Allergan Associate Director, Kaiser Account in San Francisco, California

Associate Director, Kaiser Account

San Francisco, California, United States at

▾ ▸ 1 additional location

California, United States

May 22, 2018Post Date

179854Requisition #

Allergan plc (NYSE: AGN) is a bold, global pharmaceutical company and a leader in a new industry model - Growth Pharma. Allergan is focused on developing, manufacturing and commercializing branded pharmaceutical, device, biologic, surgical and regenerative medicine products for patients around the world.

Allergan markets a portfolio of leading brands and best-in-class products for the central nervous system, eye care, medical aesthetics and dermatology, gastroenterology, women's health, urology and anti-infective therapeutic categories. With commercial operations in approximately 100 countries, Allergan is committed to working with physicians, healthcare providers and patients to deliver innovative and meaningful treatments that help people around the world live longer, healthier lives every day.

Allergan is a company that will inspire you to aim high with your ambition. Where you can build bridges all over the world. Where you can power ideas that drive change. And where you will act fast and drive results for customers and patients. Power your future & join our bold team.

Position Overview

The Associate Director, Kaiser Account Sales will be working with key Kaiser MD’s and Chiefs of several medical specialty divisions including Neurology, Urology, Dermatology, Plastic Surgery, OB-GYN, Uro-GYN, and PM&R within the Southern/Northern California Kaiser Permanente Medical Group.

Associate Director, Kaiser Account Sales Job Description:

The AD, Kaiser Account Sales (AD-KA) manages the sales processes for all approved therapeutic Botox indications calling on Neurology, PM&R, Urology and other Botox approved specialties in Kaiser Hospitals and Clinics in order to establish formulary status, injection habits, and improve product pull-through and compliance. The AD-KA develops relationships with key decision makers, thought leaders, and key sites to increase Allergan’s presence and competitive position. In accordance with legal and regulatory compliance, AD-KA develops VIPs, speakers, and advocates in order to influence the habits of physicians. In conjunction with the Kaiser Director, this person will develop long-term, account specific strategies in order to maximize Allergan’s sales opportunities and position within Kaiser. Acts as a key leader in the sales force, interfacing with Neuroscience Medical Consultants, Urology Medical Consultants, Hospital Sales Managers, Corporate and Regional Account Managers, and Regional Managers to influence Allergan product support at the territory/area/region level within the Kaiser system


Business Objectives Impact:

Supports the Kaiser Director in attaining or exceeding assigned management business objectives defined in terms of strategic and tactical activities consistent with the approved market plan objectives. Delivers appropriate product representation to ensure approval of formulary submissions and support pull-through of formulary products.

Selling Skills and Professional Calls: Makes regular, compliant presentations to Kaiser physicians, pharmacy, and staff to secure product commitment, usage or other pre-determined objectives. Using appropriate interpersonal styles and communication methods to gain acceptance of a legally approved product or service. Utilizes the then Allergan approved selling system in an effective and professional manner to develop partnerships with therapeutic opinion influencers. Follows Kaiser rules and regulations in order to maintain a positive relationship and growth for Allergan products. Executes compliant programs as outlined in the Kaiser business plan and MBOs. Utilizes legal/regulatory compliant literature and promotional material to gain commitment for Allergan product usage in a manner consistent with market planning.

Customer Development: Initiates and pursues opportunities to involve Allergan in meaningful programs to ensure that Allergan is strategically and compliantly positioned at Kaiser; this includes conducting approved educational seminars with key customers and supporting approved educational programs through financial contributions or technical/clinical expertise. Identifies, develops and maintains close association with key opinion leaders. Coordinates utilization of key VIPs for marketing, training, and research functions according to approved guidelines.

Administration and Management Communication: Develops and coordinates execution of approved territory and customer specific plans. Completes all projects in the established timelines. Provides timely, accurate and actionable information relative to all matters of interest to the corporation including key competitive activities, trends and changing customer requirements. Efficiently manages all company assets in accordance with corporate policy; this includes, but is not limited to computer systems, fleet vehicles, travel and entertainment, Concur, Veeva, telecommunications, and Learning Management System. Manages Budget within approved guidelines.

Professional Development: Creates and implements a program of professional development to promote personal growth and experience. Acts as a leader and resource for the Kaiser Director and Corporation. Identifies initiates and completes special projects and assignments as defined by the Kaiser Director. Actively contributes in National and Regional meetings. Participates in marketing input sessions as requested. Assists in training and sets the standards of a role model to ensure other peers and territory managers have a broader understanding of this market segment.


  • Thorough industry knowledge of hospital sales techniques and practices. This level of knowledge would normally be acquired through 5-7 years’ experience in sales and sales management or an equivalent combination of education/experience.

  • Successful completion of the required initial training for each product responsible for in portfolio.

  • Knowledge of the Kaiser Healthcare System or Institutional Accounts a plus Essential Skills, Abilities & Cross Functional Relationships: Establishes and maintains effective relationships with management, co-workers, subordinates and customers; successfully builds support for ideas without use of hierarchical power; demonstrates personal integrity. Manages feelings constructively rather than allowing them to dominate and undermine performance; exercises tact and diplomacy; good self-awareness; accepts constructive criticism and feedback and uses suggestions to best advantage; considers the human side of problems as well as the technical side. Works well in a team effort; shows willingness to take on new approaches and additional responsibilities. Communication Skills: Articulates ideas in a clear, concise and persuasive manner; professional podium skills; displays appropriate assertiveness when advocating point of view; actively listens to others; encourages and listens to input before taking action; provides relevant and timely information to management, co-workers, subordinates and customers; prepares concise, easily read and understood reports and recommendations; selects most appropriate means of communication. Provides meeting leadership, management and facilitation. Decision Making: Uses good judgment to make effective decisions within appropriate timeframes. Knows when to consider the big picture and when to reduce issues to component parts; evaluates alternatives and solutions thoughtfully, objectively and quickly before making decisions; makes tough and even unpopular decisions when necessary. Trustworthy; stands up for convictions and values. Execution/Results/Process Improvement: Anticipates understands the totality of a business initiative and sees clearly what needs to be done and how to achieve it; consistently delivers on commitments. Demonstrates flexibility of thinking. Anticipates, understands and addresses changing needs. Creates new approaches that are turned into realistic plans and results. Deals well with ambiguity. Searches out challenging opportunities to change, grow, innovate and improve systems and processes. Instills commitment to environmental and safety awareness in daily work activities. Customer Satisfaction: Clearly defines internal and external customer and supplier expectations, needs and wants. Responds to customers' needs in a timely and courteous manner; takes initiative to properly identify and resolve customer concerns; seeks customer feedback; takes customers' interests into account when making decisions.


  • Four year undergraduate degree or equivalent


Equal Employment Opportunity Employer

Allergan is 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, protected veteran status, disability, or any other protected status.