Senior Account Consultant, Xen - Orange County, CA_

Irvine

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 Twitter, Facebook, Instagram, YouTube and LinkedIn.

Job Description

This role is field-based and candidates should live within a reasonable distance from the primary city. Talent will be hired at a level commensurate with experience.

This position reports to the Regional Sales Manager and is responsible for delivering surgical training, driving rapid adoption and increasing surgical sales volume of Allergan surgical products, expanding the target surgeon base, and delivering exceptional customer service levels coordinating higher level clinical support if needed to maximize customer satisfaction and willingness to recommend developing and maintaining top-targeted customer and KOL relationships executing on sales target, surgical mix and market share objectives

Territory Sales Performance

+ Responsible for achievement of quarterly and annual territory sales objectives as established by management through alignment with US Sales and Marketing plans.

+ Increasing sales volume of Allergan Surgical products through compliant promotion and effective account management.

Deliver Physician Training and execute the Rapid Adoption Plan

+ Clinical - Physician Training

+ Personally coach surgeons through a novel surgical procedure they have never performed, and likely have never seen performed

+ Calmly and competently guide surgeons through the immediate management of a range of possible intraoperative complications, communicating in a confidence-inspiring way that does not alarm, but rather reassures an awake, alert and likely anxious patient

+ Guide surgeons through the postoperative management of a novel procedure for both routine and complex cases.

+ Monitor and ensure swift progression of surgeons through training process, assess surgical competencies, make mutually agreed determinations as to when the surgeon is deemed “trained” and maintain required documentation of training and competencies.

+ Deliver follow up training if required and/or coordinate additional support with higher levels of clinical expertise as needed and ensure timely response to customer requests for additional clinical support and guidance.

+ Provide post-training reinforcement of appropriate device positioning in the glaucoma treatment paradigm to optimize adoption, practice integration, drive surgical volume and desired mix v other devices.

+ Maintain necessary accreditations, certifications and qualifications to enter OR.

+ Receive field input from physicians and integrate back into the surgical training programs to ensure continual improvement

+ Commercial - Rapid Adoption Planning

+ Identify, qualify and visit potential surgical customers in territory to build relationships and promote the features and benefits of Allergan surgical products.

+ Develop and execute a detailed practice level plan for physician/staff training and rapid adoption to meet/exceed Glaucoma Surgery revenue and market share objectives.

+ Exceed targets for completed trainings, physician certification and adoption.

+ Drive outcomes and thereby rapid adoption by providing re-training or ongoing commercial support as needed to customers (or appropriately escalating).

+ Maximize volume and mix and thereby drive sales of Allergan surgical products.

+ Maximize ‘Willingness to Recommend’ and peer to peer advocacy.

Customer and KOL Relations:

+ Manage key opinion leaders and top target customer relationships directly.

+ Expands customer & KOL base to broaden adoption of Allergan products and technology.

+ Execute tactics to drive growth and influence through these key customers.

+ Stay abreast of effective Clinic, ASC, Hospital Surgery models.

+ Understand glaucoma market dynamics, latest clinical practice, reimbursement trends and key business drivers, and partner with marketing team to provide input into plans and execute on directives in a compliant manner.

+ Continually seek out and share competitive intelligence with surgical team.

Qualifications

+ Minimum of a B.A. or B.S. degree required

+ Broad knowledge of the ophthalmic Medical Device & Pharmaceutical Industries.

+ Three or more years of direct ophthalmic surgical device sales, training and support experience.

+ Experience in medical/surgical glaucoma is highly desired, but not required

+ Experience and knowledge with/in:

+ The operating room environment, sterile technique, and decorum

+ The inner working of a physicians practice, ASC and hospital

+ Developing successful physician and clinic stakeholder relationships

+ Surgical training scheduling and ordering of supplies

+ Willing and able to travel up to 80% of the time.

+ Valid driver’s license

+ Has necessary accreditations, certifications and qualifications to enter OR

+ Essential Skills and Abilities:

+ Ability to:

+ Meet/exceed forecasts, budgets, milestones and schedules

+ Immerse themselves into a new technology so that they quickly become product and procedure-specific subject matter experts.

+ Guide surgeons through the learning curve of a novel surgical procedure and postoperative care as described in the Key Duties and Responsibilities section above.

+ Engage and include key members of the physician’s team in the training process to drive interest, enthusiasm and practice adoption.

+ Lead and function effectively in a high performance team.

+ Coach and develop others using analytical decision-making and results-oriented skills.

+ Manage and prioritize workload, multi-task and manage a diverse mix of issues, responsibilities and challenges.

+ Communicate scientific/clinical features and benefits of a product.

+ Exhibits:

+ Confidence in product knowledge, yet deferential to the clinical judgment and experience of the surgeon.

+ Strong analytical and problem resolution skills,

+ Exceptional organization skills.

+ High degree of flexibility in adapting to a rapidly changing environment.

+ Knowledge of SAE/AE reporting and documentation

+ Knowledge of medical terminology and ophthalmology terminology

+ Demonstrated (proven) experience:

+ Interpersonal and client relationship skills,

+ Using IT automation, applications and mobile devices.

+ Working within multi-culture environments.

Additional Information

Applicable only to applicants applying to a position in any location with pay disclosure requirements under state or local law: ​

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+ 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. ​

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Note: No amount of pay is a 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. ​

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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.