Director, Enterprise Accounts Operations
Abbott Laboratories, Austin, TX, United States
Director, Enterprise Accounts Operations
Abbott is a global healthcare leader that helps people live more fully at all stages of life. Our portfolio of life-changing technologies spans the spectrum of healthcare, with leading businesses and products in diagnostics, medical devices, nutritionals and branded generic medicines. Our 115,000 colleagues serve people in more than 160 countries.
Job Family:
Commercial Operations / Enterprise Accounts Location:
Austin, TX or Alpharetta, GA
ROLE SUMMARY The Director, Enterprise Accounts Operations is responsible for architecting and leading the full operational backbone that enables successful execution of Enterprise Account strategies—spanning Configure‑Price‑Quote (CPQ), pricing governance, contracting, rebate and chargeback administration, and compliance oversight. This role owns the operational lifecycle of enterprise‑level customer agreements from initial deal design through activation, monitoring, and renewal, ensuring accuracy, speed, transparency, and accountability across every step.
This leader will build and develop a high‑performing Enterprise Operations team that simplifies and standardizes workflows, enhances cycle times, improves data integrity, and provides clear operational ownership at the key customer and IDN level. The Director will drive cross‑functional and cross BU alignment, eliminate friction points, ensure operational readiness for complex enterprise partnerships, and lead a continuous improvement agenda that optimizes the customer experience and supports long‑term strategic growth.
KEY RESPONSIBILITIES 1. Enterprise Operations Leadership
Lead the end‑to‑end Enterprise Accounts operational workflow—including CPQ, contract development, pricing execution, rebates, chargebacks, compliance controls, and post‑deal management.
Create a unified operating model that connects quoting, contracting, implementation, and ongoing account governance across Enterprise Accounts and key IDNs.
Serve as the operational owner and escalation point for processes that directly impact customer execution, contract performance, and financial accuracy.
2. CPQ, Pricing & Contracting Management
Oversee CPQ processes to ensure timely, accurate, and compliant quote generation for complex commercial deals.
Direct the creation, review, negotiation, and execution of enterprise contracts in partnership with Legal, Finance, Pricing, and Sales Ops.
Ensure contract structures align with pricing governance, commercial policies, and long‑term enterprise strategy.
3. Rebates, Chargebacks & Compliance Oversight
Lead administration and reconciliation of all rebate, incentive, and performance‑based financial programs tied to enterprise agreements.
Own the operational integrity of chargebacks, ensuring accuracy and alignment with contracted terms.
Ensure strict compliance with internal controls, regulatory standards, audit readiness, and documentation requirements.
4. Customer‑Level Accountability & Ownership
Implement customer‑specific operating rhythms that improve visibility, accountability, and performance management at key enterprises and IDNs.
Partner with Enterprise Account teams to support quarterly business reviews, contract performance reporting, and issue resolution.
Ensure operational processes strengthen customer trust, reduce administrative burden, and create differentiated value.
5. Team Leadership & Organizational Development
Build, lead, and coach a high‑performing Enterprise Accounts Operations team with clear roles, competencies, and accountability.
Define KPIs, dashboards, and operating mechanisms that support efficient execution and transparency across the enterprise lifecycle.
Champion a culture of ownership, problem‑solving, collaboration, and continuous improvement.
6. Cross‑Functional Alignment & Continuous Improvement
Serve as a cross‑functional integrator across Sales, Legal, Finance, Compliance, Pricing, Contracting, IT, and Commercial Operations.
Identify opportunities to streamline, automate, or enhance operational processes across CPQ, contracting, pricing, and rebate management.
Lead governance forums, process reviews, and system enhancement initiatives that support enterprise scalability and operational excellence.
REQUIRED QUALIFICATIONS
Bachelor’s degree in business, Finance, Operations, or related field; MBA or advanced degree preferred.
10+ years of experience in commercial operations, revenue operations, pricing, contracting, or enterprise account support roles.
Deep experience in CPQ systems, contracting workflows, pricing governance, rebates/chargebacks, and compliance frameworks.
Proven success supporting complex customers such as IDNs, GPOs, or large strategic enterprise accounts.
Demonstrated ability to build and lead high‑performance operational teams.
Strong analytical and problem‑solving skills; ability to manage financial and contractual accuracy.
