Account Manager, Act, Allergan Aesthetics

2 weeks ago

Canberra, Australia ABBVIE Full time

This position is field based and will be responsible for managing an assigned customer territory and achieving agreed sales goals for the Medical Aesthetics range of products through the delivery of account management plans, product support and direction in clinic and developing effective business relationships.

Some domestic travel is to be expected within this position.

Account Management Activities
- Develop executable account plans, reviewed quarterly, that provide clear objectives and outcomes.
- Conduct account plan reviews by analysing sales data, customer segmentation information and market intelligence and update the account plans as required.
- Focus on ‘partner’, ‘develop’ and ‘maintain’ customer segments as agreed with sales manager. Execute in line with call planning cycle.
- Work with cross functional teams to achieve/exceed account management objectives and sales targets.
- Review customer buying patterns on a monthly basis and keep them informed of their targeted level in line with account APP or volume aspirations.
- Build and develop business relationships with key accounts including prescribers/users, initiators, deciders or buyers and incorporate into stakeholder maps.
- Ensure account plans are aligned with cycle marketing strategy and promotional programs to drive rapid uptake within accounts.
- Clearly follow and execute to the current marketing campaign utilizing compliant support materials.
- Comprehensively understand the patient journey to identify potential sales and marketing opportunities. Effectively communicate the opportunities to the sales and marketing team.
- Monitor market trends through networks of clients, suppliers and attendance at industry meetings.
- Communicate changes in competition, product availability or related matters to sales and marketing team.
- Adheres to the Allergan SOP on training stock and sample management.
- Articulate the value of, and direct customers to online ordering through the My Allergan Direct portal.

Product Sales, Support and Direction
- Utilise the digital sales aid to clearly articulate product key selling messages and clinical data.
- Execute to third line sales requirements as directed by the Medical Aesthetics portfolio strategy.
- Oversee product support and direction of injector products in line with Clinical Medical Information and product information materials (no AMI or MD Codes technique support to be applied).
- Aid in the support of best practice consultation and assessment of patients.
- Direct injector requests for clinical facilitation through the defined VEEVA process.

Therapeutic Area Knowledge
- Maintain an in-depth understanding of Allergan and competitor product range. Be able to communicate the value difference in terms of efficacy, safety, price and market strategy to customers.
- Maintain high level of therapeutic knowledge of Allergan products and aging & anatomy through the internal 6 monthly certification program.

Business Administration
- Keep accurate, weekly records of all customer visits, as well as maintaining other relevant customer data necessary to meet customer needs utilizing the VEEVA system.
- Keep current territory business reviews and account plans on designated BOX folder.
- Attend sales meetings, conferences, training and other work related functions as required.
- Ensure all sales activities comply with legal and ethical requirements.
- Manage business expenses within the budget and the Travel & Expenses Policy.

Quality
- Report any adverse event within 24 hours as per Allergan’s policies and procedures
- Support Allergan’s Quality Management System and internal auditing processes.
- Adhere to Medicines Australia Code of Conduct.

Workplace Health & Safety
- Proactively participate in Allergan’s WHS programs, adhere to policies and promote a safe work environment at all times.

General
- Adhere to Allergan’s internal codes of conduct and compliance processes.
- Other ad hoc duties such as administrative duties, as requested.

LI-AA

Qualifications
- Successful completion of relevant tertiary qualifications within healthcare or business related discipline.

Skills and Abilities
- Demonstrable experience in account management planning methodology including stakeholder mapping, sales data analysis and account prioritization and the sales cycle.
- 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 the 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.

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