Director of National Accounts - Neuroscience

Job description

About AbbVie AbbVie's mission is to discover and deliver innovative medicines and solutions that solve serious health issues today and address the medical challenges of tomorrow. We strive to have a remarkable impact on people's lives across several key therapeutic areas including immunology, oncology and neuroscience - and products and services in our Allergan Aesthetics portfolio. For more information about AbbVie, please visit us at www.abbvie.com. Follow @abbvie on LinkedIn, Facebook, Instagram, X and YouTube. This role covers Illinois, Indiana, Michigan, and Wisconsin, and supports key therapeutic areas including chronic migraine, urology, and spasticity and movement disorders. The Director of National Accounts is responsible for leading the strategic management of contract agreements with key national accounts to ensure compliant access, strong customer partnerships, and execution against annual business objectives. This role requires deep commercial acumen, healthcare stakeholder influence, financial and analytical rigor, and the ability to lead complex negotiations and cross-functional execution in support of therapeutic growth. Key Responsibilities: 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 (TPR) 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 (QBRs) 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 goal 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 a personal auto or company car or truck, or a powered piece of material handling equipment Bachelor’s degree 7 – 8 years of combined experience in Sales, Sales Management, Account Management including Managed Care experience. An essential requirement of your position is to satisfy all applicable health care industry representative (HCIR) credentialing requirements to gain and maintain entry into facilities and organizations that are in your assigned territory. You must also be in good standing and/or eligible to obtain these credentials. Valid driver’s license: Ability to pass a pre-employment drug screening test and meet safe driving requirements. Driving a personal auto or company car or truck, or a powered piece of material handling equipment These 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 state or cities. Please remember that you are solely responsible for ensuring that you satisfy all HCIR credentialing requirements and for any associated liability for failing to do so. AbbVie has resources to answer questions you may have regarding your responsibilities. Preferred Qualifications: Strong account management and strategic customer engagement experience. Demonstrated ability to manage complex contract arrangements, negotiations, and pricing considerations. Proven experience influencing healthcare stakeholders across clinical, administrative, and financial functions. Deep knowledge of buy-and-bill models and account management strategies. Strong financial, commercial, and analytical acumen. Experience collaborating cross-functionally to solve customer issues and execute strategy. Recommended 2 years’ experience leading sales teams or influencing team-based commercial execution. Excellent communication skills with executive presence and the ability to tailor messaging to different audiences. High level of resilience, accountability, creativity, and big-picture thinking. Strong commitment to ethical business practices and compliance. Success in this role will be measured by: Contract compliance and timely renewals Rebate participation Growth and expansion of high-potential accounts Quality and frequency of field engagement Effective cross-functional collaboration Completion and impact of special projects Full compliance with AbbVie policies and applicable regulations Applicable only to applicants applying to a position in any location with pay disclosure requirements under state or local law: ​ The compensation range described below is the range of possible base pay compensation that the Company believes in good faith it will pay for this role at the time of thisposting based on the job grade for this position. Individual compensation paid within this range will depend on many facto