Director, National Accounts

AbbVie•Irvine, CA

4h•$141,500 - $268,500•Remote

About The Position

The Director, National Accounts (DNA) is responsible for strategically managing the organization’s largest and most influential Group Purchasing Organizations (GPOs) and national accounts. This role brings a national, enterprise-wide perspective to customer strategy, contract management and commercial growth. The DNA serves as a critical bridge between the company’s long-term business strategy and the realities of the national healthcare marketplace. Through sophisticated account management, contract negotiations, market intelligence and cross-functional leadership, the DNA helps shape how the organization competes, grows and positions itself for the future. This role leads through influence, expertise and accountability rather than direct authority, mobilizing internal and external stakeholders around complex national priorities.

Requirements

Bachelors Degree in Business or related field
At least 5 years of medical device experience
3 years of medical sales management and GPO/IDN contracting experience in health care or related experience
Experience with negotiating custom contracts and selling value.
Demonstrated track record of sales/contracting success in large accounts.
Experience with Microsoft Office applications including: Word, Excel, PowerPoint, & Outlook
Experience National Account Strategic Plans.
Experience with business strategy and key drivers for effective training programs.
Experience with health care industry sales
Demonstrated management, coaching and interpersonal skills.
Demonstrated presentation and communication skills.
Ability to understand and communicate economic and clinical information.
Ability to develop and maintain senior account relationships
Ability to work cross-functionally to achieve business goals.
Ability to help set goals and strategic objectives, then balance short-term goals with a strategic vision
Ability to travel 50-75%.
Ability to maintain confidentiality and exercise discretion in business relationships
At least 3 years’ experience in hospital physician preference medical device sales with GPO/IDN responsibility.
At least 10 years of sales experience

Responsibilities

Develop and execute comprehensive, multi-year strategies for the company’s largest and most strategically important GPO and national accounts.
Maintain a national perspective on customer needs, market dynamics, competitive activity, contracting trends and emerging opportunities.
Understand the broader implications of GPO decisions across the organization, including impact on customers, field sales, pricing, contracts, market access and long-term growth.
Translate national account insights into actionable recommendations that influence the company’s long-term commercial strategy.
Identify emerging risks and opportunities early and proactively develop strategies to address them.
Serve as a strategic thought partner to senior leadership on the implications of national account and GPO relationships.
Lead complex, high-value contract negotiations with GPOs and national customers.
Develop negotiation strategies that balance customer requirements, competitive dynamics, financial objectives and long-term business priorities.
Demonstrate a sophisticated understanding of contract terms and conditions, including pricing structures, commitments, obligations, performance requirements, compliance considerations and commercial risk.
Partner with Legal, Finance, Sales, Contracting and other internal functions to evaluate contractual opportunities and risks.
Develop and communicate recommendations that support sound, sustainable commercial decisions.
Understand how individual contract decisions may affect broader customer relationships and the company’s overall market position.
Lead the coordination and execution of complex national RFPs from strategy through submission and negotiation.
Develop compelling, differentiated responses that reflect the customer’s business priorities and the company’s strategic objectives.
Coordinate cross-functional stakeholders to ensure accurate, timely and cohesive RFP responses.
Develop executive-level presentations, proposals and business cases that clearly communicate value and support strategic decisions.
Engage directly with GPO account executives and other key stakeholders to identify opportunities, strengthen relationships and advance the business.
Lead through influence and accountability without relying on direct reporting relationships.
Bring together stakeholders across Sales, Corporate Healthcare, Marketing, Finance, Legal, Contracting, Operations, Medical/Clinical and other functions to align around national account objectives.
Establish clear roles, responsibilities, timelines and decision points for complex initiatives.
Challenge assumptions, provide informed recommendations and respectfully push back when necessary.
Recognize when issues require escalation and bring forward solutions and a clear recommended path forward.
Ensure national account strategies are translated into coordinated execution across the organization.
Serve as a strategic partner to Directors of Corporate Accounts (DCAs), providing expertise and perspective on GPO dynamics, national contracting and enterprise implications.
Assist DCAs in developing account strategies, particularly where GPO agreements, national relationships or contracting decisions influence the broader account.
Provide guidance and insight to the Strategic Account Management (SAM) process and help ensure national account strategy is incorporated into broader enterprise account planning.
Partner with the field sales organization to translate national account agreements and strategies into effective field execution.
Provide guidance to field sales teams when an account is not directly managed by Corporate Healthcare but is impacted by a national or GPO relationship.
Help the field understand the strategic implications of national agreements, customer requirements and contracting decisions.
Develop trusted relationships with GPO account executives and other senior customer stakeholders.
Understand the customer’s business model, strategic priorities, economic pressures and evolving needs.
Engage customers as a strategic business partner rather than solely as a supplier or contract counterparty.
Identify opportunities to expand relationships beyond the immediate contract or transaction.
Maintain regular customer engagement, including meaningful face-to-face interactions where they will advance the relationship or business strategy.
Maintain a strong and current understanding of the healthcare market, including GPO dynamics, IDNs, hospital economics, reimbursement pressures, competitive trends and evolving purchasing models.
Understand how changes in the healthcare landscape may affect GPO strategy, customer behavior and the company’s commercial opportunities.
Monitor industry trends and translate external developments into implications for the business.
Maintain a strong understanding of the competitive environment and how the company is positioned within the market.