Strategic Accounts Manager - Allergan Aesthetics

Allergan Medical Aesthetics National Accounts represent the most complex customers within the organization. This customer segment is in expansion mode and as the NAM you will be responsible for onboarding new entrants accelerating growth and protecting market share across Allergans portfolio of aesthetic products for FDA approved uses. The role is high-touch requiring strong executive presence experience in consultative selling business strategy across multi-location and collaboration.  Success will require skills to problem solve operational challenges discover define and unlock mutual market opportunity effectively communicate across Allergan Internal sales teams and leadership.  

Essential Duties and Responsibilities:

• Financial/Sales:
  • Achieve corporate sales goals within assigned targeted customers.
  • Forecast sales and other success factors as established by senior leadership.
  • Negotiate execute and manage resource deployment cost to serve and other KPIs as defined by senior leadership.
  • Understand negotiate and manage the contractual agreements with customers in collaboration with the cross-functional team including Legal Compliance Finance Field Sales etc.
  • Identify trends within local ship tos and communicate those trends to Strategic Accounts (same store growth/decline promotion execution etc)
  • Partner with the local sales teams to maximize sales efforts within accounts.

• Account Planning & New Account Onboarding:
  • Identify and onboard emerging national accounts. Vet new business opportunities and models identify next steps
    • Onboard operational lift
    • Understand model
    • Growth strategy
    • Contracting opportunity
  • Streamline communication to be a one point of contact for communication and support.
  • Simplify the Allergan relationship to make it easier to do business with Allergan Aesthetics and enable a faster ramp up time.
  • Reinforce the Allergan value through consistent messaging and product differentiation positioning Allergan as the partner of choice.  
  • Develop and execute customer business plans for targeted customers through needs assessment and the development and implementation of strategies that achieve customer and Allergan goals; including short-term opportunities as well as a longer-term mutual benefit that shape the Medical Aesthetic Market.
  • Consistent with needs assessment and mutual goals develop and execute national and/or regional strategies to accelerate growth broaden portfolio adoption and deepen customer loyalty through strategic resource deployment.

• Strategic Execution
  • Proactively deploy tactics that support customer strategies using specific tasks or goals which are measurable achievable relevant and time bound (SMART).
  • Engage with individual selling teams to ensure local engagement brand strategy and execution of executive initiatives are deployed at the local level.
  • Communicate clearly with all internal stakeholders to clarify account objectives and ensure accountability for executing the account plan deploying appropriate resources and tactics tracking progress overcoming obstacles and celebrating success.
  • Understand internal processes and procedures to leverage relevant resources for the successful delivery of customer plan objectives that meet both Allergan and customer standards as well as complies with applicable laws regulations and Allergan Aesthetics/AbbVie policies.
  • Execute national and/or regional strategies to accelerate growth broaden portfolio adoption and deepen customer loyalty through strategic resource deployment.

Qualifications :

• Bachelors degree in related field MBA preferred
• Minimum 10 years in healthcare/medical aesthetic experience
• Experience leading coaching and mentoring field colleagues without authority or direct reporting. Must demonstrate excellent collaboration with cross functional teams. 
• Proven history of identifying opportunities and goals with target customers creating customer specific business plans designing mutually agreed to Key Strategic Initiatives deploying resources and tactics to achieve KPIs and achieving measurable success.
• Demonstration of strong business planning skills and the ability to execute plans through a vast network of field colleagues.
• Knowledge and experience of legal and regulatory requirements related to pharma/Biotech industry
• Market planning/strategy development experience
• Strong organizational leadership skills including planning and organization across divisions both internally and externally.

Foundational Requirements:

• Demonstrated leadership qualities
• Business Acumen
• Strong interpersonal and relationship building skills
• Strong problem solving skills
• Ability to monitor field activity to ensure balanced workloads control over resources budgets and expenses

Language/Verbal/Analytical Skills:

• Excellent written and verbal communication skills
• Excellent presentation skills

Analytical and Reading Skills:

• Financial/budgetary experience.

• Ability to effectively coach and develop others using strong analytical decision making and results orientation skills.
• Strong business planning skills and the ability to execute plans through a vast network of field colleagues
• Proven history of identifying opportunities and goals with key customers creating customer specific business plans designing mutually agreed to Key Strategic Initiatives deploying resources and tactics to achieve KPIs and achieving measurable success

Physical Requirements:

• Ability to travel minimum 50%

Work Environment:

• Work from home environment travel and overnights required

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 Companys sole and absolute discretion unless and until paid and may be modified at the Companys 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 and serving our community. Equal Opportunity Employer/Veterans/Disabled. 

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