Area Account Executive

AbbVie; Connecticut; On-site; USD 120,000 - 180,000; Full time

Job summary

AbbVie seeks a field-based regional leader to drive market access for key brands within its footprint, including Albany, Stamford, and surrounding areas. You will act as the primary liaison for payers, providers, and IDNs, coordinating cross-functional teams to execute strategies and optimize pull-through.

The role requires 5+ years in sales management, strong negotiation skills, and a track record of driving commercial results in a complex geography.

Qualifications

• Bachelor’s degree required; MBA/advanced degree preferred.
• 5+ years in sales management (District/Regional Manager) preferred.
• 2+ years account management in Group Practice/Payor/Institutional environment preferred.
• Proven ability to manage a large, complex geography and influence diverse stakeholders.
• Experience with contract negotiation and driving commercial results.

Responsibilities

• Act as Geography “Quarterback” for the region, aligning regional strategy with AbbVie’s goals.
• Develop and execute local market access strategies and engagement plans for key brands.
• Support contracting and pull-through of direct Area customer contracts per MAx strategy.
• Maintain strong relationships with customers and resolve issues effectively.
• Collaborate with Centers of Excellence, Area Directors, MOSLs, FRMs, and other stakeholders.
• Identify opportunities to grow access and strengthen AbbVie’s portfolio in the region.
• Monitor KPIs and use data analytics to refine regional performance and pull-through.

Skills

Leadership

Negotiation

Stakeholder engagement

Account planning

Cross-functional collaboration

Education

Bachelor’s degree in Business, Life Sciences, or a related field

Advanced degree (MBA, MPH, etc.)

Job description

About AbbVie

AbbVie's mission is to discover and deliver innovative medicines and solutions that solve serious health issues today and address the medical challenges of tomorrow. We strive to have a remarkable impact on people's lives across several key therapeutic areas including immunology, oncology and neuroscience - and products and services in our Allergan Aesthetics portfolio. For more information about AbbVie, please visit us at www.abbvie.com. Follow @abbvie on LinkedIn, Facebook, Instagram, X and YouTube.

This role is field-based and candidates should live within a reasonable distance from the primary city.

• Albany, New York
• Stamford, Connecticut
• Burlington, Vermont

Key Responsibilities Include:

• Act as Geography “Quarterback”:Serve as the primary champion for the assigned region, setting direction for AbbVie’s market access objectives. Provide high-level oversight of regional activities and act as the principal liaison for top-tier customers, ensuring alignment between regional strategy and organizational goals.
• Strategy Execution & Influence Mapping:Develop and implement targeted local market access strategies, creating and utilizing influence maps to identify influential customers in access (e.g., PBMs, employers, payers, IDNs), evaluate emerging channels and players (e.g., health systems, aggregators, VMFs), and tailor engagement plans to optimize market access for key brands
• Contracting & Negotiation:Collaborate and support Area Access Director in planning and pull through of direct Area customer contracts, ensuring compliance with AbbVie’s Area Market Access (MAx) strategy and goals.
• Ongoing Customer Management & Issue Resolution:Maintain strong relationships with existing customers, managing day-to-day engagements and proactively identifying and resolving issues. Ensure timely pull-through of solutions and keep Area Directors informed of critical developments or escalations.
• Cross-Functional Collaboration:Coordinate closely with internal stakeholders (e.g., Centers of Excellence, Area Directors, Area Strategists, FRMs, MOSLs, Patient Support Services) to share insights, address ad-hoc challenges, and streamline pull-through efforts for seamless customer experiences.
• Business Growth & Innovation:Identify new opportunities within the region, recommending driving initiatives to expand access, deepen customer relationships, and promote AbbVie’s portfolio. Stay informed of industry trends and competitor activity to adapt strategies as needed.
• Performance Accountability:Monitor and report on key performance indicators, ensuring regional objectives are met or exceeded. Leverage data analytics (e.g., MABI) to assess contract effectiveness, inform future initiatives, and continuously refine overall performance and pull-through.

Significant Work Activities:

• Continuous sitting for prolonged periods (more than 2 consecutive hours in an 8-hour day)
• Must be located within region, and ideally near a large airport
• Required travel to on-site customer locations within the region.
• Required travel 3-4 times to AbbVie's Chicago Headquarters

• Bachelor’s degree in Business, Life Sciences, or a related field
• 5+ years sales management (District Manager or Regional Manager preferred)
• Account management and/or marketing experience in a healthcare or related business
• 2+ years experience in account management within Group Practice/Payor/Institutional environment strongly preferred.
• Proven track record of operating effectively in a large, complex geography and influencing diverse stakeholders to achieve results.
• Proven capability in contract negotiation, stakeholder engagement, and driving commercial results.
• Demonstrated ability to act as a primary point of contact, leveraging strong communication, collaboration, and coordination skills to effectively manage cross-functional teams in a matrixed organization.
• Driving a personal auto or company car or truck, or a powered piece of material handling equipment
• Valid driver’s license: Ability to pass a pre-employment drug screening test and meet safe driving requirements.

Preferred Qualifications:

• Advanced degree (MBA, MPH, etc.)
• In-depth knowledge of regional payer landscapes, healthcare policies, and key customer types (IDNs, VISNs, Employers).
• Proficiency in data analytics and experience utilizing tools or platforms to inform strategy and decision-making.
• Positive, solutions-oriented attitude with a track record of managing complexity in a dynamic environment.

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 long-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 employer 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.

AbbVie is an equal opportunity employer and is committed to operating with integrity, driving innovation, transforming lives and serving our community. Equal Opportunity Employer/Veterans/Disabled.

US & Puerto Rico only - to learn more, visit https://www.abbvie.com/join-us/equal-employment-opportunity-employer.html

US & Puerto Rico applicants seeking a reasonable accommodation, click here to learn more:

https://www.abbvie.com/join-us/reasonable-accommodations.html