Director of National Accounts

Job title: Director of National Accounts

About the Role This role leads the strategic management of contract agreements with key national accounts to ensure compliant access and drive therapeutic growth across the defined regions (Arizona, New Mexico, West Texas, and Colorado). It requires deep commercial acumen, healthcare stakeholder influence, and the ability to lead complex negotiations and cross-functional execution in support of growth across AbbVie's therapeutic areas.

What You'll Do

• Strategic Account Management: Prospect potential DNA accounts using market knowledge, data analytics, and DNA account criteria, with emphasis on accelerated growth opportunities and rebate participation. Develop and execute annual strategic business plans for DNA accounts. Initiate contract renewals at least one month prior to expiration.
• Commercial Negotiation and Contract Administration: Lead critical conversations related to purchase contracts, pricing, rebates, and terms with healthcare decision makers. Oversee contract agreements, including discounts and rebates, to ensure customers maintain access to product for their patients. Manage agreements within company-approved pricing guidelines and ensure contracts are signed within required terms. Maintain confidential, compliant administration of all contract agreements. Support regional efforts to secure participation in temporary price reduction opportunities, when applicable. Ensure rebate participation for DNA rebate accounts throughout the year.
• Healthcare Stakeholder Influence: Build credibility and trusted relationships with key healthcare decision makers. Conduct quarterly business reviews with DNA accounts. Demonstrate executive presence in meetings, negotiations, and cross-functional discussions.
• Buy-and-Bill and Therapeutic Line Expertise: Bring deep experience in broad account management, access, and growth strategies. Apply strong understanding of market dynamics, reimbursement considerations, and customer purchasing behavior to support account strategy. Use account knowledge to identify barriers to access and create solutions that support customer and patient needs.
• Financial and Analytical Acumen: Use data, market insights, and account dynamics to uncover whitespace and guide decisions. Monitor account performance, purchase trends, and opportunity areas to inform strategic action. Leverage analytical thinking to support pricing, rebate, and contract strategy.
• Cross-Functional Collaboration: Partner effectively with internal functions to solve customer issues and execute account strategy. Proactively meet with marketing and sales leadership to discuss key and potential key account logistics. Ensure stakeholders are aligned and appropriate resources are available to support customers and patients. Collaborate closely with the DNA team to share expertise, identify opportunities, and strengthen team performance. Understand market trends and competitive dynamics to help the organization remain viable and competitive. Coordinate priorities across multiple stakeholders and functions.
• Resilience, Accountability, and Strategic Thinking: Stay disciplined through long sales cycles, rejection, and complex deal environments. Demonstrate resilience, persistence, and accountability in achieving account and business goals. Apply creative and big-picture thinking to identify opportunities, anticipate challenges, and shape long-term account strategy.
• Field Time: Maintain the annual field day goal. Use field time to strengthen relationships with DNA account customers, both internal and external. Focus field activity on healthcare decision maker engagement and support.
• Special Project Participation: Lead and participate in special projects and workstreams throughout the year as assigned. Contribute to the therapeutic area, DNA effectiveness, continuous improvement efforts, and broader AbbVie priorities.
• Compliance: Operate in full compliance with all applicable laws, rules, regulations, guidance documents, and company policies and procedures. Consult AbbVie Compliance and Legal when faced with unfamiliar situations or unique questions. Route any non-logistical customer correspondence for approval before sending. Maintain 100% adherence to AbbVie policies, including the Code of Conduct and Healthcare Law Compliance.
• Driving: Driving a personal auto or company car or truck, or a powered piece of material handling equipment, as required to visit DNA accounts.

What We're Looking For

• Bachelor's degree.
• 7 – 8 years of combined experience in Sales, Sales Management, Account Management including Managed Care experience.
• An essential requirement to satisfy HCIR credentialing requirements to gain and maintain entry into facilities and organizations in the assigned territory. You must also be in good standing and/or eligible to obtain these credentials.
• HCIR credentialing requirements may include, but are not limited to, background checks, drug screens, proof of immunization/vaccination for various diseases, fingerprinting, and specific licenses required by individual states or cities. You are solely responsible for ensuring that you satisfy all HCIR credentialing requirements.

Nice to Have

Compliance & Ethics

• Ability to operate in compliance with all applicable laws and AbbVie policies.