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About Allergan Aesthetics

At Allergan Aesthetics, an AbbVie company, we develop, manufacture, and market a portfolio of leading aesthetics brands and products. Our aesthetics portfolio includes facial injectables, body contouring, plastics, skin care, and more. Our goal is to consistently provide our customers with innovation, education, exceptional service, and a commitment to excellence, all with a personal touch. For more information, visit www.AllerganAesthetics.com.

Director, National Accounts - Corporate Healthcare

Req ID 2119512 Category Sales Division Allergan Aesthetics

Job Summary:  Developing and communicating the National or Regional Account Strategic Plans for assigned national / regional group purchasing organizations (GPOs) as assigned by group leader.

Principal Responsibilities: (essential job duties and responsibilities):

  • Negotiating, developing, communicating and renewing profitable contracts with assigned GPOs.

  • Developing and implementation of comprehensive contract rollout plans to insure compliance

  • Providing strategic direction for the field sales organization, which leads to increased compliance, market share and profits

  • Communicating on GPO contracts, key target shareholder accounts, including periodic updates on status and direction

  • Administration of contract documents, membership lists, extensions, amendments, and any special communications as it relates to GPO contracts

  • Promoting availability as a resource on all aspects of GPO contract negotiation and implementation

  • Targeting and converting key targeted acute care hospitals, IDN, & shareholder opportunities

  • Working with assigned GPOs and shareholders to sell and implement value-added programs

  • Working with the Field Sales Team in order to facilitate contract implementation.

Skills and Experiences:

  • Develop relationships with national / regional GPOs and assigned Strategic Account Systems

  • Negotiate / sell deals and programs to assigned accounts

  • Develop and implement strategies / tactics for business retention and profitable growth within assigned National accounts and geography

  • Develop and present reports, business reviews, and analysis for the National Accounts / field sales team and customers and targets

  • Development of strategy and tactics to convert target accounts. Review opportunity plans of target accounts

  • Training and development of field sales representatives

  • Development and implementation of national/regional GPO and key shareholder/IDN system strategy and tactics

Qualifications:

Minimum Qualifications:

  • At least 3 years of sales management and additional GPO/IDN experience in health care
  • Experience with Microsoft Office applications including: Word, Excel, PowerPoint, & Outlook

Preferred Qualifications:

  •  Experience National Account Strategic Plans
  •  Experience with business strategy and key drivers for effective training programs
  • Experience with health care industry sales
  • Experience with negotiating Physician Preference Items (PPI) contracts
  • Demonstrated track record of sales success
  • 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 help set goals and strategic objectives, then balance 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 medical device sales with GPO/IDN responsibility
  • At least 10 years of sales experience

Education:

  • Bachelors Degree in Business or related field
Significant Work Activities: Continuous sitting for prolonged periods (more than 2 consecutive hours in an 8 hour day)
Travel: Yes, 50 % of the Time
Job Type: Experienced
Schedule: Full-time
ABBVIE

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