Director of National Accounts

Job title: Director of National Accounts

About the Role The Director of National Accounts leads the strategic management of contract agreements with key national accounts to ensure compliant access, strong partnerships, and execution against annual business objectives across IL, IN, MI, and WI. The role requires deep commercial acumen, healthcare stakeholder influence, financial and analytical rigor, and the ability to lead complex negotiations and cross-functional execution to drive therapeutic growth.

What You'll Do

• Strategic Account Management: Prospect potential DNA accounts; develop and execute annual strategic business plans; initiate contract renewals at least one month prior to expiration.
• Commercial Negotiation and Contract Administration: Lead conversations on contracts, pricing, rebates, and terms; oversee discounts and rebates; ensure pricing within approved guidelines and contracts signed within required terms; maintain confidential administration of all contract agreements.
• Healthcare Stakeholder Influence: Build credibility and trusted relationships; conduct quarterly business reviews with DNA accounts; demonstrate executive presence in meetings and cross-functional discussions.
• Buy-and-Bill and Therapeutic Line Expertise: Bring deep experience in broad account management, access, and growth strategies; apply understanding of market dynamics and reimbursement considerations to support account strategy; identify barriers to access and create solutions for customers and patients.
• Financial and Analytical Acumen: Use data and market insights to uncover whitespace and guide decisions; monitor account performance and purchase trends; support pricing and rebate strategy.
• Cross-Functional Collaboration: Partner with internal functions to solve customer issues; coordinate with marketing and sales leadership; align resources; collaborate with the DNA team and stay aware of market trends.
• Resilience, Accountability, and Strategic Thinking: Stay disciplined through long sales cycles; demonstrate resilience and accountability; apply creative, big-picture thinking to identify opportunities and long-term strategy.
• Field Time: Maintain field work to strengthen relationships with DNA account customers; focus on healthcare decision-maker engagement.
• Special Project Participation: Lead or participate in special projects and workstreams; contribute to therapeutic area and AbbVie priorities.
• Compliance: Operate in full compliance with all laws, regulations, and company policies; consult Compliance/Legal; route non-logistical correspondence for approval; maintain 100% adherence to AbbVie policies.

What We're Looking For

• Bachelor’s degree.
• 7 – 8 years of combined experience in Sales, Sales Management, Account Management including Managed Care.
• Essential HCIR credentialing requirements to gain and maintain entry into facilities and organizations in the assigned territory; must be in good standing and/or eligible to obtain credentials.
• Valid driver’s license with ability to pass a pre-employment drug screen and meet safe driving requirements; ability to drive a personal auto, company car, or powered equipment.