Population Health Account Executive

Job Description

The Population Health Account Executive (PHAE) serves as executive liaison between AbbVie and key IDN/ Health Systems while also leading alignment and best practices across multiple geographies through account and sales strategies that may include but are not limited to the following

Key Responsibilities include:

• The PHAE has a broad range of responsibilities including engaging customers to implement population health programs that align with Health System business needs, integration of market access strategies to result in improved patient care in various diseases. PHAEs will act as quarterback across AbbVie franchises for their target accounts at the headquarters level focusing on key Health Care Leaders. The PHAEs are responsible for establishing key business relationships internally as well as being a representative of AbbVie externally, enhancing the image of AbbVie as a healthcare industry leader in bringing patient care solutions to entire populations. Key customer stakeholders include, but are not limited to, Medical, Specialty, Quality and HIT decision makers. PHAEs report into a Regional Director and have responsibility for effectively managing program and project budgets.
• On average, a PHAE covers a geography that includes 5-8 targeted IDN/Health Systems/Specialty Group Practices and is accountable for supporting colleagues across Market Access and Franchise teams to define practices and programs that drive improved population health in areas of interest to AbbVie.
• Performs all aspects of total account management, including developing and maintaining strategic business relationships with corporate/senior management staff and establishing multi-level relationships with targeted Health Systems as well as broader geographic stakeholders (area and country-wide) with the intent to improve patient population standards of care.
• Identifies and understands current and emerging business channels, trends and policies and their impact on the business, and uses information to build strategic account plans with clear objectives across AbbVie for targeted accounts. Communicates to appropriate peers, monitors progress and provides routine communications to all stakeholders.
• Prepares, leads and conducts local account reviews with management teams and Franchise AE/sales team members.
• Provides leadership and expertise to Field Sales (RDs/ DMs and Franchise AEs) and Marketing teams for CBSA plan execution around key accounts.
• Consistently and independently takes a leadership role/defines accountability for broader geographic success; align teams around common goals and sets plans to achieve objectives.
• Acts as a subject matter expert to all internal/external customers beyond the scope of assigned geography, including sharing knowledge and best practices.
• Partners across channels, franchises and/or with national level account managers to identify new business opportunities; addresses gaps and/or problems through defined action plans that have regional and potentially national impact.
• Drives implementation and communication across Franchise account teams to align efforts and define innovative account management approaches.
• Communicates higher level account needs and priorities to marketing and franchise teams for input into value propositions.
• Rapidly evaluates new opportunities, identifies short and long-term implications and defines plans that achieve business goals.
• Demonstrates a complete understanding of client tools, products and disease state knowledge for impactful use with customers and acts as a leader, advisor/expert to field and Home Office team members.
• Leads identification and design/adaptation of initiatives through analysis of data (quantitative and qualitative); recommend solutions to benefit the broader organization.
• 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. Identifies gaps in resources and tools; create/influence the creation of needed resources to achieve objectives.
• 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.
• Leverages existing customer relationships across a broad foundation of accounts and coalitions/stakeholder groups to benefit other cross-divisional franchise partners.
• Ensure all activity is ethical and compliant.

• Bachelor’s Degree
• Proven track record of managing multiple stakeholders within a geography/territory.
• Demonstrated selling skills, especially navigating complex sales cycle and accounts.
• Strong business acumen; analytical ability to analyze diverse sets of data using multiple tools and define account/program strategies that drive business objectives.
• Must demonstrate an understanding of how to maintain/increase market growth, 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.

• 3+ years sales management (District Manager) strongly preferred.
• Account management or marketing experience in a healthcare or related business; managed care, government channel experience is preferred.
• Account Management experience in the California markets preferred.

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 the course quickly where indicated.
• 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.

• Significant Work Activities and Conditions: Continuous sitting for prolonged periods (more than 2 consecutive hours in an 8 hour day)
• Travel: No
• Job Type: Experienced
• Schedule: Full-time
• Job Level Code: M