Director, National Accounts - Eye Care

Role Summary

Director, National Accounts - Eye Care leads a team of Key Account Executives to drive engagement, growth, and partnership with physician groups, alliances, and ASCs. The role represents AbbVie Eye Care to national accounts, prioritizing relationships with key decision makers and serving as a trusted advisor to executives and key opinion leaders. It requires cross-functional collaboration to ensure strategic alignment, compliance, and operational excellence across all Eye Care products to unlock business opportunities.

Responsibilities

• Drive cross-functional account planning, aligning resources, setting KPIs, and delivering results across Marketing, Reimbursement, Sales, Field Leadership, and Training.
• Serve as the principal executive liaison to National Account C-suites, representing AbbVie Eye Care as a trusted advisor and single point of leadership engagement.
• Lead strategic collaboration across Market Access, APEX, Compliance, Legal, and other internal partners to shape and deliver tailored account strategies addressing provider, patient, and business needs.
• Develop and execute a comprehensive GPO strategy for retina portfolios to protect ASP, ensure provider pull-through, and deliver targeted support at the account level for strategic alignment.
• Guide field leader collaboration across multiple therapeutic areas, promoting best practices and coordinated approaches for effective customer engagement.
• Act as a thought leader on launch strategies for novel retina therapeutics, providing input on market readiness, distribution strategy, and customer impact planning.
• Collaborate with USMax and brand teams to design and implement integrated distribution and customer impact strategies that optimize access, product uptake, and customer satisfaction while maintaining compliance.
• Champion account education and co-promotion programs, leveraging internal and external resources for market impact and growth.
• Ensure regular alignment with regulatory requirements and mitigate risk through partnership with Compliance and Legal.
• Lead teams in strategy development and execution with accounts, maximizing key interfaces (MSL, RBA, Sales, Marketing, Legal & Compliance) to address needs and ensure reimbursement.

Qualifications

• Bachelor‚Äôs degree in business or equivalent experience; emphasis in management, sales or marketing preferred
• Eye care physician specialty experience preferred
• Understanding of buy-and-bill products in private practice or hospital outpatient settings, with a track record of account management
• Understanding of Physician Groups and ASC settings, including roles of CEO, COO, and Clinical Advisors
• Comprehensive understanding of AbbVie resources relevant to national accounts
• People leadership experience preferred
• Account/Reimbursement experience preferred
• Comprehensive knowledge of health system customers

Essential Skills

• Strong verbal and written communication; ability to present technical and analytical information clearly to multiple management levels
• Interpersonal skills to work with internal teams, marketing, field sales, and external customers
• Ability to work independently and in a matrix organization
• Consulting skills; knowledge of field sales dynamics and selling models
• Understanding of healthcare regulations and compliance
• Proficiency with sales force automation and strong organizational and project management skills
• Financial and budget management skills; strong contract/negotiation abilities
• Knowledge of customers and competitive markets; flexibility in a changing environment
• Analytical and problem-solving skills; negotiation skills
• Proficiency with Word, Excel, PowerPoint, and related tools
• Ability to deal with ambiguity and complexity; relationship-building skills
• Ability to work with all levels within the organization; travel up to ~50% overnight per month
• Valid driver‚Äôs license; ability to lift 35 pounds