Director, National Accounts

AbbVie

. Strategically manage the organization’s largest and most influential Group Purchasing Organizations 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 managing Group Purchasing Organizations and national accounts, with a strong focus on strategic planning, contract negotiation, and relationship building. Proven ability to analyze market dynamics and translate insights into actionable business strategies.

Highest-signal resume keywords

Group Purchasing Organization ManagementContract NegotiationStrategic PlanningHealthcare Industry SalesCross-Functional Collaboration

ATS Keywords

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Applicant Tracking System Keywords

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Hard Skills

Contracting ExperienceSales ManagementBusiness Strategy DevelopmentMarket AnalysisPresentation Development

Soft Skills

Interpersonal SkillsCoaching SkillsCommunication SkillsRelationship BuildingInfluencing Skills

Tools & Technologies

Microsoft OfficeExcelPowerPointWordOutlook

Industry Keywords

Medical Device SalesNational AccountsHealthcare TrendsIDN DynamicsHospital Economics

About the role

Key responsibilities & impact

Strategically manage the organization’s largest and most influential Group Purchasing Organizations and national accounts
Develop and execute comprehensive, multi-year strategies for major GPO and national accounts
Analyze customer needs, market dynamics, competitive activity, contracting trends, and emerging opportunities
Translate national account insights into recommendations influencing long-term commercial strategy
Lead complex, high-value contract negotiations with GPOs and national customers
Develop negotiation strategies balancing customer requirements, competitive dynamics, financial objectives, and business priorities
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 key stakeholders to identify opportunities and strengthen relationships
Lead cross-functional initiatives through influence and accountability without direct reporting relationships
Align Sales, Corporate Healthcare, Marketing, Finance, Legal, Contracting, Operations, Medical/Clinical, and other stakeholders
Partner with Corporate Healthcare and field sales to translate national agreements and strategies into field execution
Develop trusted relationships with GPO executives and senior customer stakeholders
Maintain regular customer engagement, including face-to-face interactions when appropriate
Monitor healthcare industry trends, GPO dynamics, IDNs, hospital economics, reimbursement pressures, competitive trends, and purchasing models
Advise senior leadership on national account and GPO relationship implications

Requirements

What you’ll need

Bachelor's Degree in Business or related field
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 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 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 set goals and strategic objectives while balancing 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

Benefits

Comp & perks

Paid time off including vacation, holidays, and sick leave
Medical, dental, and vision insurance
401(k)
Eligibility to participate in long-term incentive programs