Area Account Executive

This role is field-based and candidates should live within a reasonable distance from the primary city.
Los Angeles, CA
San Francisco, CA
San Diego, CA
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.

Employment type
Full-time

Work arrangement
Yes