Sales Director, Market Access National Accounts

Lake County, IL, US
Sep 15, 2019
Required Education
Bachelors Degree
Position Type
Full time
Lead and motivate Team of high performing National Account Directors with direct account management responsibility for contracting in key national accounts
Optimize contractual payer access for entire portfolio of AbbVie products across aligned National Account organizations (PBMs, HealthPlans, vertically aligned Specialty Pharmacies)

Major Responsibilities:

  • Lead Team of field based National Account Directors to drive KAM coordinated approach aligned with AbbVie policies and procedures within aligned National Accounts
  • Develop strategic KPIs to guide performance against company objectives and incorporate into motivating incentive compensation construct for direct reports
  • Support successful negotiation for access for all AbbVie products in alignment with brand plans and expectations
  • Establish relationships within key functions within accounts in coordination with Acct Director and including with key executive decision makers in target accounts
  • Facilitate AbbVie relationship across aligned accounts and develop more sophisticated account engagement opportunities
  • Work with GM to build strategic alignment across entirety of Market Access National Accounts
    Ensure strong coordination, communication and pullthrough of strategic, contracted access through regional Market Access account team to ensure swift access alignment of child accounts
  • Lead across Market Access Organization to enhance Culture Initiatives and effective ways of working
  • Provide coaching, feedback and development planning for National Account Director Team aligned to "The Ways We Work" and ELEVATE principles
  • Ensure real time insights are communicated effectively within AbbVie to key stakeholders in Market access and other Franchises

  • Superior business acumen and planning skills with minimum 10 years in pharmaceutical industry
  • Leadership experience in Market Access with specific experience contracting with PBMs, Healthplans, Specialty pharmacies, and Employer Plan Sponsors
  • Strong leadership presence with proven ability to influence without authority at all levels throughout the organization. Strong Visionary style of leadership preferred.
  • Strong working knowledge of Medicare (Part D, MAPD, Part B), Commercial, and Medicaid (Managed and FFS) channel segments.
  • Strategic mindset and high level of critical thinking and agility.
  • Skilled at creating positive culture and sustaining a high level of energy and motivation.
  • Strong interpersonal skills that enable quick establishment of trust and confidence.
  • Filters organizational clutter to ensure clear pathway for sales organizational engagement and clarity.
  • Skilled at managing conflict constructively, delivering feedback, acting courageously, and continuously raising the bar for performance.
  • 40% Travel Required