AbbVie’s mission is to discover and deliver innovative medicines 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: immunology, oncology, neuroscience, eye care, virology, women’s health and gastroenterology, in addition to products and services across its Allergan Aesthetics portfolio. For more information about AbbVie, please visit us at www.abbvie.com. Follow @abbvie on Twitter, Facebook, Instagram, YouTube and LinkedIn.
Increasingly sophisticated institutional decision processes means that our traditional prescriber focused approach does not work
Multiple Provider stakeholders, including non-clinicians, influence decisions impacting prescription. In addition, our multi-disciplinary teams have multiple interactions with Provider stakeholders
Co-ordinate the multiple touch-points we have with Providers and ensure consistency of interactions
Sophisticated value propositions, including economic arguments, will be required to meet decision makers and influencers’ needs
Getting closer to the Provider would ensure that AbbVie creates and delivers customised value propositions and programmes that will optimise access of all Brands
Provider non-clinical stakeholders need a main AbbVie contact for all Brands and value propositions tailored to their needs
Play an active part within Brand teams and identify opportunities to work collaboratively with cross-functional colleagues to deliver on Brand objectives.
For the assigned Key Accounts:
Drive and grow the organizations business, anticipating barriers to product usage and ensuring provider formulary access to reach net revenue (or profit) targets
Co-ordinate and lead internal interactions thereby building strong internal network and provide business rationale, reach consensus, resolve conflicts, escalate issues
Anticipate and monitor C&T (Contracting & Tendering) activity in the Key Accounts
Build and manage relationship within the account
Develop strategy and concise engagement plans for Key Accounts with clear objectives and activities to optimise usage and funding of AbbVie products
Lead multi-disciplinary team without formal authority, create consensus and solve conflicts within the in-field team
Execute the engagement plan and facilitate interactions with all in-field functions interacting with the Key Account and ensure consistency
Main AbbVie contact person and manage relationships with non-clinician stakeholders, and gain an insight into their agenda and anticipate budget constraints, trade offs
Liaise with MAVP (Market Access Value Proposition) to provide stakeholders with tailored value clinical and economic information including developing service offerings
Regularly track the execution and impact of activities and performance of Key Accounts
Negotiate, close and sign deals and/or support or lead the contracting & tendering process and lead the development and delivery of proposals
Knowledge / Experience required:
Mandatory: Previous direct line management experience and coordination of cross functional teams.
Healthcare landscape, including local Provider and Payer environment and Healthcare funding flows.
Provider decision-making processes and who are the key Payer stakeholders.
Provider intimacy (culture, expenses flow, governance, decision making process).
Understanding of cost pressure/containment/Provider needs.
Typical needs and agendas of all key non-clinical stakeholders.
Deals, C&T situations
Yes, 50 % of the Time
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