Strategic Accounts Lead

Job Summary

As the Strategic Accounts Lead, you will drive sustainable patient access, sales and market share growth through the integrated management of priority institutional accounts, access initiatives and commercial partnerships across assigned brands.

Reporting to the Country Head within Commercial, the role translates Philippine business priorities into integrated account and access plans. Local Commercial owns priorities, resource deployment and performance management, with formal input from Regional Market Access on access objectives, technical quality and capability development.

Key Responsibilities

• Integrated Account and Access Planning
  • Develop integrated account and access plans with clear sales targets, access milestones and resource requirements.
  • Prioritize accounts and portfolio opportunities based on patient needs, business potential and access barriers.
  • Incorporate Regional Market Access input into locally approved workplans and align additional regional assignments with the Country Head.
• Strategic Account Management
  • Build long-term relationships with institutional decision-makers, procurement teams and relevant clinical stakeholders.
  • Serve as the primary contact for account-level activities, coordinating engagement and resolving customer issues.
  • Drive sales, market share and appropriate portfolio adoption through account reviews and targeted growth actions.
• Institutional Partnerships
  • Identify access barriers and coordinate account-specific solutions with relevant internal partners.
  • Lead hospital listing, formulary inclusion and approved institutional access initiatives.
  • Develop approved value propositions in partnership with Medical and Regional Market Access, leveraging specialist support for complex reimbursement and evidence requirements.
• Pricing, Contracting and Tenders
  • Develop pricing proposals and business cases that balance patient affordability, growth and profitability.
  • Lead negotiations within approved authority and coordinate contract reviews and approvals.
  • Manage tender opportunities, timely submissions, contract implementation and renewal commitments.
• Launch Readiness and Product Availability
  • Establish account and access readiness milestones for assigned launches and portfolio expansion.
  • Forecast account demand and coordinate product availability and fulfillment with Supply Chain and distributors.
  • Resolve or escalate supply and access barriers affecting launch delivery and treatment continuity.
• Performance, Insights and Governance
  • Track sales, market share where available, access milestones, forecasts and budgets while maintaining accurate account records.
  • Analyze customer needs, market trends and competitor activity to identify growth opportunities and recommend corrective actions.
  • Report progress to local Commercial and provide relevant access updates to Regional Market Access.
• Cross-Functional Partnerships
  • Align Sales, Marketing and Medical teams around account plans, customer engagement and product uptake.
  • Partner with Regional Market Access on access strategy, technical expertise and capability development.
  • Coordinate with Finance, Legal, Compliance, Regulatory and Supply Chain to develop viable proposals and ensure reliable execution.
• Compliance and Governance
  • Ensure ethical stakeholder engagement in line with applicable Philippine requirements, PHAP standards and company policies.
  • Follow OEC requirements, delegated approvals and procedures relating to adverse events, product complaints and information handling.
  • Complete MAP, Concur, LERN and operational reporting requirements accurately and on time.

Qualifications and Experience

• Bachelor’s degree in Pharmacy, Life Sciences, Business, Economics or a related discipline.
• At least 5 years of pharmaceutical or healthcare experience in sales or institutional account management, with demonstrated exposure to market access.
• Demonstrated success in managing key accounts, achieving sales targets and delivering hospital listings, tenders or healthcare agreements.
• Strong understanding of the Philippine healthcare system, payer environment, institutional decision-making and relevant compliance requirements.
• Ability to develop commercial business cases, interpret relevant evidence and communicate value appropriately.
• Experience leading commercial negotiations and coordinating cross-functional account execution.
• Ability to lead through influence and manage priorities across local and regional stakeholders.
• Specialty-care and product-launch experience is preferred.

Skills and Competencies

• Strategic Planning: Ability to develop focused account and access plans aligned with business priorities.
• Market Access Knowledge: Strong understanding of Philippine healthcare, payer and institutional processes.
• Commercial Acumen: Ability to assess pricing, profitability and growth opportunities.
• Analytical Thinking: Ability to translate data and insights into practical recommendations.
• Execution and Prioritization: Ability to deliver milestones and manage resources effectively.
• Communication: Ability to present clear, evidence-based value propositions.
• Negotiation: Ability to secure viable commercial agreements within approved terms and authority.
• Stakeholder Management: Ability to build trusted relationships and effectively resolve account issues.
• Cross-Functional Collaboration: Ability to align local and regional partners around shared account and access outcomes.
• Integrity and Accountability: Commitment to company standards and ownership of agreed results.

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.

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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 . Follow @abbvie on LinkedIn,Facebook, Instagram, X and YouTube.

Originally posted on Himalayas