Brand Account Manager Hematology Region Central/Mid Switzerland

Job content

The Brand Account Manager in Hematology acts as direct point of contact for assigned stakeholders (Health Care Professionals) in order to transfer value proposition for AbbVie Hematology Brands. He/she is the main commercial executor of the brand strategy in the multi-disciplinary In-Field Team. He/she acts as a holistic service provider, aggregates clinical knowledge, and has the ability to proactively anticipate environmental changes and hurdles. In summary the Brand Account Manager continuously strives to gain market intelligence: insights into customer needs, expectations and environmental challenges (e.g. dedicates significant effort to the questioning stage of the stakeholder interaction in order to capture valuable insights around needs and expectations).

Key responsibilities:

Customer Selling and Relationship Management:

• Delivers expected performance and beyond in assigned territory (Sales and Units)
• Differentiates AbbVie’s value proposition to all healthcare providers, to physicians or other assigned stakeholders
• Proactively and continuously aspires to identify serve customer needs in a win-win approach
• Creates pre-call plans using SMART objectives, effectively evaluates and documents sales calls
• Uses evidence-based medicine arguments during the sales call (clinical papers etc.) and sells visually by appropriate use of currently approved sales aids. Experience in digital interactions highly appreciated.
• Effectively handles objections or concerns
• Consistently gains a logical, reasonable call to action/close on every sales call
• Identifies, develops and maintains disease state experts and speakers/advocates
• Utilizes innovative approaches and resources to gain access to ’difficult to see’ customers
• Elevates results and outcomes to the Brand Team through the Sales Manager
• Continuously strives to gain market intelligence: insights into customer needs, expectations and environmental challenges (e.g. dedicates significant effort to the questioning stage of the stakeholder interaction in order to capture valuable insights around needs and expectations)
  
  

Clinical and Market Knowledge Development:

• Shares best practice across the In-Field and Brand Teams to maximize business success
• Proactively initiates, develops and implements a growth plan to develop in current position and prepare for future opportunities
• Develops and maintains in-depth disease, product, market and competitive intelligence expertise
• Develops and improves understanding of the emerging multi-stakeholder environment
  
  

Territory Management:

• Continuously analyzes sales reports and field intelligence
• Accurately identifies customer position on sales cycle; effectively targets and tracks resources to maximize sales opportunities
• Understands market challenges and identifies business opportunities; deploys existing value-adding solutions to customers or drives the development of new tailored solutions
• Develops and continually reviews and updates a thorough engagement plan focused on key customers to maximize sales
• Develops a cycle journey plan that optimizes coverage and frequency to key customers and ensures the ability to achieve call plan metrics
• Consistently achieves set call metrics to maximize sales
• Mentors new Sales Representatives to enhance collaborative ways of working in the In-Field Team
• Networks in the In-Field Team to ensure support from other in-field roles or other identified roles within the organization to best address the customer needs
• Responds to critical business opportunities and threats; shares market insights across the In-Field Team and leverages to the Brand Team through the Sales Manager
• Adheres to industry and AbbVie compliance requirements while managing the territory
  
  

Qualifications and experience:

• Primary degree in science/nursing preferable
• Practical knowledge and understanding of customer/disease area requirements
• In-depth product, therapeutic, competitive and scientific knowledge
• Proficiency in the use of business tools e.g. ETMS (electronic territory management system), Microsoft Office (Word, Excel, Power point, Teams) etc.
• Industry and local market conditions
• Policies, protocols and political environment of institutional accounts that may affect the work of assigned stakeholders
• Relevant industry sales experience in hematology/oncology
  
  

Critical skills required for the role:

• Fluent German & English (spoken and written)
• Active listening & negotiation
• Territory management, account planning and management
• Analyzing & action planning
• Flexibility & problem solving
• Willingness to do projects in cross functional setting