全国销售经理 - 免疫学客户经理
National Sales Manager - Immunology Account Executives
关于艾伯维
艾伯维的使命是发现并提供创新药物和解决方案，解决当前严重的健康问题，并应对未来的医疗挑战。我们致力于在免疫学、肿瘤学和神经科学等多个关键治疗领域对人们的生活产生重大影响，以及我们在Allergan Aesthetics产品组合中的产品和服务。有关艾伯维的更多信息，请访问我们的网站 www.abbvie.com。关注我们在 LinkedIn、Facebook、Instagram、X 和 YouTube 上的账号。
业务分析
· 分析每月全国/区域免疫学产品组合销售表现趋势，提出战略销售方案以识别战略绩效机会；与领导层、市场部、培训和销售运营协调，制定并实施IAE现场计划以推动执行和绩效。
· 与销售运营、MABI合作，制定并分发IAE销售执行和业务绩效报告。数据将包括治疗领域（TA）绩效指标、目标及优先账户绩效、地理区域绩效与目标对比、FFE工具和关键执行指标，以及根据需要的竞争对手分析。
· 领导分析并应用IAE现场团队的销售运营需求，包括与现场和内部管理层及销售运营协调，评估并满足现场的关键账户优先级和定位需求。与IAE和品牌优先级工作保持一致。
策略
· 协调整个产品线的销售培训计划，包括分析和开发培训机会，并与销售培训、市场部和现场领导协调，制定并实施所需的现场培训计划。
· 明确并整合市场策略到销售培训中，包括在IFTC和全年销售会议（NSM、虚拟会议、区域会议和临时培训会议）中，以增强现场销售团队的执行能力和效果。
· 识别现场战术和战略机会，有效实施优先现场资源和项目，以优化现场执行并减轻行政负担。
· 协调并制作销售领导力演示文稿，用于及时的现场接触点（季度更新、全国和区域销售会议，以及内部高级管理层业务评审）。
战术
· 制定、实施并执行产品线销售团队沟通计划，汇总销售领导、市场部和CA&O的反馈。
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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.
Business Analysis
· Assess monthly National/Regional Immunology portfolio sales performance trends and propose strategic selling initiatives to identify strategic performance opportunities; coordinate with leadership, marketing, training and sales operations to develop and implement IAE field initiatives to drive execution and performance.
· Work with Sales Operations, MABI to develop and disseminate IAE sales execution and business performance reports. Data will include TA performance metrics, target and top priority account performance, geography performance vs. goals, FFE tool and key execution metrics, and competitive analytics as required.
· Lead analysis and application of sales operations needs for the IAE field team, including coordination with field and in-house management and sales operations to evaluate and address key account prioritization and targeting needs for the field. Align with IAE and brand prioritization efforts.
Strategy
· Coordinate franchise sales training program including analysis and development of training opportunities and coordination with Sales Training, marketing and field leaders to develop and implement required field training initiatives.
· Clarify and integrate marketing strategies into Sales Training, both at IFTC and sales meetings throughout the year (NSM, virtual meetings, Regional meetings and ad hoc training meetings), with the purpose of enhancing In-field sales force execution and effectiveness.
· Identify field tactical and strategic opportunities to effectively implement priority field resources and programs to optimize field execution and relieve administrative burden.
· Coordinate and build sales leadership presentations for timely field touchpoints (Quarterly updates, National and Regional sales meetings, and internal senior leadership business reviews).
Tactics
· Develop, implement and execute the franchise sales force communication plan, compiling sales leadership, marketing and CA&O feedback to create an informative and functional cadence for the field in coordination with the Immunology communications team.
· Responsible for the coordination and management of sales support functions, including sales analytics, sales diagnostics, Q&I reports and design, strategic selling strategy and field sales communications (via meetings, national calls).
· Lead and manage the process of developing and implementing sales force incentive programs for both on-going and ad hoc incentive programs. Facilitate coordination between Sales Management, Marketing, Sales Reporting, Commercial Analytics and Quotas and Incentives.
· Manage key IAE business functions, including IAE website homepage, rosters, facilitation of national calls, facilitation of weekly leadership meetings (in-house and field), development and oversight of presentations to IAE leadership and field team.
Key Stakeholders: Sales Director, Marketing team members, Sr. Managers and IAEs, in-house business partners on Immunology brand teams and all key operational support functions (includes Q&I, MABI, FFE/CA&O, meeting planning, in-house agency, key external vendors supporting initiatives and meeting planning work).
- 12+ years of sales experience in the pharmaceutical/biotech industry in progressive commercial leadership roles.
- Immunology experience, preferably 5+ years of operational experience at a minimum including launch experience.
- At least 2-4 years of sales leadership within a pharma/biotech organization.
- Bachelor’s degree required.
- U.S. Commercial experience required with strong matrix skills and proven ability to work effectively across AbbVie Inc.
- Demonstrated ability to influence and manage a complex set of internal and external stakeholders.
- Strong executive presence and leadership skills.
- Strong technology skillset (Powerpoint, Excel, MS Word, Sharepoint, etc.).
- Capable of attracting and developing world-class commercial talent.
- Strong communication and negotiating skills required.
- Working knowledge of the market, disease states and products.
- 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 course quickly when necessary.
- 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.
- Excellent organizational, analytical and presentation skills.
Applicable only to applicants applying to a position in any location with pay disclosure requirements under state or local law:
· The compensation range described below is the range of possible base pay compensation that the Company believes in good faith it will pay for this role at the time of thisposting based on the job grade for this position. Individual compensation paid within this range will depend on many factors including geographic location,and we may ultimately pay more or less than the posted range. This range may be modified in the future.
- We offer a comprehensive package of benefits including paid time off (vacation, holidays, sick), medical/dental/vision insurance and 401(k) to eligible employees.
- This job is eligible to participate in our long-term incentive programs.
Note: No amount of pay is considered to be wages or compensation until such amount is earned, vested, and determinable. The amount and availability of any bonus, commission,incentive, benefits, or any other form of compensation and benefits that are allocable to a particular employee remains in the Company's sole and absolute discretion unless anduntil paid and may be modified at the Company’s sole and absolute discretion, consistent with applicable law.
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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