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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

Req ID 2209941 Category Sales Division Allergan Aesthetics

Director, National Accounts – ASCs

Job Summary:  Responsible for supporting the and implementation of the national strategy and developing high-level relationships for assigned national chains /regional ambulatory surgery centers (ASC) as assigned by group leader. This exciting role on a diverse team will support the overall contract strategy for the ASC market including within large ASC chains and numerous strategic health systems. This will include business unit contracting, multi-business unit pricing agreements, and value-based programs specific to the ASC cites of care.

Principal Responsibilities: (essential job duties and responsibilities)

  • Support the implementation of the national strategy for the US ASC market
  • Accountable for the co-creation of ASC specific contract strategies and pricing across platforms/product lines.
  • Negotiating, developing, communicating and renewing profitable contracts, pricing and daily management of national and regional account ASC’s.
  • Developing and implementation of comprehensive contract rollout plans to insure contract compliance and performance goals are met in ASC cites of care.
  • Demonstrate a broad comprehension of customer needs, prioritize initiatives, market trends, industry challenges, major players (competitors and payors), relevant products and technologies.
  • Builds and maintains strong relationships with economic decision makers with ASC leaders at national health systems, to include Supply Chain, Value Analysis Committees and other key influencers who make system-wide ASC product decisions.
  • Administration of contract documents, membership lists, extensions, amendments, and any special communications as it relates to ASC contracts.
  • Effective communication on ASC contracts, key target shareholder accounts, GPO organizations, and custom agreements to include periodic updates on status and direction.
  • Support strategic direction to the field sales organization with contract implementation, leading to increased compliance, market share and profits.
  • Inform and collaborate with internal departments (e.g., Contracting & Offer Development, Marketing, Sales, Finance, etc.) to understand market dynamics and emerging trends to develop compelling programs, value propositions and messaging for the ASC market.
  • Evaluating and converting key targeted ASC accounts and shareholder opportunities.
  • Working with assigned ASCs and shareholders to develop promotions that drive volume to sell and implement value-added programs.

Skills and Experiences:

Develop relationships with national / regional ASCs and assigned Strategic Account Systems

• Negotiate / implement contracts and programs to assigned accounts

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

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

• 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 ASC chains, GPO and key shareholder/IDN system strategy and tactics.

Qualifications

Minimum Qualifications:

Basic Qualifications:

• At least 3 years of sales management and additional GPO/IDN/ASC or equivalent experience in health care.

  • At least 3 years of non-acute healthcare experience, specifically in the Ambulatory Surgery (ASC) site of care.
  • Experience developing and executing National Account Strategic Plans
  • Strong and effective customer relationships with key ASC chains and individual ASC sites

• Experience with Microsoft Office applications including: Word, Excel, PowerPoint, & Outlook

Preferred Qualifications:

* Solid understanding of the U.S. healthcare market, including industry trends, customer dynamics and legal and compliance requirements required

* Experience with business strategy and key drivers necessary 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/National ASC Chains responsibility

• At least  5 years of sales experience

Education:

Bachelors Degree in Business or related field

The information listed above is not a comprehensive list of all duties/responsibilities performed.

This job description is not an employment agreement or contract.  Management has the exclusive right to alter this job description at any time without notice.

Significant Work Activities: Continuous standing 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
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