Director, National Strategic Account Management

About AbbVie

AbbVie's mission is to discover and deliver innovative medicines and solutions that solve serious health issues today and address the medical challenges of tomorrow. We strive to have a remarkable impact on people's lives across several key therapeutic areas including immunology, oncology and neuroscience - and products and services in our Allergan Aesthetics portfolio. For more information about AbbVie, please visit us at www.abbvie.com. Follow @abbvie on LinkedIn, Facebook, Instagram, X and YouTube.

The National Director of Strategic Account Management provides enterprise level leadership for AbbVie’s Strategic Account Management (SAM) organization. This role is accountable for portfolio level strategy, governance, and performance across AbbVie’s most critical enterprise and strategic accounts.

Enterprise & Portfolio Responsibilities

• Own the enterprise level strategy and prioritization for AbbVie’s portfolio of strategic and enterprise key accounts.
• Define and oversee the Strategic Account Management (SAM) operating model, ensuring consistent KAM execution across accounts and teams.
• Establish portfolio level objectives, success measures, and performance expectations for strategic and enterprise accounts.
• Serve as the senior commercial point of accountability for enterprise customer strategy, ensuring alignment across brands, franchises, and functions.
• Drive cross portfolio insight synthesis, identifying trends, risks, and opportunities across enterprise accounts to inform enterprise and brand strategy.
• Partner with senior commercial, brand, and functional leaders to align enterprise account priorities with AbbVie’s broader commercial strategy.

 

People Leadership

• Lead, coach, and develop the Strategic Account Manager (SAM) leadership team
• Set clear expectations for how SAMs lead and manage KAM, including account planning rigor, stakeholder orchestration, and value delivery.
• Ensure SAMs effectively lead and direct KAM and extended account teams
• Provide guidance, escalation support, and strategic direction to SAMs on complex, enterprise level customer challenges.
• Own talent strategy for the SAM organization, including capability development, succession planning, and readiness for enterprise level engagement.

 

KAM Enablement

• Define and maintain KAM standards, frameworks, and governance, ensuring consistency across SAM led accounts.

• Enable high quality KAM execution by setting expectations for:• Account planning quality and discipline
• Stakeholder strategy and orchestration
• Insight capture and application
• Cross functional coordination

• Review and challenge account strategies at a portfolio level, without direct ownership of individual account plans.

Required Qualifications

• Bachelor’s degree required; advanced degree (MBA or equivalent) preferred.
• Significant experience in commercial leadership roles within the pharmaceutical, biotech, or healthcare industry.
• Demonstrated experience leading Key Account Management (KAM), or enterprise account teams, with accountability for portfolio level outcomes.
• Proven ability to operate at an enterprise and portfolio level, setting strategy and direction across multiple strategic or enterprise accounts rather than owning individual accounts.
• Strong track record of people leadership, including coaching, performance management, capability development, and succession planning for senior commercial roles.
• Deep understanding of enterprise customers, complex healthcare systems, and multi‑stakeholder decision environments.
• Experience establishing and scaling KAM frameworks, governance, and operating models across teams or geographies.
• Demonstrated ability to influence and align senior stakeholders across Sales, Marketing, Market Access, Medical, and other cross functional partners.
• Strong strategic thinking, business acumen, and ability to translate enterprise strategy into clear expectations and priorities
• Proven capability to synthesize insights across accounts to inform enterprise level strategy and decision making.
• Excellent communication, leadership presence, and executive level storytelling skills.

 

Preferred Qualifications

• Experience leading portfolio level enterprise or national account strategies in complex, matrixed organizations.
• Prior responsibility defining or evolving role clarity, capability models, or performance metrics.
• Experience partnering with senior leadership on account segmentation, coverage models, and resource allocation decisions.
• Demonstrated success driving organizational change related to account management maturity, operating model evolution, or ways of working.
• Familiarity with value based engagement models and enterprise customer solutions across clinical, access, and organizational dimensions.

Applicable only to applicants applying to a position in any location with pay disclosure requirements under state or local law: ​

• The compensation range described below is the range of possible base pay compensation that the Company believes in good faith it will pay for this role at the time of this posting based on the job grade for this position. Individual compensation paid within this range will depend on many factors including geographic location, and we may ultimately pay more or less than the posted range. This range may be modified in the future. ​

• We offer a comprehensive package of benefits including paid time off (vacation, holidays, sick), medical/dental/vision insurance and 401(k) to eligible employees.​

• This job is eligible to participate in our short-term incentive programs. ​

Note: No amount of pay is considered to be wages or compensation until such amount is earned, vested, and determinable. The amount and availability of any bonus, commission, incentive, benefits, or any other form of compensation and benefits that are allocable to a particular employee remains in the Company's sole and absolute discretion unless and until paid and may be modified at the Company’s sole and absolute discretion, consistent with applicable law. 

AbbVie is an equal opportunity employer and is committed to operating with integrity, driving innovation, transforming lives and serving our community.  Equal Opportunity Employer/Veterans/Disabled. 

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