Field Coverage Representative - Inside Sales Pharma

About the role

This position is 50% travel out in the field and 50% hybrid out of our Austin, TX Office*

Abbvie's Inside Sales Team is a professional team of sales personnel that supports Field Sales, operational, and Marketing initiatives utilizing a set of approved best practices, job aides, and quality metrics to build lasting relationships with Healthcare Practices across the nation.

Our team is searching for high energy, self-motivated, dynamic individuals wishing to join a team environment that values individual achievement in a quota driven/incentivized role. Candidates must be able to work in a fast-paced environment with a continued focus on utilizing phone and in-person channels to create, nurture, and expand relationships with healthcare professionals to achieve brand objectives.

Successful candidates will possess strong verbal communication skills, be highly organized, flexible, self-starter and can articulate value on a consistent basis to foster growth of an expanding customer base through creating positive customer interactions and lasting relationships.

Core duties include

• In-person as well as virtual vacancy coverage for field sales vacancies
• Ability to use sales techniques to ensure positive results to a highly targeted, assigned list of healthcare professionals to offer product education, cost and access information, samples, literature, and resources, including program recruitment, and follow up conversations
• Facilitate account management skills (pre-call planning, field resource coordination; close, support customer education and resource needs, reporting)
• Ability to create rapport, network, build, and maintain productive business relationships in person and by phone
• Demonstrate clinical, technical, and presentation skills
• Identify, prioritize and drive opportunities to create access, programs, and processes that drive product demand
• Engage targeted healthcare professionals in in-depth informational/promotional communications in accordance with policies and procedures set by the program
• Verify and complete required data entry including details of the interaction, and any follow through actions in accordance with policies and procedures, ensuring data integrity
• Profile and manage targeted list of healthcare professionals, and provide value-added benefits to grow product volume
• Manage daily sales call activity to optimize time and maximize the achievement of sales and market share objectives
• Listen and respond appropriately to customer questions and needs, ensuring acceptance of, or agreement with a "call plan" objective
• Maintain the required product expertise, including competitive product knowledge
• Demonstrate thorough knowledge of products and ensure clear, concise and accurate communication of product information with target audiences using proper medical terminology within Compliance guidelines
• Successfully complete all product and Compliance training (self-study, testing, field work and classroom training or electronically) and meet training expectations to service customers within the parameters of the program
• Demonstrate effectiveness working independently and in a team environment
• Meet and exceed established call volume metrics and sales attainment successfully leading to executable activity
• Establish, grow, and retain relationships with an expanding group of healthcare professionals from all levels - including office staff, Medical Assistants, nurses, and doctors
• Process customer requests related to product samples and resources in a timely, accurate, and professional manner
• Display ability to thoroughly answer questions related to process of securing product samples and literature, including mandatory signatures required to execute delivery
• Provide information pertaining to additional sources of information regarding products, such as referral to websites, programs, or other appropriate Abbvie resource
• Project a professional company image through all personal and phone interactions with customers and internal partners
• Display a positive attitude and customer focus, provide timely resolution for all customer issues, concerns, and/or questions
• Be able to manage call activity and messaging with AbbVie approved best practices and compliance regulations
• Maintain training and resource material, keeping current with updates Program Manager
• Effective and timely communication with the Inside Sales Manager
• Must safeguard patient privacy and confidentiality by following the guidelines set forth in the Privacy and Security Rules of the Health Insurance Portability and Accountability Act (HIPAA)
• Mentor and coach less experienced Inside Sales Representatives
• Assist the team manager when unavailable with escalations and complex issue management

Qualifications & Requirements

Travel

• Up to 50-70% travel for in field vacancy coverage, national conferences, and training. Requires flexibility to adapt to occasional changes in travel plans and schedules.

Education and/or experience

• Bachelor's degree or equivalent experience
• Minimum of one year of relevant sales experience is required
• The ideal candidate will have a background in direct selling with a proven sales track record
• The candidate is required to have a proven track record of exceeding sales targets in an environment incentivized by established goals and metrics
• The ability to work independently, highly organized and superior communication skills
• Experience in the healthcare industry involving interaction with physicians and office staff preferred

Desired knowledge

• Skills and abilities of clinical techniques and understanding of medical terminology
• Knowledge of medical device, pharmaceutical, or related field
• Skills demonstrating professional phone etiquette
• Ability to use Microsoft Office, Outlook MS Word, Excel, PowerPoint
• Knowledge of Salesforce preferred

Additional skills

• Clinically oriented, able to easily pronounce medical terms and engage with key targets in person and by phone within territory to successfully increase prescription knowledge and adherence, where clinically appropriate
• Ability to learn, assimilate information into practice to follow established, mandatory best practices including, but not limited to
• Daily activity, goals, metrics
• Expedient, usage of database and other core tools
• Maintaining strict quality control standards and performance monitoring
• Providing input on quality of calls, job aids, and targeted opportunities for ongoing improvement of daily output
• Follow established escalation pathways, identifying parties within AbbVie that are required for issue resolution
• Partner with field sales, operations, and marketing to further identify methods to improve effectiveness

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.

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 Company's sole and absolute discretion unless and until paid and may be modified at the Company's sole and absolute discretion, consistent with applicable law.