National Channel Marketing Manager
AbbVie - Field, KY

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12000000LL

Description

AbbVie (NYSE: ABBV) is a global, research-based biopharmaceutical company formed in 2013 following separation from Abbott. AbbVie combines the focus and passion of a leading-edge biotech with the expertise and capabilities of a long-established pharmaceutical leader to develop and market advanced therapies that address some of the world’s most complex and serious diseases. In 2013, AbbVie will employ approximately 28,000 people worldwide and markets medicines in more than 170 countries.

National Customer Marketing Manager, Managed Health Care

Primary Function / Primary Goals / Objectives:
The National Customer Marketing Manager (NCMM) reports to the Associate Director of Customer Marketing. The position is Chicago /Home Office based and works closely with MHC RMs, MHC Account Executives (AEs), Primary Care/Specialty Sales RMs/DMs, MHC Marketing and Payer Analytics. The NCMM is responsible for:

(a) Coordinating and Driving Pull Through - maximizing patient access to products by positioning branded and non-branded marketing resources and strategies to maximize access and demand.

(b) Identifying Positive Business Opportunities - owning geographic performance and increasing profitability at a local level by critically analyzing payers and market dynamics to assess customer needs, performance and identifying opportunities

(c) Identifying / Developing Marketing Programs - using customer insights develop and execute initiatives to drive contract performance with efficient resource deployment against payers and other stakeholders in one’s region.

The NCMM works with the Managed Care Account Executives, Group Practice AEs and the Employer Team to support initiatives with Payers, Group Practices, Health Systems and Employers. Based on knowledge gained through significant customer interaction, the NCMM provides internal consulting to MHC Marketing regarding customer related opportunities to assist with the development of strategy and tactics to elevate AbbVie beyond product and price with key strategic customers.

Major Responsibilities:
Field Based (Customer Interaction)

Interact with MHC strategic customers through scheduled customer calls with account executives and industry meetings.

  • Assess customer needs and in tandem with AEs, develop strategy to present AbbVie specific solutions (partnerships), including but not limited to MHC Value Based programs (customer marketing), Appropriate Use programs, NCQA/HEDIS tools, Cross Divisional programs.
  • Be the content expert for all branded and non-branded customer marketing programs.
  • Develop relationships with key personnel within MHC strategic accounts (Pharmacy Director, Medical Director, Director of Quality and Director of Case Management) to strengthen the overall value Abbott provides.
Field Based (Pull Through/Opportunity Selling)

Coordinate and manage National Pull Through efforts by following the IMPACT process and developing IMPACT Initiatives.

  • Work with MHC AEs to insure that all initial communication takes place throughout MHC, Primary Care/Specialty Sales and Brand Marketing.
  • Request and generate appropriate health plan affiliation lists and distribute lists to field sales through direct contact with POE/ABM/RM.
  • In tandem with RM, schedule and facilitate IMPACT meetings. Ensure all parties agree upon forward actions, performance targets, resource allocation and metrics.
  • Communicate to IMPACT team on a monthly basis on performance metrics and tracking to performance milestones.
  • Participate in CBSA strategy meetings with MHC AEs and local Primary Care and Specialty sales leadership.
  • Serve as primary contact between MHC and Primary Care POE/ABM on all matters related to Pull Through and field based efforts.
  • NCMM will work closely with the regional CMM to rollout Pull Through/Opportunity Selling process for the Regional Affiliates of National health plans.
Pull Through/Opportunity Selling

  • Develop IMPACT Plan with performance metrics to track pull through/opportunity selling performance versus target. Communicate performance ongoing with MHC RM, MHC account executives and appropriate Primary Care/Specialty sales leadership. Initiate adjustment of IMPACT tactics when appropriate.
  • Track IMPACT Initiatives to ensure adherence to agreed upon tactics across MHC and Specialty/Primary Care sales. Achieve IMPACT Initiatives Net Sales objectives.
  • Develop and coordinate national pull through strategies and facilitate the roll out with the regional CMM.
National Business

