Director, National Accounts -Allergan Aesthetics

Company Description

At Allergan Aesthetics, an AbbVie company, we develop, manufacture, and market a portfolio of leading aesthetics brands and products. Our aesthetics portfolio includes facial injectables, body contouring, plastics, skin care, and more. Our goal is to consistently provide our customers with innovation, education, exceptional service, and a commitment to excellence, all with a personal touch. For more information, visit https://global.allerganaesthetics.com/. Follow Allergan Aesthetics on LinkedIn.

Job Description

Role Purpose

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.

Key Responsibilities

National Account & GPO Strategy

• 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.

Complex Contract Negotiation & Commercial Strategy

• 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.

RFP Leadership & Business Development

• 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.

Enterprise & Cross-Functional Leadership

• 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.

Partnership with Corporate Healthcare & Field Sales

• 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.

Customer & Relationship Leadership

• 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.

Market & Healthcare Expertise

• 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.

Core Capabilities

The successful Director, National Accounts demonstrates:

• National strategic perspective: understands how individual GPOs and national accounts fit into the broader healthcare ecosystem and company strategy.

• Long-term strategic planning: develops multi-year strategies while balancing immediate business needs with long-term objectives.

• Contracting & negotiation expertise: confidently navigates complex agreements, terms and conditions, commercial structures and negotiations.

• Enterprise business acumen: understands the financial, operational and strategic implications of national account decisions.

• Influence without authority: creates alignment, drives accountability and moves complex initiatives forward without relying on direct reporting relationships.

• Executive communication & presentation: communicates complex information clearly and persuasively to senior internal and external audiences.

• RFP leadership: can develop strategy, coordinate stakeholders and lead high-quality responses to complex national RFPs.

• Relationship leadership: builds credibility and trusted partnerships with GPO executives, internal leaders and field organizations.

• Analytical & commercial thinking: connects customer data, market trends, contract economics and business performance to develop sound recommendations.

• Judgment & decision-making: knows when to challenge, when to collaborate and when to escalate.

• Healthcare expertise: understands the structure, economics and evolving dynamics of the healthcare market.

• Executional discipline: translates strategy into clear actions, ownership, timelines and measurable outcomes.

Qualifications

Qualifications

• Years of experience: 5-10 in Corporate Healthcare covering IDN or GPO's

• Bachelor's required in business, marketing or medical related major

• 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 "

Additional Information

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 this posting based on the job grade for this position. Individual compensation paid within this range will depend on many factors including geographic location, and we may ultimately pay more or less than the posted range. This range may be modified in the future.

• We offer a comprehensive package of benefits including paid time off (vacation, holidays, sick), medical/dental/vision insurance and 401(k) to eligible employees.

• This job is eligible to participate in our long-term incentive programs.

Note: No amount of pay is considered to be wages or compensation until such amount is earned, vested, and determinable. The amount and availability of any bonus, commission, incentive, benefits, or any other form of compensation and benefits that are allocable to a particular employee remains in the Company's sole and absolute discretion unless and until paid and may be modified at the Company's sole and absolute discretion, consistent with applicable law.

AbbVie is an equal opportunity employer and is committed to operating with integrity, driving innovation, transforming lives and serving our community. Equal Opportunity Employer/Veterans/Disabled.

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