Director of National Accounts - Neuroscience

Company 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.

Job Description

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-te