Director, National Accounts -Allergan Aesthetics

AbbVie•Irvine, CA

3h•$141,500 - $268,500

About The Position

The Director, National Accounts (DNA) strategically manages the organization’s largest and most influential Group Purchasing Organizations (GPOs) and national accounts. The role brings a national, enterprise-wide perspective to customer strategy, contract management, and commercial growth, connecting long-term business strategy with the realities of the national healthcare marketplace. It relies on influence, expertise, and accountability to mobilize internal and external stakeholders around complex national priorities. The Director develops multi-year account strategies; leads high-value contract negotiations and complex national RFPs; and translates customer, market, and competitive insights into recommendations for commercial strategy. The role partners across Sales, Corporate Healthcare, Marketing, Finance, Legal, Contracting, Operations, Medical/Clinical, and other functions to align national account objectives and coordinate execution. It also supports Directors of Corporate Accounts and field sales teams in applying national and GPO strategies to enterprise account planning and field execution. The role builds trusted relationships with GPO executives and senior customer stakeholders, maintains a current understanding of healthcare market dynamics, and develops executive-level presentations, proposals, and business cases. The position requires 50–75% travel. The posted annual base salary range is $141,500–$268,500. Eligible employees receive paid time off, medical, dental, and vision insurance, and a 401(k); the role is also eligible to participate in long-term incentive programs.

Requirements

Bachelor’s degree in business, marketing, or a medical-related major.
5–10 years of experience in Corporate Healthcare covering IDNs or GPOs.
At least 5 years of medical device experience.
At least 3 years of medical sales management and GPO/IDN contracting experience in healthcare or related experience.
At least 3 years of hospital physician-preference medical device sales experience with GPO/IDN responsibility.
At least 10 years of sales experience.
Experience negotiating custom contracts and selling value, with a demonstrated track record of sales and contracting success in large accounts.
Experience with national account strategic plans, business strategy, key drivers for effective training programs, and healthcare industry sales.
Experience using Microsoft Word, Excel, PowerPoint, and Outlook.
Demonstrated management, coaching, interpersonal, presentation, and communication skills.
Ability to understand and communicate economic and clinical information and to develop and maintain senior account relationships.
Ability to work cross-functionally to achieve business goals, set goals and strategic objectives, and balance short-term goals with a strategic vision.
Ability to travel 50–75%.
Ability to maintain confidentiality and exercise discretion in business relationships.
Capabilities include national strategic perspective, long-term planning, contracting and negotiation expertise, enterprise business acumen, influence without authority, executive communication, RFP leadership, relationship leadership, analytical and commercial thinking, sound judgment, healthcare expertise, and executional discipline.

Responsibilities

Develop and execute comprehensive, multi-year strategies for the company’s largest and most strategically important GPO and national accounts.
Monitor customer needs, healthcare market dynamics, competitive activity, contracting trends, and emerging opportunities; translate insights into recommendations for long-term commercial strategy.
Identify risks and opportunities early and advise senior leadership on the implications of national account and GPO relationships.
Lead complex, high-value contract negotiations with GPOs and national customers, balancing customer needs, competitive dynamics, financial objectives, and long-term business priorities.
Partner with Legal, Finance, Sales, Contracting, and other functions to evaluate contractual opportunities and risks and recommend sustainable commercial decisions.
Lead complex national RFPs from strategy through submission and negotiation, coordinating stakeholders and developing differentiated, accurate, and timely responses.
Prepare executive-level presentations, proposals, and business cases that communicate value and support strategic decisions.
Engage GPO account executives and other stakeholders to identify opportunities, strengthen relationships, and advance the business.
Mobilize cross-functional stakeholders without relying on direct reporting relationships; establish roles, responsibilities, timelines, and decision points for complex initiatives.
Escalate issues when appropriate, provide solutions and recommendations, and ensure national account strategies are translated into coordinated execution.
Serve as a strategic partner to Directors of Corporate Accounts, supporting account strategies affected by GPO agreements, national relationships, or contracting decisions.
Provide guidance to the Strategic Account Management process and help incorporate national account strategy into enterprise account planning.
Partner with field sales to translate national account agreements and strategies into effective execution, and explain their implications to field teams.
Develop trusted relationships with GPO account executives and senior customer stakeholders; understand their business models, priorities, economic pressures, and evolving needs.
Maintain customer engagement, including face-to-face interactions when they advance the relationship or business strategy.
Maintain knowledge of GPO dynamics, IDNs, hospital economics, reimbursement pressures, competitive trends, purchasing models, and changes in the healthcare landscape.
Monitor industry developments and assess their implications for customer behavior, GPO strategy, and the company’s commercial opportunities.