  • Work closely with the GM National Accounts to develop launch and life cycle management strategies
  • Participate in the development of pricing and contracting strategies for promoted product within the national accounts
  • Facilitate the Relay (contracting) process for the national team
  • Identify performance opportunities of promoted products and work with regional CMMs to maximize opportunities and drive overall sales
  • Work with regional CMMs to leverage the influence of regional affiliates of national accounts to drive business at the local level
  • Develop performance metrics package to track performance versus key defined goals in National Business Plan.
  • Conduct National Situational Analysis in tandem with GM National Accounts to identify CBSAs/Health Plans by product that represents the best opportunities for growth and sales.
  • In coordination with MHC GM National Accounts, develop Annual Business Plans.
Marketing/Training

MHC Marketing

  • Identify and master all MHC Marketing Programs. Train and coach all assigned MHC account executives and General Manager(GM)National Accounts on new and existing programs. Serve as content expert and present marketing programs for strategic health plan accounts.
  • With MHC account executive, work closely with health plan customers and Customer marketing to implement programs.
  • Liaison between MHC Marketing and MHC field.
  • Secure funding to implement MHC Customer Marketing Programs when appropriate.
  • Provide regular feedback to MHC Brand Marketing on account receptivity to current clinical and financial slide decks, programs, tools and resources.
  • Provide customer insight as it relates to developing new programs or tactics to expand our reach and to increase the overall value AbbVie provides.
  • Develop and deliver customized co-promote sales materials in conjunction with Pull Through opportunities.
  • Shepherd materials through the medical regulatory process either directly or indirectly.
Marketing Budget

  • Maintain and track Regional promotional budget
Background

  • 1-3 years account based strategic selling experience.
  • 5-7 years of sales management experience, marketing and/or sales training experience.
  • Thorough understanding of managed care principles and managed care account management.
  • Strong analytical and conceptual skills (excellent Excel skills).
  • Excellent negotiator and problem solver.
  • Excellent organization/project management and leadership skills.
  • Demonstrated ability to build and inspire teams without direct authority.
  • Excellent communication and presentation skills.
  • Thorough understanding of PPD’s goals and strategies.
  • Demonstrated ability to network and partner effectively across functional areas
Accountability/Scope

  • The NCMM position is accountable to all key stakeholders (MHC Sales, MHC Marketing and Primary Care/Specialty Sales), as well as the sales goals for the nation.
  • Primary responsibility is to drive incremental Net Sales and optimize the allocation and expenditure of resources in the identified geography, MCO, GPAE and Employer accounts in support of the Abbott product portfolio.
  • Provide analytical and marketing support to GM National Accounts and MHC AEs regarding business opportunities including but not limited to performance metrics, resource proposals, and business reviews.
  • Ensure adherence to all corporate and divisional compliance polices and guidelines.
Qualifications

Basic Qualifications:
  • 1-3 years account based strategic selling experience.
  • 5-7 years of sales management experience, marketing and/or sales training experience.
  • Thorough understanding of managed care principles and managed care account management.
  • Strong analytical and conceptual skills (excellent Excel skills).
  • Excellent negotiator and problem solver.
  • Excellent organization/ project management and leadership skills. Demonstrated ability to build and inspire teams without direct authority.
  • Excellent communication and presentation skills.
  • Thorough understanding of PPD’s goals and strategies.
  • Demonstrated ability to network and partner effectively across functional areas
Education Requirements: Bachelor's degree / MBA Preferred

Significant Work Activities and Conditions

Continuous sitting for prolonged periods ( more than 2 consecutive hours in an 8 hour day), Driving a personal auto or company car or truck, or a powered piece of material handling equipment, Keyboard use (greater or equal to 50% of the workday)

Job Classification

:

Experienced

Job

:

SALES

Primary Location

:

USA-Field

Organization

:

PPD-US Pharma

Schedule

:

Full-time

Shift

:

Morning

Travel

:

Yes, 75 % of the Time

AbbVie - 22 months ago - save job
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