AdresCompany Description
Organization
AbbVie in the Netherlands is a young, ambitious health business where people and quality of life come first. The experience of illness is personal, so we care about the things that matter to patients. As market leader, we team with partners to co-design health solutions around our innovative medicines for complex diseases, which improve standards of care. Helping people to be fit for work and family life is how we make a remarkable impact to the lives of men, women and children in Dutch society.
Parkinson’s disease is the second most-common neurodegenerative disorder, affecting more than 10 million people worldwide. In the Netherlands approximately 50.000 patients suffer from this chronic and progressive disease and will lose quality of life over time. The cause is unknown, and although there is presently no cure, there are treatment options to manage its symptoms. Abbvie offers 2 of the 5 treatment options for patients in an advanced stage of the disease.
Job Description
Our Product Specialist is responsible for transferring the value proposition by visiting the key stakeholders and being the direct in field point of contact to the medical stakeholders / medical DMU. You are able to engage with field experts on a scientific level and combine this with commercial tactics.
Key responsibilities
Customer selling and relationship management
Deliver expected sales performance and beyond.
Differentiates AbbVie's value proposition to physicians and other stakeholders assigned.
Identifies, develops and maintains relationships with disease state experts and speakers/advocates.
Utilizes innovative approaches and resources to gain access to difficult to see customers and elevates results and outcomes to the brand team level through his Sales Manager.
Proactively and continuously aspires to serve customer needs in a win-win approach.
Clinical and market development
Continuously strive to gain market intelligence.
Responds to critical business opportunities and threats, leveraging his input to the Brand team through his Sales Manager.
Demonstrates in depth disease, product, market and competitive intelligence expertise.
Has a deep understanding of the emerging multi-stakeholder environment and share new insights within in field team and brand team.
Territory management
Consistently achieves set call metrics (days in the field, target coverage and frequency, call rates etc.) to maximize sales.
Proactively initiates, develops and implements a growth/ account plan to develop in current position and prepare for future opportunities.
Develops a cycle journey plan that optimizes coverage and frequency to key customers and ensures the ability to achieve call plan metrics.
Accurately identifies customer position on sales cycle. Effectively targets and tracks resources to maximize sales opportunities (budgets etc).
Adheres to industry and AbbVie BV compliance requirements while managing the territory.
Works effectively in infield teams, either as a coordinator and as a stakeholder facing team member.
Qualifications
Required: Bachelor’s degree, preferably science/medical/business related field;
Preferred: 3+ years relevant work experience;
Commercial pharmaceutical industry experience such as physician/account based selling;
Demonstrates in-depth product, therapeutic, competitive and scientific knowledge. Maintains knowledge of market challenges and opportunities, and of customer/disease area requirements;
Preferably a significant network in hospitals and track record of success in sales performance and solid presentation skills within the relevant Dutch networks;
Identifies and understands policies, protocols and the political environment of institutional accounts that may affect the work of e.g. the physician;
Strong business acumen and proficient use of business tools; possesses strategic and critical thinking capabilities;
Able to work in a complex matrix structure and with a broad spectrum of internal and external stakeholders;
English and Dutch language proficiency, verbally and in writing.
Competencies & Ways We Work
Entrepreneurship
Able to detect and analyze opportunities in field and beyond to shape the landscape within Advanced Parkinson. Steps up and takes leadership to own toughest challenges to create benefits for the patient, caregiver, Health Care Professional and Abbvie.
Dealing with Ambiguity
Can effectively cope with change; can shift gears comfortably; can decide and act without having the total picture; isn’t upset when things are up in the air; doesn’t have to finish things before moving on; can comfortably handle risk and uncertainty.
Customer Focus
Is dedicated to meeting the expectations and requirements of internal and external customers; gets first-hand customer information and uses it for improvements in products and services; acts with customers in mind; establishes and maintains effective relationships with customers and gains their trust and respect. Maintains a sustainable contact with different stakeholders important to AbbVie.
Networking
Initiates contact with internal and external different stakeholders potentially needed to realize Abbvie ambitions. Addresses own network for the benefit of others. Connects stakeholders within the matrix with external contacts. Shows personal interest in conversations with others. Likes to debate, excels in two-way communication skills, able to create an in depth-dialogue with customers.
Learning on the Fly
Learns quickly when facing new problems; a relentless and versatile learner; open to change; analyzes both successes and failures for clues to improvement; experiments and will try anything to find solutions; enjoys the challenge of unfamiliar tasks; quickly grasps the essence and the underlying structure of anything.
Political Savvy
Can maneuver through complex political situations effectively and quietly; is sensitive to how people and organizations function; anticipates where the land mines are and plans his/her approach accordingly; views corporate politics as a necessary part of organizational life and works to adjust to that reality; is a maze-bright person. Team worker as well as self-starter, knows how to work independently and operates effectively in a matrix environment.
Additional Information
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.
