Institutional Account Specialist - Little Rock, AR

Role Summary

This field-based role executes institutional brand strategy and tactics in the assigned territory. The role focuses on developing and maintaining strategic business relationships with hospitals, IDNs, academic institutions, outpatient accounts, long-term care facilities, and specialty private practices to maximize short- and long-term sales performance, while placing the patient at the center of efforts and operating within all applicable laws and Abb Vie policies.

The candidate should live within a reasonable distance from the primary city and will be hired at a level commensurate with experience.

• Deliver sales performance, brand KPIs, financial targets, and marketing objectives to meet or exceed objectives.
• Create, develop, execute, and monitor strategic geography business plans; determine appropriate department, channel, HCP focus and frequency by account; align resources to support tactic execution and adjust as needed.
• Proactively serve customer needs and expectations to build trusted relationships and achieve win-win agreements between Abb Vie and customers.
• Develop professional relationships and differentiate the Anti-Infective portfolio’s value proposition at all levels within accounts to maximize brand performance.
• Build understanding of customer needs, territory landscape, competitors, market segments/dynamics, accounts, disease, product, clinical and sales expertise; share market intelligence with in-field team and brand team to align and optimize strategy.
• Collaborate across multiple departments within healthcare institutions and across organizations; work with cross-functional partners to differentiate Abb Vie’s value proposition and identify disease state experts and advocates to maximize brand performance.

• 3 years pharmaceutical, medical, health care, infusion or diagnostic sales experience preferred.
• Bachelor’s degree in biological sciences, pharmacy, business-related field, or equivalent.
• Proven track record of success in selling and exceptional presentation skills.
• Demonstrates in-depth scientific, therapeutic, product, and competitive knowledge and is recognized as an expert resource by relevant stakeholders.
• Operates effectively in a matrix environment with strong business acumen and proficient use of business tools.
• Builds collaborative partnerships with district colleagues and matrix team.

• Bachelor’s degree in biological sciences, pharmacy, business related field, or equivalent.