About AbbVie AbbVie’s mission is to discover and deliver innovative medicines 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: immunology, oncology, neuroscience, eye care, virology, women’s health and gastroenterology, in addition to products and services across its Allergan Aesthetics portfolio. For more information about AbbVie, please visit us at www.abbvie.com. Follow @abbvie on Twitter, Facebook, Instagram, YouTube and LinkedIn. Position Overview: The Institutional Divisional Manager is responsible for leading a team of Institutional Sales Representatives as well as completing account calls to assigned Hospital Networks and Systems. #CD# This position involves selling beyond features and benefits to include hospital efficiency and overall treatment pattern over the short, mid and long-term. #CD#They must also utilize health economic data (HE) to present clinical and economic value to pharmacy directors, key decision makers and individuals responsible for making formulary and contracting decisions. #CD# The Institutional Divisional Manager must be able to navigate hospital systems to gain access to key decision makers and understand how products are purchased, ordered and administered (i.e. formulary process and reimbursement policies) in targeted institutions/systems. #CD# They should be capable of discussing pricing and contract terms while understanding how hospitals function as a business to manage profits and losses. #CD# They should also be comfortable performing business analyses and coordinating the activities of multiple disciplines to leverage company resources and enhance partnerships within the organization (e.g. Regional Account Managers, Clinical Specialists, Contract Operations Associates, etc.). #CD# The Institutional Sales Manager is also responsible for developing and executing business plans for each territory under his/her control. #CD#They are responsible for training and developing Institutional Sales Representatives to communicate clinical information (including A&#CD#P, microbiology, and clinical data) to healthcare professionals. #CD#This position is responsible for coaching representatives to develop account management plans designed to uncover general hospital policies/procedures, steps of the formulary process, key influencers on P&#CD#T committees, hierarchy and processes to influence decision making. #CD#They will conduct field rides, coach and provide written and verbal feedback on behaviors and the performance of Institutional Sales Representatives. The employee must conduct their work activities in compliance with all AbbVie internal requirements and with all applicable regulatory requirements. #CD#Allergan internal requirements include compliance with ethics, environmental health and safety, financial, human resources, and general business policies, requirements and objectives. This role can be hired at grade 18 or 19 based on experience Qualifications Education Bachelors Degree or higher required Required Skills and Qualifications Candidates should possess a minimum of 3 years’ experience in hospital/institutional sales experience or equivalent account management experience. Candidates should possess a minimum of 3 years of people management experience in a hospital/medical/pharmacy selling environment. #CD# Well-developed written and oral communication skills and to interface with different departments throughout the organization. Applies a range of traditional and non-traditional problem-solving techniques to think through and solve issues creatively to improve performance and company effectiveness. Ability to build rapport and relationships in an institutional environment to make an immediate impact in front of health care professionals. Highly effective organizational skills to balance multiple priorities. Candidates should have experience influencing formulary decisions as well as knowledge of the institutional (hospital) sales environment and managed care markets. #CD# Advanced business analytical skills to identify trends, opportunities and threats to then determine actions to drive business or overcome challenges. #CD#Able to adapt to corporate reporting tools. Strong documented sales results over time. Demonstrates solid clinical product knowledge. Computer Skills#CD# Word, PowerPoint, Excel and Outlook. Some overnight travel may be required. Candidates must be able to successfully pass background, motor and drug screen investigations. #CD# Preferred Skills/Qualification Scientific major/minor/background desirable. #CD#Antibiotic background with a proven track record in IV/infusible antibiotics is preferred. Significant Work Activities Continuous sitting for prolonged periods (more than 2 consecutive hours in an 8 hour day) Travel Yes, 25 % of the Time Job Type Experienced Schedule Full-time Job Level Code M Equal Employment Opportunity At AbbVie, we value bringing together individuals from diverse backgrounds to develop new and innovative solutions for patients. As an equal opportunity employer we do not discriminate on the basis of race, color, religion, national origin, age, sex (including pregnancy), physical or mental disability, medical condition, genetic information gender identity or expression, sexual orientation, marital status, protected veteran status, or any other legally protected characteristic.