**Company Description**
The Account Manager, Ophthalmology is responsible for managing the assigned customer territory and achieving agreed sales goals for the Ophthalmology product portfolio. The role focuses on the execution of brand strategy and tactics in the field, delivery of territory business plans, and establishing and developing effective business relationships with customers. You will build strong customer relationships to optimise business potential, placing the patient at the center of your efforts, whilst operating within AbbVie's business code of conduct, policies and all applicable laws and regulations.
NOTE: There is some domestic travel required.
**KEY DUTIES AND RESPONSIBILITIES**
- Achieve or exceed agreed sales targets within the assigned territory.
- Build and develop business relationships with accounts including prescribers, initiators, deciders or buyers and incorporate into stakeholder maps and territory plans.
- Develop executable business plans for territory and accounts aligned with the marketing strategy and promotional programs to drive rapid uptake and growth within accounts.
- Develop commercial opportunities utilising the AbbVie selling framework with new and existing clients to build/maintain product loyalty and increase market share. This includes the identification of KOLs and focus on building relationships and business opportunities with these customers.
- Identify potential sales and marketing opportunities, changes in competition, product availability or related matters and communicating these to your Sales Manager and the marketing team.
- Demonstrate a deep understanding of each customer's current product choice and usage and maintain account analysis profiles utilising VEEVA.
- Work with cross functional teams to achieve/exceed territory management objectives and sales targets.
- Monitor market trends through networks of clients, suppliers and attendance at industry meetings.
- Adhere to the AbbVie SOP on sample management.
- Maintain an in-depth understanding of Ophthalmology, relevant human anatomy and how each product is best used.
- Maintain an in-depth understanding of AbbVie's competitor product range to communicate the value difference in terms of efficacy, safety, price and market strategy to customers.
- Meet and exceed agreed IFT KEI's (In Field Team Key Execution Indicators) as set out in the IFT Manuscript.
- Keep accurate records of all customer visits, as well as maintaining other relevant customer data necessary to meet customer needs utilizing the VEEVA system.
- 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 provided.
- Conduct regular territory plan/sales reviews, including market share analysis and adjust strategies and tactics accordingly to ensure execution of the plans is on track
- Report any adverse event within 24 hours as per AbbVie's policies and procedures.
- Proactively participate in AbbVie's WHS programs, adhere to policies and promote a safe work environment at all times.
- Adhere to AbbVie's internal codes of conduct and compliance processes.
- Other ad hoc duties such as administrative duties, as requested.
**Qualifications**
- Successful completion of relevant tertiary qualifications within science or healthcare.
- Qualifications in Orthoptics/Optometry are well regarded.
- Demonstrable experience in account management planning methodology including stakeholder mapping, sales data analysis and account prioritization and the sales cycle.
- Strong business acumen and proficient use of business tools; possesses strategic and critical thinking capabilities including confidence in ability to manage recent and emerging digital tools and channels.
- 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 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.
- Demonstrable ability to lead discussions with influential decision makers that progress advocacy by effectively clarifying information, offering insights, addressing objections and gaining agreement.
- Using appropriate interpersonal style to establish effective relationships with customers and internal partners; interacting with others in a way that promotes openness and trust that gives them confidence.
- Leads by example; consistently displays positive behaviors, a growth mindset, and is viewed as a credible and respected role model a
📌 Account Manager, Ophthalmology
🏢 Abbvie
📍 Sydney