Excellent communication skills with strong executive presence and cross‑functional influence.
The base pay for this position is $171,300.00 – $342,700.00. In specific locations, the pay range may vary from the range posted.
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Job Family:
Commercial Operations / Enterprise Accounts Location:
Austin, TX or Alpharetta, GA
ROLE SUMMARY The Director, Enterprise Accounts Operations is responsible for architecting and leading the full operational backbone that enables successful execution of Enterprise Account strategies—spanning Configure‑Price‑Quote (CPQ), pricing governance, contracting, rebate and chargeback administration, and compliance oversight. This role owns the operational lifecycle of enterprise‑level customer agreements from initial deal design through activation, monitoring, and renewal, ensuring accuracy, speed, transparency, and accountability across every step.
This leader will build and develop a high‑performing Enterprise Operations team that simplifies and standardizes workflows, enhances cycle times, improves data integrity, and provides clear operational ownership at the key customer and IDN level. The Director will drive cross‑functional and cross BU alignment, eliminate friction points, ensure operational readiness for complex enterprise partnerships, and lead a continuous improvement agenda that optimizes the customer experience and supports long‑term strategic growth.
KEY RESPONSIBILITIES 1. Enterprise Operations Leadership
Lead the end‑to‑end Enterprise Accounts operational workflow—including CPQ, contract development, pricing execution, rebates, chargebacks, compliance controls, and post‑deal management.
Create a unified operating model that connects quoting, contracting, implementation, and ongoing account governance across Enterprise Accounts and key IDNs.
Serve as the operational owner and escalation point for processes that directly impact customer execution, contract performance, and financial accuracy.
2. CPQ, Pricing & Contracting Management
Oversee CPQ processes to ensure timely, accurate, and compliant quote generation for complex commercial deals.
Direct the creation, review, negotiation, and execution of enterprise contracts in partnership with Legal, Finance, Pricing, and Sales Ops.
Ensure contract structures align with pricing governance, commercial policies, and long‑term enterprise strategy.
3. Rebates, Chargebacks & Compliance Oversight
Lead administration and reconciliation of all rebate, incentive, and performance‑based financial programs tied to enterprise agreements.
Own the operational integrity of chargebacks, ensuring accuracy and alignment with contracted terms.
Ensure strict compliance with internal controls, regulatory standards, audit readiness, and documentation requirements.
4. Customer‑Level Accountability & Ownership
Implement customer‑specific operating rhythms that improve visibility, accountability, and performance management at key enterprises and IDNs.
Partner with Enterprise Account teams to support quarterly business reviews, contract performance reporting, and issue resolution.
Ensure operational processes strengthen customer trust, reduce administrative burden, and create differentiated value.
5. Team Leadership & Organizational Development
Build, lead, and coach a high‑performing Enterprise Accounts Operations team with clear roles, competencies, and accountability.
Define KPIs, dashboards, and operating mechanisms that support efficient execution and transparency across the enterprise lifecycle.
Champion a culture of ownership, problem‑solving, collaboration, and continuous improvement.
6. Cross‑Functional Alignment & Continuous Improvement
Serve as a cross‑functional integrator across Sales, Legal, Finance, Compliance, Pricing, Contracting, IT, and Commercial Operations.
Identify opportunities to streamline, automate, or enhance operational processes across CPQ, contracting, pricing, and rebate management.
Lead governance forums, process reviews, and system enhancement initiatives that support enterprise scalability and operational excellence.
REQUIRED QUALIFICATIONS
Bachelor’s degree in business, Finance, Operations, or related field; MBA or advanced degree preferred.
10+ years of experience in commercial operations, revenue operations, pricing, contracting, or enterprise account support roles.
Deep experience in CPQ systems, contracting workflows, pricing governance, rebates/chargebacks, and compliance frameworks.
Proven success supporting complex customers such as IDNs, GPOs, or large strategic enterprise accounts.
Demonstrated ability to build and lead high‑performance operational teams.
Strong analytical and problem‑solving skills; ability to manage financial and contractual accuracy.
Excellent communication skills with strong executive presence and cross‑functional influence.
The base pay for this position is $171,300.00 – $342,700.00. In specific locations, the pay range may vary from the range posted.
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