Sr. AE Manager - Central Region, GI Care

Job Description

Can be located anywhere in territory (MN, MO, IL, WI, GA, FL or nearly surrounding area)*

The Senior Manager, Digestive Account Executives (DAEs) leads, manages and coaches a regional team of DAEs, and reports directly to the Director of Commercial Strategy, DAEs in Gastro-Intestinal Care (GIC).

The primary objectives of this role include assessing regional business opportunities across priority GI Accounts (including IDNs, Hospitals, Group Practices) to deliver assigned product performance goals and drive growth in the markets.

This role requires a deep understanding of the Exocrine Pancreatic Insufficiency (EPI) and Irritable Bowel Syndrome- Constipation (IBS-C) markets as well as the value propositions of Creon and Linzess.

Effective execution within target accounts, and with key customer influencers and decision-makers, by direct reports is essential.

The position overlays GIC field sales regions, districts, and AbbVie in-field support teams, necessitating extensive communication and collaborative actions.

People Leadership

Own the execution of GIC core priorities, taking a proactive customer facing role with select Key Opinion Leaders (KOL) accounts working with the DAEs and management including GIC DM’s and RD’s to coordinate a focused strategic approach to grow the business and market.

This can include cross functional matrix communication with Immunology GI AE leadership.

Develop, implement and execute effective skill development plans for 6 direct reports. Provide consistent coaching direction through field-travel and engagement with DAEs during business and key account planning discussions.

Evaluate execution of franchise strategic and tactical priorities of direct reports, through effective coaching and problem-solving skills to ensure that DAE’s meet behavioral expectations.

Develop leadership capabilities of DAEs overlapping with sales representatives.

Lead internal business partnership communication (sales, marketing, medical, market access) and collaboration to insure highly effective, coordinated execution of GIC DAE core priorities.

Monitor and enhance In Field Team Effectiveness (IFTe) partner clarity on DAE roles and priorities.

Develop, monitor and advance development planning process with direct reports. Actively model and lead engagement of direct reports and IFTe partners to elevate DAE organizational Inclusion and culture goals.

Business Strategy (Analysis, Planning, Execution)

• Integrate marketing strategies into regional execution, including sales training needs, during in-field Key Account Management (KAM) and National / Regional meetings, with the purpose of elevating regional effectiveness with key accounts.
• Guide and coach to appropriate use of approved promotional materials including health economic messaging to uncover care gaps within accounts.
• Lead analysis and application of sales data in coordination with direct reports and partner sales management to prioritize accounts, analyze impact and business opportunities to achieve sales objectives.
• Utilize DAE analytic tools, including DAE 1view, to assess regional territory sales performance trends and create strategic selling initiatives to address performance opportunities.

Compile and present monthly regional performance reports against key business objectives.

• Collaborate with franchise leadership team to develop, implement and execute regional territory pull-through execution plans in support of DAE and GIC core execution priorities such as Business Planning, Selling Skills, Coaching.
• Drive national execution of business planning and Key Account planning process; manage direct reports to adhere to these processes.

This includes leading the effective assimilation of evolving account targeting and approved messaging strategies into regional execution.

Monitor account execution by direct reports using analytical tools and other business tools to ensure performance expectations are met.

Engage prioritized accounts directly to establish relationships with key customers, in support of advancing organizational objectives.

Key Stakeholders :

• Head of Sales, National Sales Manager (NSM), medical, marketing, training and functional support.
• GIC Regional Sales Directors and District Manager overlays.
• GIC and Abbvie in-field support partners such as Medical Science Liaisons (MSLs)

Qualifications

• Bachelor’s degree required.
• Advanced analytical, coaching, direct people leadership, communication and presentation skills.
• Knowledge of applicable regulations and standards affecting business.
• Ability to examine complex business environment and develop / execute plans in response to market and account opportunities.
• Extensive experience leading internal groups to drive execution to grow business and overcome obstacles with large accounts is strongly preferred.
• Self-driven with a demonstrated history of strong performance, great problem-solving skills and ability to collaborate across multiple functions is strongly preferred.
• Prefer that the candidate live in the geography

Additional Information

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 this posting 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 short-term incentive programs.

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 and until 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, 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.

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