Area Business Manager

Lexington-Fayette, KY

Job# 983

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Our client’s aim is to remain an industry leader through evolving the way they operate and build a new business model. This model will be that can be responsive to fast changing customer needs and environment, engage in a Business-to-Business activities model that supports the growth of HCPs vaccine programs, with the right support to engage customers in the moments that matter in vaccines, while rewarding high performers and growth of our vaccines business.

 Job Description:

The Area Business Manager (ABM) will be responsible for engaging in account-based business to business interactions within customer segments (Pediatrics, Family/General Practice, IDN/IHNs, Health Systems, and Federally Qualified Health Centers), while presenting clinically focused selling messages to create and grow revenue and to consistently deliver the Vaccines portfolio goals.

The ABM will act as an “account orchestrator” to provide a more cohesive customer experience and ultimately improve customer and patient outcomes by leveraging cross-functional support from internal teams across US vaccines. The ABM will demonstrate initiative, drive, and independence, and take ownership for meeting and exceeding individual business goals – simply put the ABM plays the role of business owner for their book of business. This will be accomplished by driving performance and delivering results in a compliant manner with a high degree of integrity.

The Area Business Manager (ABM) will…

  • Grow portfolio share and revenue and to consistently deliver on product goals.
  • Be a therapeutic area expert, with the ability to position and differentiate products effectively
  • Collaborate and coordinate with other key field-based stakeholders such as Medical Science Liaisons, Market Access teammates, strategic account managers, Hospital business managers, and others in their territory to proactively address customer needs
  • Identify market dynamics and trends, develop strategies which support brand and corporate objectives, and ensure optimal account success within their assigned geography.
  • Engage with the account and territory data, and work with internal data specialists to use insights that help HCPs operate more effectively.
  • Determine optimal ABM strategy for HCPs in an agile way leveraging AI and other digital tools.
  • Drive results by identifying key opportunities and developing strategic business plans to generate product utilization and grow territory business.
  • Understand and differentiate portfolio contracting options and compared competitive offerings through financial presentations.
  • Perform according to a buy/bill model, requiring a specialized skill set for operational support including but not limited to: Complex pricing analysis and price calculator usage, product shipping, monitoring contract compliance and securing contract amendments.
  • Plan, organize, and execute local promotional speaker programs and activities
  • Maximize budget allocated to the geographic territory to support execution of strategies and tactics and generate/ grow the business.
  • Participate and help lead initiatives to support sales success as assigned (e.g. participate in industry related congresses, local and regional meetings and medical conferences).

 

Minimum required skills & experience:

  • Bachelor’s degree
  • A minimum of 3+ years of pharmaceutical, biotech or medical device sales experience required with business to business knowledge.
  • Broad understanding of the healthcare environment, decision making processes & market trends with a proven track record of accessing decision makers
  • Possess skills and success within a business to business environment
  • Strong commercial business acumen, strategic, critical thinking/problem solving and innovative thinking capabilities
  • Ability to navigate a hybrid environment and determine the optimal HCP selling model
  • Can dynamically adjust priorities due to changing circumstances.
  • An agile learner who is comfortable operating in complex environments
  • Experience with omnichannel approaches, and can execute customer engagement through appropriate channels using insights
  • Demonstrated ability to use data and data analytics by unearthing valuable insights from data that can help lead to new solutions for the customer
  • Demonstrate a passion and learning aptitude for science and is proactive in strengthening knowledge related to disease-state, treatment options and healthcare trends
  • The ability to execute tactical initiatives, provide ongoing feedback, and prioritize multiple products.
  • Broad field sales experience with demonstrated success with influencing decision makers
  • Self-directed and organized with excellent execution and planning skills
  • Excellent communication skills both written and oral
  • Must possess valid driver’s license, be eligible for insurance coverage and must be able to safely operate a vehicle

 

Preferred skills & experience:

  • Graduate degree
  • A minimum of 5+ years of pharmaceutical, biotech or medical device sales experience with business to business experience
  • Preferred 2+ years account management experience
  • Enhanced digital acumen
  • Strong clinical acumen
  • Experience working in Market Access, Pricing, Contracting or Finance
  • Proficient with MS Office and customer management databases