National Sales Manager - Immunology Account Executives

AbbVie is a pharmaceutical company focused on developing innovative medicines and solutions across therapeutic areas including immunology. The National Sales Manager will lead business analysis, sales strategy, training, communications, incentive programs, and operational support for the Immunology Account Executive field team.

Responsibilities:

• Assess monthly National/Regional Immunology portfolio sales performance trends and propose strategic selling initiatives to identify strategic performance opportunities; coordinate with leadership, marketing, training and sales operations to develop and implement IAE field initiatives to drive execution and performance
• Work with Sales Operations, MABI to develop and disseminate IAE sales execution and business performance reports. Data will include TA performance metrics, target and top priority account performance, geography performance vs. goals, FFE tool and key execution metrics, and competitive analytics as required
• Lead analysis and application of sales operations needs for the IAE field team, including coordination with field and in-house management and sales operations to evaluate and address key account prioritization and targeting needs for the field. Align with IAE and brand prioritization efforts
• Coordinate franchise sales training program including analysis and development of training opportunities and coordination with Sales Training, marketing and field leaders to develop and implement required field training initiatives
• Clarify and integrate marketing strategies into Sales Training, both at IFTC and sales meetings throughout the year (NSM, virtual meetings, Regional meetings and ad hoc training meetings), with the purpose of enhancing In-field sales force execution and effectiveness
• Identify field tactical and strategic opportunities to effectively implement priority field resources and programs to optimize field execution and relieve administrative burden
• Coordinate and build sales leadership presentations for timely field touchpoints (Quarterly updates, National and Regional sales meetings, and internal senior leadership business reviews)
• Develop, implement and execute the franchise sales force communication plan, compiling sales leadership, marketing and CA&O feedback to create an informative and functional cadence for the field in coordination with the Immunology communications team
• Responsible for the coordination and management of sales support functions, including sales analytics, sales diagnostics, Q&I reports and design, strategic selling strategy and field sales communications (via meetings, national calls)
• Lead and manage the process of developing and implementing sales force incentive programs for both on-going and ad hoc incentive programs. Facilitate coordination between Sales Management, Marketing, Sales Reporting, Commercial Analytics and Quotas and Incentives
• Manage key IAE business functions, including IAE website homepage, rosters, facilitation of national calls, facilitation of weekly leadership meetings (in-house and field), development and oversight of presentations to IAE leadership and field team

Requirements:

• 12+ years of sales experience in the pharmaceutical/biotech industry in progressive commercial leadership roles
• Immunology experience, preferably 5+ years of operational experience at a minimum including launch experience
• At least 2-4 years of sales leadership within a pharma/biotech organization
• Bachelor's degree required
• U.S. Commercial experience required with strong matrix skills and proven ability to work effectively across AbbVie Inc
• Demonstrated ability to influence and manage a complex set of internal and external stakeholders
• Strong executive presence and leadership skills
• Strong technology skillset (Powerpoint, Excel, MS Word, Sharepoint, etc.)
• Capable of attracting and developing world-class commercial talent
• Strong communication and negotiating skills required
• Working knowledge of the market, disease states and products
• Builds strong relationships with peers and cross functionally with partners outside of team to enable higher performance
• Learns fast, grasps the “essence”, and can change course quickly when necessary
• Raises the bar and is never satisfied with the status quo
• Creates a learning environment, open to suggestions, and experimentation for improvement
• Embraces the ideas of others, nurtures innovation, and manages innovation to reality
• Excellent organizational, analytical and presentation skills