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SalaryAllergan Medical Aesthetics Strategic Accounts represent the largest most complex customers within the organization. This customer segment is in expansion mode and, as the RAM, you will be responsible for accelerating growth and protecting market share across Allergan’s portfolio of aesthetic products for FDA approved uses. The role is high-touch, requiring experience in consultative selling and collaboration partnerships. Success will require skills to discover, define and unlock mutual market opportunity, effectively communicate with strategic account team members as well as Allergan internal sales brand teams.
Essential Duties and Responsibilities:
Financial/Sales:
o Achieve corporate sales goals within assigned targeted customers.
o Forecast sales and other success factors as established by senior leadership.
o Execute and manage resource deployment and other KPIs as defined by senior leadership and DSA.
o Understand the contractual agreements with customers, in collaboration with the cross-functional team including Legal, Compliance, Finance, Field Sales etc.
o Identify trends within local ship tos and communicate those trends to DSA (same store growth/decline, promotion execution, etc)
o Partner with the local sales teams to maximize sales efforts within the region. The RAM is expected to be the expert on local market dynamics and to consistently find opportunities to enhance sales efforts. The RAM should provide excellent insight and customer service to local sales counterparts and sales leadership.
Account Planning:
o Work with DSA and APC of Strategic Accounts to develop and execute customer business plans for targeted customers through needs assessment, and the development and implementation of strategies that achieve customer and Allergan goals; including short-term opportunities, as well as a longer-term mutual benefit that shape the Medical Aesthetic Market.
o Coordinate account opportunities within the local/regional markets (AMI trainings, Body contouring education, etc)
o Manage relationships with customer regional employees to drive revenue at the local level
Strategic Execution
o Proactively deploy tactics that support customer strategies using specific tasks or goals which are measurable, achievable, relevant and time bound (SMART).
o Engage with individual selling teams to ensure local engagement, brand strategy, and execution of executive initiatives are deployed at the local level.
o Communicate clearly with all internal stakeholders to clarify account objectives and ensure accountability for executing the account plan, deploying appropriate resources and tactics, tracking progress, overcoming obstacles, and celebrating success.
o Understand internal processes and procedures to leverage relevant resources for the successful delivery of customer plan objectives that meet both Allergan and customer standards as well as complies with applicable laws, regulations, and Allergan Aesthetics/AbbVie policies.
o Execute national and/or regional strategies to accelerate growth, broaden portfolio adoption and deepen customer loyalty through strategic resource deployment.
o Oversee and communicate project status to DSA on a consistent basis.
Qualifications:
- Bachelor’s degree in related field, MBA preferred
- Minimum 10 years in healthcare/medical aesthetic experience
- Experience leading, coaching, and mentoring field colleagues without authority or direct reporting. Must demonstrate excellent collaboration with cross functional teams.
- Proven history of identifying opportunities and goals with target customers, creating customer specific business plans, designing mutually agreed to Key Strategic Initiatives, deploying resources and tactics to achieve KPIs, and achieving measurable success.
- Demonstration of strong business planning skills and the ability to execute plans through a vast network of field colleagues.
- Knowledge and experience of legal and regulatory requirements related to pharma/Biotech industry
- Market planning/strategy development experience
- Strong organizational leadership skills including planning and organization across divisions both internally and externally.
Foundational Requirements:
- Demonstrated leadership qualities
- Business Acumen
- Strong interpersonal and relationship building skills
- Strong problem solving skills
- Ability to monitor field activity to ensure balanced workloads, control over resources, budgets and expenses
Language/Verbal/Analytical Skills:
- Excellent written and verbal communication skills
- Excellent presentation skills
Analytical and Reading Skills:
- Financial/budgetary experience.
- Ability to effectively coach and develop others using strong analytical, decision making and results orientation skills.
- Strong business planning skills and the ability to execute plans through a vast network of field colleagues
- Proven history of identifying opportunities and goals with key customers, creating customer specific business plans, designing mutually agreed to Key Strategic Initiatives, deploying resources and tactics to achieve KPIs, and achieving measurable success
Physical Requirements:
- Ability to travel minimum 75%
Work Environment:
- Work from home environment, travel and overnights required
AbbVie is committed to operating with integrity, driving innovation, transforming lives, serving our community, and embracing diversity and inclusion. It is AbbVie’s policy to employ qualified persons of the greatest ability without discrimination against any employee or applicant for employment because of race, color, religion, national origin, age, sex (including pregnancy), physical or mental disability, medical condition, genetic information, gender identity or expression, sexual orientation, marital status, status as a protected veteran, or any other legally protected group status.
