Primary Care Sales Representative - Lansing, MI

IQVIA; Detroit (MI); On-site; USD 100,000 - 120,000; Full time

Job summary

IQVIA is seeking a Primary Care Sales Representative to drive brand performance by engaging physicians and key accounts in the Detroit territory. You will plan calls, address objections, and work toward achieving sales targets while delivering a differentiated value proposition.

The role requires ongoing market insight, strong relationship-building, and the ability to close with clear actions. Travel may be involved and collaboration across teams is essential.

Qualifications

• Experience in sales within relevant therapeutic areas; pharma roles preferred.
• High standards and exceptional performance.
• Strong presentation skills and ability to influence.
• Proven ability to solve problems with ownership and initiative.
• Ability to identify customer styles and adapt selling approaches.
• Comfort collaborating in a matrix environment across teams.
• Proficient in English, both written and verbal.

Responsibilities

• Achieve sales performance, KPI, financial objectives, and marketing goals.
• Develop and implement an effective call plan to maximize access and sales potential.
• Articulate client value proposition to providers and engage disease state experts.
• Share market insights with field teams and management to refine strategy.
• Address customer needs, manage challenges, and foster mutually beneficial agreements.
• Prepare pre-call strategies and post-call evaluations for continuous improvement.
• Address objections and close calls with clear calls to action.

Education

Bachelor's degree

Job description

The Primary Care Sales Representative is responsible for driving strong brand performance by effectively engaging targeted health care providers and key accounts within an assigned territory. This role executes against sales objectives, brand KPIs, and financial targets by delivering a compelling and differentiated value proposition while building trusted, long‑term customer relationships. Through disciplined pre‑call planning, effective objection handling, and thoughtful post‑call evaluation, the representative continuously improves performance and closes with clear, appropriate calls to action.

• Consistently achieve sales performance, brand KPIs, financial objectives, and marketing goals, meeting or exceeding all established targets.
• Develop and implement an effective call plan to meet call metrics, ensuring optimal coverage and frequency with key customers to maximize access and sales potential.
• Clearly articulate the client value proposition to assigned healthcare providers, and identify, engage, and maintain relationships with disease state experts and speakers/advocates to optimize brand performance.
• Continuously enhance understanding of customer needs, market landscape, competitors, segments, account dynamics, disease areas, product knowledge, clinical insights, and sales expertise; share relevant market intelligence with field teams, brand team, and sales management to foster alignment, anticipate market changes, and refine brand strategy and execution.
• Proactively address customer needs and expectations, manage challenges, cultivate trusted relationships, and facilitate mutually beneficial agreements between AbbVie and its customers.
• Prepare pre-call strategies using SMART objectives and conduct post-call evaluations to drive continuous improvement in sales performance.
• Effectively address objections, clarify misunderstandings, and respond to concerns, consistently achieving logical calls to action and closing every sales call.

Qualifications

• Demonstrated history of success in sales within relevant therapeutic areas; prior experience in pharmaceutical industry roles such as physician/account-based selling, training, managed health care, specialty pharmacy, or marketing is preferred.
• Consistently upholds high standards and delivers exceptional performance.
• Generates impactful ideas for organizational growth and responds proactively to change.
• Provides innovative solutions to optimize business outcomes and resolve challenges.
• Takes ownership in problem-solving, considering broader organizational implications.
• Identifies customer styles and adapts selling approaches accordingly.
• Collaborates effectively within a matrix environment, fostering partnerships across district and matrix teams.
• Supports the team's efforts in identifying information resources and learning opportunities, both internal and external.
• Applies findings to inform and develop evidence-based sales strategies.
• Possesses strong business acumen, proficiency with business tools, and advanced strategic and critical thinking skills.
• Demonstrates comprehensive scientific, therapeutic, product, and competitive expertise and is recognized as an expert by stakeholders.
• Exhibits strong presentation skills.
• Proficient in English, both written and verbal (for non-English speaking countries).

Job Requirements:

Holds a bachelor's degree in biological sciences, pharmacy, business, or a related field, or has equivalent qualifications.

Willingness to travel with some overnights

Preferred Qualifications:

1+ years Primary Care/Immunology/Dermatology/Pharmaceutical Sales Experience

3+ years of business-to-business sales experience, military experience, healthcare sales experience

#LI-CES

IQVIA is a leading global provider of clinical research services, commercial insights and healthcare intelligence to the life sciences and healthcare industries. We create intelligent connections to accelerate the development and commercialization of innovative medical treatments to help improve patient outcomes and population health worldwide. Learn more at https://jobs.iqvia.com

IQVIA is proud to be an equal opportunity employer. All qualified applicants will receive consideration for employment without regard to race, color, religion, sex, sexual orientation, gender identity, national origin, disability, status as a protected veteran, or any other status protected by applicable law. https://jobs.iqvia.com/eoe

IQVIA is committed to integrity in our hiring process and maintains a zero tolerance policy for candidate fraud. All information and credentials submitted in your application must be truthful and complete. Any false statements, misrepresentations, or material omissions during the recruitment process will result in immediate disqualification of your application, or termination of employment if discovered later, in accordance with applicable law. We appreciate your honesty and professionalism.

The potential base pay range for this role is 100,000-120,000 annually. The actual base pay offered may vary based on a number of factors including job-related qualifications such as knowledge, skills, education, and experience; location; and/or schedule (full or part-time). Dependent on the position offered, incentive plans, bonuses, and/or other forms of compensation may be offered, in addition to a range of health and welfare and/or other benefits.