The Executive Director, Corporate Healthcare, Plastics & Regenerative Medicine (PRM) leads one of the Allergan field based National Account Teams that is responsible for the strategic account management and contracting efforts for the top PRM accounts as designated by the AVP, Corporate Healthcare. Primary responsibilities include leading the coordination and alignment of approved business plans to meet corporate objectives in targeted National Accounts including Group Purchasing Organizations (GPO), Federal government, and major GPO shareholders. The Executive Director, Corporate Healthcare must work with the team of National Account Directors to develop national and region-based GPO account business plans, coordination with HSR and ASR internal and external sales management, training and marketing, and implement account development plans. Responsible for creating specialized training material for National Accounts team and execute initiatives with the involvement of all Area Directors, Regional Managers and sales reps

Key Duties and Responsibilities:

Responsible for the achievement of the PRM portfolio forecast dollar and unit sales objectives, and division success factors as established by management through alignment with U.S. Sales & Marketing Plans. This is accomplished through use of effective planning, execution, and implementation of strategic contracting efforts for targeted accounts. Consistently attains or exceeds assigned sales, profitability, and market share while managing within expense guidelines. Provides appropriate strategic direction to direct reports, evaluates progress and monitors the success of the marketing plan to ensure proper execution.
Directs the daily operations of the Corporate Accounts team including the negotiation of contracts, execution of account business plans, the development and deployment of targeted resources and expansion of relationships between Allergan and emerging customers. Improves national and region sales performance and processes by identifying business needs and implementing plans to build or correct. Also participates in selected activities that help contribute to the improvement of Sales Operations, Contracting, Marketing, Training and Development, Communications, Customer Success results or processes.
Provides direct supervision, coaching and guidance to Corporate Accounts team. Indirectly mentors Area Directors & Region Managers in corporate account setting. Demonstrates leadership responsibilities in accordance with Allergan’s policies and state and federal laws. Leads and executes collaboration initiatives among Allergan Medical Sales Teams. Exhibits adaptable leadership style consistent with operating in a constantly changing environment.

Education and Experience

Bachelor’s Degree in related field required
Minimum five years of corporate, strategic, or national accounts experience or equivalent contracting/strategic account management experience
Minimum five years of successful medical device sales, sales management, or equivalent people leadership experience
Proven success at developing high level relationships and large account management.
Proven success with custom contracts negotiation and value selling.
Experience with hospital/IDN and GPO based contracting required.
Successful track record with National Account Strategic Planning development, and execution
Knowledge and experience of legal and regulatory requirement related to the med-device industries
Account Planning/strategy development experience and the ability to execute key strategies
Demonstrated management, coaching, and interpersonal skills
Ability to develop and maintain senior account relationships
Financial/budgetary experience

Essential Skills, Experience, And Competencies

Ability to effectively lead team to achieve consistent sales performance.
Ability to evaluate staff deployment as well as region and territory assignments
Ability to monitor field activity to ensure balanced workloads; exercise control over resources, budgets and expenses; oversee business operations including accounts receivable, etc.
Superior leadership qualities and business acumen
Ability to effectively coach and develop others using strong analytical, decision making and results orientation skills
Strong interpersonal and relationship building skills to effectively work with diverse customers and employees
Strong strategic thinking, critical thinking, and problem resolution skills
Excellent written and verbal communication skills. Must be able to communicate with many diverse customer audiences, therapeutic decision makers, and other influencers
Demonstrated presentation and communication skills to engage and meet the needs of various audiences including senior account relationships
Superior organization and project management skills
Strong business planning skills
Ability to travel, a minimum of 50% - 75%

At AbbVie, we value bringing together individuals from diverse backgrounds to develop new and innovative solutions for patients. As an equal opportunity and affirmative action employer, we do not discriminate on the basis of race, color, religion, national origin, age, sex (including pregnancy), physical or mental disability, medical condition, genetic information, gender identity or expression, sexual orientation, marital status, protected veteran status, or any other legally protected characteristic. If you would like to view a copy of the company’s affirmative action plan or policy statement, please email CorpJat_ABV@abbvie.com.

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Executive Director, Corporate Healthcare