Head of Key Account Management

Company Description

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 – immunology, oncology, neuroscience, and eye care – and products and services in our Allergan Aesthetics portfolio. For more information about AbbVie, please visit us at www.abbvie.com. Follow @abbvie on X, Facebook, Instagram, YouTube, LinkedIn and Tik Tok.

Job Description

The Head of Key Account Management provides leadership, strategic direction, and day-to-day management for the Key Account Managers team. This role is responsible for overseeing the development and execution of integrated account and stakeholder engagement plans, ensuring these plans effectively address market access and integrate clinical and economic insights from payers and providers and leverage the AbbVie value proposition. The Head of Key Account Management collaborates closely with Affiliate-Brand Team members and cross-functional stakeholders to foster alignment and teamwork, enabling the KAM team and other in-field colleagues to coordinate strategies and deliver impactful results.

• Drives the team's comprehensive understanding of the complexities, challenges, and opportunities inherent in each account's decision-making matrix. Utilizes these insights to clearly communicate anticipated payer, provider, and influencer decision drivers and unmet needs to brand teams, ensuring that key account situation analyses are thorough and holistic.
• Highlights the cross-functional implications of anticipated changes in the payer/provider environment to Brand Teams, enhancing their ability to proactively plan for the future.
• Builds trusted and strategic relationships with payers/providers to anticipate access barriers and better meet agendas, plans and objectives of respective key accounts.
• Ensures key account´s opportunities are transformed in “win-win” partnerships to leverage AbbVie product value to facilitate access and negotiations as well as contribute to position AbbVie reputation as a partner of choice.
• Drives the creation of tailored engagement plans for AbbVie’s key accounts, ensuring robust strategies, defined objectives, and targeted activities to optimize product usage, funding, and access in alignment with the long-term portfolio.
• Leads and supports the contracting and tendering process while facilitating the preparation and delivery of proposals to achieve profit objectives.
• Supervise third party on Public Procurement process ensuring tenders are fulfilled within timelines, aligned with each brand strategy with the approved price.
• Develops protocols/agreements in collaboration with cross-functional teams, considering the opportunities and strategic implications for AbbVie.
• Tracks the execution and impact of activities established in the engagement plans of AbbVie key accounts to constantly improve impact on bottom line.
• Maximizes resource effectiveness by leading, developing, and coaching the Key Account Management team, including setting targets, creating incentive schemes, and managing performance using relevant systems and KPIs to enhance overall national account performance.
• Ensures regular updates on Key Account Team skills in terms of medical, technical, and specialized In-Field knowledge areas.
• Ensures team compliance with appropriate company policies, legal and ethical standards as well as relevant country regulations.

Qualifications

• Bachelor's degree, biological sciences, pharmacy, business related field, or equivalent.
• Relevant experience with demonstrated track record of success in sales or consultative selling role within biotech/pharmaceutical industry or others.
• Proven track record of successful leadership, management and coaching of teams and individuals, and in having developed talent and performance managed low performers.
• Ability to translate strategies into actionable and realistic key account engagement plans.
• Ability to lead, motivate and coordinate cross functional teams.
• Ability to negotiate, close and sign deals with key accounts and with complex customer networks.
• Solid analytic, business planning and financial acumen skills.
• Ability to monitor performance and adapt plans to external and internal changes.
• Strong Knowledge of Healthcare Structure, Policy, and governance across country.
• Solid working knowledge of pharmaco-economic principles. Solid knowledge of payer/provider mindset and motivation in relevant local context. Solid knowledge of payer/provider decision making process and who the key stakeholder/influencers are.
• English language proficiency verbally and in writing.

Preferred

• More than 5 years of commercial experience.
• Experienced in leading teams.

Additional Information

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. 

• US & Puerto Rico only - to learn more, visit https://www.abbvie.com/join-us/equal-employment-opportunity-employer.html
• US & Puerto Rico applicants seeking a reasonable accommodation, click here to learn more:
• https://www.abbvie.com/join-us/reasonable-accommodations.html