Regional Account Executive, US Market Access

Job Description

The Managed Care Account Executive II manages targeted accounts in an assigned geography through account and sales strategies that may include responsibility for entire US Commercial product portfolio. Establish all products on customer formularies, or on contract in an advantageous and/or parity position or establish support from customer regional representatives to national formulary committees for national contracts/formulary access by selling product benefits. Manage pull-through sales and management of all customer accounts. Establish and develop high-level business relationships with executive management and key decision-makers at customer accounts. Enhance the image of US Commercial as a pharmaceutical industry leader in the development and supply of high quality and cost- effective products. Responsibilities :

• Seek out information and articulate implications to our business and to our customers’ business in assigned accounts and geography.
• Acts as a trusted advisor for customers; informs their perspective and influences their point of view/standards/expectations.
• Shares information relative to local business opportunities /issues with both internal and external stakeholders.
• Transfers knowledge and integrates best practices that have tangible value to clients and stakeholders across franchises/brands to benefit the assigned geography. Establishes and maintains a complete understanding of client tools, product and disease state knowledge for impactful use with customers.
• Partners/collaborates with in-house and/or cross-franchise leaders (District Managers, Account
• Managers, Marketing, etc.) to identify, design and/or adapt approaches and tactics leveraging resources within geography. Uses multiple data resources and tools to identify sales opportunities and contracting strategy for customers in assigned geography.
• Collaborates with multiple channels to execute CBSA strategies and tactics that maximize sales results. Establishes and demonstrates thorough understanding of contracting negotiating fundamentals.
• Educates and advises Franchise Regional Managers on opportunities unique to the geography; partner on implementation and representative education/pull through.
• Actively seeks opportunities to participate in organizations in local markets; Leverages opportunities to understand customer needs and partner with customers. Builds strong partnerships that provide market intelligence and support development of innovative programs and initiatives.
• Builds and maintains relationships across accounts that result in opportunities to benefit US
• Commercial partners within the geography.
• Develops a strong command of available resources and tools; fully leverages those resources to support selling strategies and maximize impact. Takes an innovative approach when planning and applying resources and tools.

• Bachelor’s degree, MBA preferred.
• 3+ Sales management, account management or marketing experience in a healthcare or related business; managed care, government channel experience is preferred.
• Proven track record of managing multiple stakeholders within a geography/territory.
• 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 Abbott and customer objectives.
• Demonstrated effective 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.

Additional Information

• Significant Work Activities and Conditions: Continuous sitting for prolonged periods (more than 2 consecutive hours in an 8 hour day)
• Travel: Yes, 25 % of the Time
• Job Type: Experienced
• Schedule: Full-time
• Job Level Code: M