Account Manager Glaucoma

The Account Manager Glaucoma is responsible for managing the assigned customer territory and achieving agreed sales goals for the Glaucoma product portfolio. The role focuses on the execution of brand strategy and tactics in the field delivery of territory business plans and establishing and developing effective business relationships with customers. You will build strong customer relationships to optimise business potential placing the patient at the center of your efforts whilst operating within AbbVies business code of conduct policies and all applicable laws and regulations.

NOTE: There is some domestic travel required. This is a 12 month MAX TERM contract position. 

KEY DUTIES AND RESPONSIBILITIES

• Achieve or exceed agreed sales targets within the assigned territory.  
• Build and develop business relationships with accounts including prescribers initiators deciders or buyers and incorporate into stakeholder maps and territory plans.
• Develop executable business plans for territory and accounts aligned with the marketing strategy and promotional programs to drive rapid uptake and growth within accounts.
• Develop commercial opportunities utilizing the AbbVie selling framework with new and existing clients to build/maintain product loyalty and increase market share. This includes the identification of KOLs and focus on building relationships and business opportunities with these customers.
• Identify potential sales and marketing opportunities changes in competition product availability or related matters and communicating these to your Sales Manager and the marketing team.
• Demonstrate a deep understanding of each customers current product choice and usage and maintain account analysis profiles utilising VEEVA.
• Work with cross functional teams to achieve/exceed territory management objectives and sales targets.
• Monitor market trends through networks of clients suppliers and attendance at industry meetings.
• Adhere to the AbbVie SOP on sample management.
• Maintain an indepth understanding of Glaucoma relevant human anatomy and how each product is best used.
• Maintain an indepth understanding of AbbVies competitor product range to communicate the value difference in terms of efficacy safety price and market strategy to customers.
• Meet and exceed agreed IFT KEIs (In Field Team Key Execution Indicators) as set out in the IFT Manuscript.
• Keep accurate records of all customer visits as well as maintaining other relevant customer data necessary to meet customer needs utilizing the VEEVA system.
• Attend sales meetings conferences training and other workrelated functions as required.
• Ensure all sales activities comply with legal and ethical requirements.
• Manage business expenses within the budget provided.
• Conduct regular territory plan/sales reviews including market share analysis and adjust strategies and tactics accordingly to ensure execution of the plans is on track 
• Report any adverse event within 24 hours as per AbbVies policies and procedures.
• Proactively participate in AbbVies WHS programs adhere to policies and promote a safe work environment at all times.
• Adhere to AbbVies internal codes of conduct and compliance processes.
• Other ad hoc duties such as administrative duties as requested.

Qualifications :

• Successful completion of relevant tertiary qualifications within science or healthcare.
• Qualifications in Orthoptics/Optometry are well regarded.
• Demonstrable experience in account management planning methodology including stakeholder mapping sales data analysis and account prioritization and the sales cycle.
• Strong business acumen and proficient use of business tools; possesses strategic and critical thinking capabilities including confidence in ability to manage new and emerging digital tools and channels.
• Demonstrable track record of achieving or exceeding sales targets
• Experience in a medical device or specialty representative selling role working within the medical device/ pharmaceutical industry
• Ability to learn and maintain scientific product knowledge relevant anatomy and physiology as well as disease state knowledge.
• Demonstrates a broad therapeutic area knowledge and can converse with customers on a range of topics (ie new treatment options research findings conference topics) 
• Demonstrable experience working in cross functional teams and managing resources to achieve objectives.
• Demonstrable ability to lead discussions with influential decision makers that progress advocacy by effectively clarifying information offering insights addressing objections and gaining agreement.
• Using appropriate interpersonal style to establish effective relationships with customers and internal partners; interacting with others in a way that promotes openness and trust that gives them confidence.
• Leads by example; consistently displays positive behaviors a growth mindset and is viewed as a credible and respected role model and resource among peers.

Flexibility and Availability: In line with Australias Right to Disconnect legislation we recognise and respect employees right to refuse contact outside of their working hours unless such refusal is deemed unreasonable. As we operate in an international matrixed environment there may be occasions where your role requires participation in business meetings outside of standard hours. We value and support flexibility and appreciate your willingness to occasionally accommodate these requests to ensure effective collaboration and communication within our global team.

Additional Information :

WAYS WE WORK

• All For One Abbvie; We weigh all decisions against the common good. We inspire share and create as a team. We solve problems for all rather than serving our immediate team.
• Decide Smart & Sure; We make intelligent decisions to create the best outcomes. We act quickly embrace experimentation and learn what doesnt work and get on to what does.
• Agile & Accountable; We streamline and eliminate unnecessary obstacles. We plan but adapt as we go. We delegate and make tough decisions to ensure focus on results staying keenly aware of the urgency in all we do.
• Clear & Courageous; Open honest candid dialogue is core to our work and how we act with each other. We share information freely and continuously to find solutions. We admit mistakes. We grow stronger by putting the courage of our conviction to the test.
• Make Possibilities Real; We question with endless curiosity. Were never satisfied with good enoughpatients depend on us to deliver more. We challenge ourselves to find creative constructive solutions to turn possibilities into reality.

CODE OF CONDUCT & BUSINESS INTEGRITY STATEMENT

• AbbVie is committed to observing high integrity and ethical standards in all its business dealings with our customers with each other business partners and suppliers. 
• AbbVie as a responsible corporate citizen will adhere to these standards as well as to local national and international laws. 
• All AbbVie employees are responsible for maintaining the Companys reputation for conduct in accordance with the highest level of business integrity ethics and compliance with the law.  Soliciting and/or accepting/attempting/offering bribes or any illegal gratification is therefore cause for immediate dismissal. 
• AbbVie is committed to operating with integrity driving innovation transforming lives serving our community and embracing diversity and inclusion. 

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 AbbVies 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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