical supply chain business preferred
• Must possess excellent Key Account Relationships
• Strong analytical/problem-solving skills
• Negotiation Skills required. Preferably certified in Negotiation Training.
• Proficiency in computer related skills including Word processing software, Excel, PowerPoint, and other tools/programs
• Ability to deal effectively with ambiguity and complexity
• Relationship-building skills
• Ability to work with all levels within the organization
• Ability to travel as needed for work requirements with approximately 50% overnight travel per month
• Ability to drive a car and possess a valid and current driver's license
• Ability to lift 35 pounds

Additional Information

• The compensation range described below is the range of possible base pay compensation that the Company believes in good faith it will pay for this role at the time of this posting based on the job grade for this position. Individual compensation paid within this range will depend on many factors including geographic location, and we may ultimately pay more or less than the posted range. This range may be modified in the future.
• We offer a comprehensive package of benefits including paid time off (vacation, holidays, sick), medical/dental/vision insurance and 401(k) to eligible employees.
• This job is eligible to participate in our short-term incentive programs.
• This job is eligible to participate in our long-term incentive programs

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.