AbbVie Strategic Business Manager (Region North - East) in Hoofddorp, Netherlands

Strategic Business Manager (Region North - East)

Netherlands, North Holland, Hoofddorp

Sales

Requisition #1803196

You are end-to-end responsible to identify, sell and deliver the business- and organizational value of AbbVie to selected strategic accounts and develop multi-year partnerships.

You manage a cross-functional team and one direct report, the Project Manager Strategic Partnerships. You co-ordinate and work together with the sales and brand teams to boost the functional value of the products/services of AbbVie and integrate the functional account tactics into the overall account strategy plan.

As a Regional Strategic Business Manager you develop tailor-made value propositions for the customer and create buy-in from strategic players.

You create internal buy-in and approval by creating a winning account strategy with a clear win-win business case for the hospital and AbbVie and clear insight what resources and investments are necessary to implement the account strategy.

Continue to position AbbVie as a market leader and solution-provider across the stakeholder base.

The Regional Strategic Business Manager reports directly to the Director Market Access & Strategic Account Management.

K ey responsibilities

  • Strategic Account Planning

o Outside-In: develop in-depth understanding of the strategy and business plans of the customer and understanding of the market trends and developments and translate this into a winning account strategy.

o Develop a 4 month action plan how to implement the account strategy and move forward in creating a multi-year partnership.

o Build a win-win business case for the hospital and AbbVie and create internal and external buy-in for this.

o Align the strategic account plan in cooperation with brand and sales teams

o Responsible for target setting and objectives for strategic accounts

  • Relationship management with strategic players

o Connect to all relevant strategic players and develop a mutual beneficial relationship based on trust and delivering results.

o Sell the business- and organizational value to the strategic players and get buy-in to execute account tactics.

o Deliver the business- and organizational value to the hospital in a way this can be used as a customer story to create new opportunities for other hospitals.

o Indicate wishes/needs of account and translate these into opportunities for AbbVie

  • Strategic Account Team

o Play an active part within the strategic account team and identify opportunities to work collaboratively with cross-functional colleagues to deliver on objectives from the account planning.

o Play an active role in the Agile Strategic Account management Process and keep the team focused on the desired objectives.

o Leading Strategic Account Management Matrix Team and the direct report Project Manager Strategic Partnerships.

o Provide compelling coaching, mentoring and guidance across the business, including not only with direct teams, but also cross-functional teams

o Play an pro-active role within Brand teams and identify opportunities to work collaboratively with cross-functional colleagues to deliver on brand objectives

Basic:

· Bachelor or master in business/life science/ or equivalent

· At least 5-10 years of commercial/sales experience in the healthcare/pharmaceutical industry

· Proven track record in key account management, contracting and key stakeholder management

· Knowledge of the healthcare landscape

· Knowledge of provider decision-making processes and who are the key payer stakeholders

· Understanding of cost pressure/containment/provider needs

· Experienced in managing a cross-functional team

· Solid leadership skills

· Ability to connect to senior and tactical stakeholders in the hospital

· Strong potential to progress career into senior/executive commercial roles

· Good presentation and communication skills, solid English and Dutch language skills (written and spoken)

· Preferably experience with using Agile/Scrum

· Highly developed strategic vision and proven track record of building strategic plans

  • Customer centric / outside-in thinking

Competencies / Ways We Work

All for one AbbVie

· Builds strong relationships with peers and cross functionally and with partners outside of team

to enable higher performance.

· Builds highly effective teams for the good of AbbVie.

· Motivates and can influence others, including those over whom they have no direct authority.

· Manages inclusively and equitably across all.

Decide Smart and Sure

· Deals comfortably with ambiguity, uncertainty and risk.

· Learns fast, grasps the “essence” and can change course quickly where indicated.

· Makes high-quality decisions with less than perfect information.

· Acts consistently with our ethics, obligations and the law.

· Lives AbbVie values.

Agile and Accountable

· Steps up and takes leadership to own toughest challenges.

· Raises the bar and is never satisfied with the status quo.

· Delivers business results while positioning AbbVie for success in the future.

· Seeks to simplify and removes bureaucracy.

Clear and Courageous

· Acts courageously; says what needs to be said.

· Manages conflict constructively.

· Creates a learning environment, open to suggestions and experimentation for improvement.

· Admits mistakes and helps others to do so.

Make possibilities real

· Knows the business and anticipates future opportunities.

· Connects unrelated concepts, generates original or unique ideas.

· Embraces the ideas of others, nurtures innovation and manages innovation to reality.

· Persistent and resilient when confronted with obstacles – finds the way.