Area Business Manager Vaccines, Winchester, VA

The ABM will act as an 'account orchestrator' to provide a more cohesive customer experience and ultimately improve customer and patient outcomes by leveraging cross-functional support from internal teams across US vaccines.

The ABM will demonstrate initiative, drive, and independence, and take ownership for meeting and exceeding individual business goals – simply put the ABM plays the role of business owner for their book of business.

Main Responsibilities

• Grow portfolio share and revenue and to consistently deliver on product goals.
• Be a therapeutic area expert, with the ability to position and differentiate products effectively.
• Collaborate and coordinate with other key field-based stakeholders such as Medical Science Liaisons, Market Access teammates, strategic account managers, Hospital business managers, and others in their territory to proactively address customer needs.
• Identify market dynamics and trends, develop strategies which support brand and corporate objectives, and ensure optimal account success within their assigned geography.
• Engage with the account and territory data, and work with internal data specialists to use insights that help HCPs operate more effectively.
• Determine optimal ABM strategy for HCPs in an agile way leveraging AI and other digital tools.
• Drive results by identifying key opportunities and developing strategic business plans to generate product utilization and grow territory business.
• Understand and differentiate portfolio contracting options and compared competitive offerings through financial presentations.
• Perform according to a buy/bill model, requiring a specialized skill set for operational support including but not limited to: Complex pricing analysis and price calculator usage, product shipping, monitoring contract compliance and securing contract amendments.
• Flex to changing environments and sales methodologies, including remote selling techniques.
• Plan, organize, and execute local promotional speaker programs and activities.
• Maximize budget allocated to the geographic territory to support execution of strategies and tactics and generate/grow the business.
• Participate and help lead initiatives to support sales success as assigned (e.g. participate in industry related congresses, local and regional meetings and medical conferences).

About You

Minimum required skills & experience:

• Bachelor’s degree
• A minimum of 3+ years of pharmaceutical, biotech or medical device sales experience required with business-to-business knowledge.
• Broad understanding of the healthcare environment, decision making processes & market trends with a proven track record of accessing decision makers
• Possess skills and success within a business-to-business environment
• Strong commercial business acumen, strategic, critical thinking/problem solving and innovative thinking capabilities
• Ability to navigate a hybrid environment and determine the optimal HCP selling model
• Experience with omnichannel approaches, and can execute customer engagement through appropriate channels using insights
• Demonstrated ability to use data and data analytics by unearthing valuable insights from data that can help lead to new solutions for the customer
• Demonstrate a passion and learning aptitude for science and is proactive in strengthening knowledge related to disease-state, treatment options and healthcare trends
• The ability to execute tactical initiatives, provide ongoing feedback, and prioritize multiple products.
• Self-directed and organized with excellent execution and planning skills
• Excellent communication skills both written and oral
• Must possess valid driver’s license, be eligible for insurance coverage and must be able to safely operate a vehicle

Preferred skills & experience:

• Graduate degree
• A minimum of 5+ years of pharmaceutical, biotech or medical device sales experience with business-to-business experience
• Preferred 2+ years account management experience
• Enhanced digital acumen
• Strong clinical acumen
• Experience working in Market Access, Pricing, Contracting or Finance
• Proficient with MS Office and customer management databases

Travel: Ability to travel up to 75% of the time to customers, conventions, training, and other internal meetings.