National Sales Manager Specialty, Eye Care and Neuroscience

About AbbVie

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 including immunology, oncology and neuroscience - and products and services in our Allergan Aesthetics portfolio. For more information about AbbVie, please visit us at www.abbvie.com. Follow @abbvie on LinkedIn, Facebook, Instagram, X and YouTube.

To provide the assigned sales team with the leadership, direction and resources to ensure sales targets are achieved and to liaise with financial personnel and key external stakeholders to ensure short and long term logistics targets are secured by the team and for the company.

Responsibilities

• Coordinate and manage customer and other commercial activities on national level including leading and coaching of salesforce (i.e. Sales Representatives, District Sales Managers, Regional Managers, Account Managers, etc.) to maximize short and long term sales performance with placing the patient at the center of all efforts and operating within AbbVie’s business code of conduct, policies and all applicable laws and regulations.
• Optimize resource utilization by leading, developing and coaching Sales Team performance including setting sales targets and incentive schemes, managing Sales Force Management Systems and KPIs in order to continuously improve national sales performance. Ensure regular updates on Sales Team skills in terms of medical, technical and special In-Field knowledge areas.
• Monitor and consolidate the outcomes of regional engagement and account plans in order to feed the brand planning process and to anticipate market needs and changes.
• Ensure national priorities, activities and engagement plans are aligned with brand strategy and in order to optimize strategic momentum and drive brand success.
• Proactively and continuously aspire to serve key stakeholder needs, expectations and challenges in order to build trusted key stakeholder relationships and to achieve win-win agreements on a continuous basis.
• Influence opinions of key stakeholders assigned by Brand Teams (e.g. high prescribing physicians, wholesalers, etc.) to maximize brand performance.
• Professionally manage and build cross functional cooperation between key stakeholders, build effective multidisciplinary In Field Teams and ensure timely and qualitative market intelligence information flow to brand teams and in-field teams in order to optimize brand strategy and its execution.

 

Responsibilities:

SALES DELIVERY & PERFORMANCE:

• Coordinate and manage customer and other commercial activities on national level including leading and coaching of salesforce (i.e. Sales Representatives, District Sales Managers, Regional Managers, Account Managers, etc.) to maximize short and long term sales performance with placing the patient at the center of all efforts and operating within AbbVie’s business code of conduct, policies and all applicable laws and regulations.

• Optimize resource utilization by leading, developing, and coaching Sales Team performance including setting sales targets and incentive schemes, managing Sales Force Management Systems and KPIs in order to continuously improve national sales performance. Ensure regular updates on Sales Team skills in terms of medical, technical, and special In-Field knowledge areas.

• Monitor and consolidate the outcomes of regional engagement and account plans in order to feed the brand planning process and to anticipate market needs and changes.

• Ensure national priorities, activities and engagement plans are aligned with brand strategy and in order to optimize strategic momentum and drive brand success.

• Proactively and continuously aspire to serve key stakeholder needs, expectations, and challenges in order to build trusted key stakeholder relationships and to achieve win-win agreements on a continuous basis.

• Influence opinions of key stakeholders assigned by Brand Teams (e.g. high prescribing physicians, wholesalers, etc.) to maximize brand performance.

• Professionally manage and build cross functional cooperation between key stakeholders, build effective multidisciplinary In Field Teams and ensure timely and qualitative market intelligence information flow to brand teams and in-field teams in order to optimize brand strategy and its execution.

 

PEOPLE MANAGEMENT AND COACHING:

• Set targets, objectives and incentives schemes at the beginning of each sales cycle relating to work input, output and quality.

• Defines in cooperation with HR and Finance Departments sales incentives plan and other rewarding proposals.

• Ensure high levels of customer satisfaction through the appropriate allocation of sales territories

• Monitor performance of the Key Account Managers: carry out regular reviews of agreed objectives and ensure regular follow up.

• Monitor representative activity reports and through strategic contact with key customers

• Manage the people issues e.g. recruitment, retention, development plans, succession planning, training etc.

• Ensure the right level of material support for the Sales force

• Develop and assist the sales force in achieving their sales targets through ongoing field coaching, training programs (sales and product), sales meetings, regular 1 x 1 communication, and appropriate reward and recognition

• Coach and follow up on the skills development of the sales team by ensuring regular update on their medical, technical and special fields knowledge through formal training sessions. coaching in the field etc

• Adhere to the COBC and FCPA and local laws

 

LOGISTICS

• Manage the supply chain through continuous intervention with partners (CNAM, PCT warehouse), through Distribution Service Agreements, which are crucial to AbbVie’s financial and operational success, monitor the stability of stocks and payments.

• Own Supply Chain Planning activities to maintain required product availability and to meet strategic and financial needs of each product or brand.

• Host performance package reviews with customers to ensure contract performance compliance against Days OnHand, stable purchase, service level, data compliance and make necessary changes and implement action items.

• Manage the “Order to Revenue” cycle to ensure product availability and financial accountability including order processing, distribution, chargebacks, credit and collection, damages and returns, and off-cycle orders.

• Negotiate, close and sign deals and/or support/lead the contracting and tendering process and facilitate the development and delivery of proposals in order to meet profit targets.

 

• Bachelor’s degree or equivalent
• Relevant business experience with proven track record of success within biotech/pharma sales management in respective therapeutic of Speciality, Eye Care and Neuroscience.
• Knowledge of territory and relationships with key stakeholders already established
• Ability to build strong relationships with KOLs and other relevant stakeholders
• Proven track record of successful leadership, management and coaching of teams and individuals, and in having developed talent and performance managed low performers.
• Ability to think and plan strategically (work plans, activities, time tables, targeting) and operating with execution excellence
• Operates, leads and facilitates effectively in a matrix organization/environment
• English language proficiency verbally and in writing (for all non-English speaking countries)
• Preferred:

Recognized as talent developer in national biotech/pharma environment

Proven track record of success in a leadership position in Marketing or other commercial field (e.g. Market Access) within biotech/pharma industry

CORE COMPETENCIES

Adaptability:

Maintaining effectiveness in varying environments and with different tasks, responsibilities, and people

Key Actions:

• Tries to understand changes in work tasks, situations, and environment as well as the logic or basis for change.

• Treats change and new situations as opportunities for learning or growth.

• Focuses on the beneficial aspects of change; speaks positively about the change to others.

• Quickly modifies behavior to deal effectively with changes in the work environment

• Readily tries new approaches appropriate for new or changed situation

• Does not persist with ineffective behaviors.

TEAMWORK

Working effectively with team or work group or those outside formal line of authority (eg. Regulatory Manager, Finance Director, Country Manager,  senior managers) to accomplish organizational goals; taking actions that respect the needs and contributions of others; contributing to and accepting the consensus; subordinating own objectives to the objectives of the organization or team.

Key Actions:

• Builds relationships by helping others feel valued, appreciated, and included in discussions.

• Places team or organizational goals ahead of personal goals.

• Offers to help others achieve mutual goals.

• Volunteers and exchanges ideas freely

• Seeks out, uses and builds upon ideas from others.

• Gains agreement from partners to support ideas or take partnership-oriented action.

 

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. 

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