Director of National Accounts - Neuroscience

About the role

This role covers Arizona, New Mexico, West Texas (Austin, Houston, and San Antonio), and Colorado, and supports key therapeutic areas including chronic migraine, urology, and spasticity and movement disorders.

Responsibilities

• Strategic Account Management
• Possess market knowledge, data analytics, and DNA account criteria to prospect potential accounts.
• 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.

Requirements

• 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.

Qualifications

• 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.

Benefits

Compensation range: $153,500 - $276,500 USD
Where We Work: Role is not performed at a site or office and requires limited or no travel to a site or office.