Area Account Executive

AbbVie; Vermont; Hybrid; USD 120,000 - 180,000; Full time

Job summary

AbbVie in the United States is seeking a field-based leader to manage a defined regional market access portfolio. You will drive strategy, negotiate contracts, and coordinate with cross-functional teams to optimize pull-through and customer outcomes.

The role requires travel to regional and HQ locations, with a focus on building strong relationships with payers, IDNs, employers, and health systems. A Bachelor’s degree and 5+ years of sales management experience are required.

Qualifications

• Bachelor’s degree in Business, Life Sciences, or related field.
• 5+ years sales management experience (District/Regional Manager preferred).
• 2+ years experience in account management within Group Practice/Payor/Institutional environment.

Responsibilities

• Act as Geography “Quarterback”: primary champion for the assigned region and liaison for top-tier customers.
• Develop and implement local market access strategies and influence maps for key brands.
• Support Area Access Director in planning and pull through of direct Area customer contracts while ensuring compliance with MAx strategy.
• Maintain relationships with existing customers and resolve issues; ensure timely pull-through of solutions.
• Coordinate with Centers of Excellence, Area Directors, FRMs, MOSLs, and Patient Support Services to align regional strategy.
• Identify opportunities to expand access and deepen customer relationships; monitor industry trends.
• Monitor KPIs and leverage analytics to assess contract effectiveness and drive performance.

Skills

Sales leadership

Account management

Healthcare industry experience

Contract negotiation

Education

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

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,XandYouTube.

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 orlocal law:

• The compensation range described below is the range of possible base pay compensation that the Companybelieves ingood faith it will pay for this role at the timeof this posting based on the job grade for this position.Individualcompensation paid within this range will depend on many factors including geographic location, andwemayultimatelypaymore or less than the posted range. This range may bemodifiedin thefuture.
• We offer a comprehensive package of benefits including paid time off (vacation, holidays, sick),medical/dental/visioninsurance and 401(k) to eligibleemployees.
• This job is eligible toparticipatein our long-term incentiveprograms.

Note: No amount of payis considered to bewages or compensation until such amount is earned, vested, anddeterminable.The amount and availability of any bonus,commission, incentive, benefits, or any other form ofcompensation and benefitsthat are allocable to a particular employeeremainsin the Company's sole andabsolutediscretion unless and until paid andmay bemodifiedat the Company’s sole and absolute discretion, consistent withapplicable 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