Director, National Accounts

AbbVie

. Develop and execute comprehensive, multi-year strategies for major GPO and national accounts .

Posted 10/14/2026full-timeRemote • California • United StatesLead💰 $141,500 - $268,500 per yearWebsite

Core Competencies

Role fit

Core Competencies

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Demonstrates expertise in developing and executing national account strategies, managing complex contract negotiations, and building trusted relationships with GPOs and senior stakeholders. Proficient in translating market insights into actionable business strategies while effectively collaborating across functions to achieve organizational goals.

Highest-signal resume keywords

National Account Strategy DevelopmentContract NegotiationHealthcare Market AnalysisSales ManagementInterpersonal Skills

ATS Keywords

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Applicant Tracking System Keywords

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Hard Skills

Contracting ExperienceMedical Device SalesBusiness StrategySales Success Track RecordNational Account Strategic Plans

Soft Skills

Presentation SkillsCommunication SkillsCoaching SkillsRelationship BuildingGoal Setting

Tools & Technologies

Microsoft OfficeWordExcelPowerPointOutlook

Industry Keywords

GPOIDNHealthcare SalesHospital EconomicsReimbursement Trends

About the role

Key responsibilities & impact

Develop and execute comprehensive, multi-year strategies for major GPO and national accounts
Manage customer needs, market dynamics, competitive activity, contracting trends, and emerging opportunities
Translate national account insights into recommendations for long-term commercial strategy
Lead complex, high-value contract negotiations with GPOs and national customers
Partner with Legal, Finance, Sales, Contracting, and other functions to evaluate contractual opportunities and risks
Lead coordination and execution of complex national RFPs from strategy through submission and negotiation
Develop executive-level presentations, proposals, and business cases
Engage GPO account executives and senior stakeholders to identify opportunities and strengthen relationships
Align cross-functional stakeholders around national account objectives
Support Directors of Corporate Accounts with GPO dynamics, national contracting, and enterprise implications
Help incorporate national account strategy into Strategic Account Management and enterprise account planning
Translate national account agreements and strategies into effective field execution
Develop trusted relationships with GPO account executives and senior customer stakeholders
Maintain customer engagement, including meaningful face-to-face interactions when beneficial
Monitor healthcare market, GPO, IDN, hospital economics, reimbursement, competitive, and purchasing-model trends
Advise senior leadership on national account and GPO relationship implications

Requirements

What you’ll need

5–10 years of experience in Corporate Healthcare covering IDN or GPOs
Bachelor’s degree required in business, marketing, or a medical-related major
At least 5 years of medical device experience
3 years of medical sales management and GPO/IDN contracting experience in healthcare or related experience
Experience 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, and Outlook
Experience with National Account Strategic Plans
Experience with business strategy and key drivers for effective training programs
Experience with healthcare 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 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
At least 3 years of experience in hospital physician preference medical device sales with GPO/IDN responsibility
At least 10 years of sales experience

Benefits

Comp & perks

Paid time off (vacation, holidays, sick)
Medical insurance
Dental insurance
Vision insurance
401(k)
Eligibility to participate in long-term incentive programs