National Account Director

AstraZeneca; Wilmington (DE); On-site; USD 192,000 - 288,000; Full time

Job summary

AstraZeneca in the United States seeks a National Account Director to lead access strategy and profitability across a defined portfolio of accounts. Shape formulary positioning, negotiate contracts, and align with the Upstream National Account Director.

You will build relationships with senior stakeholders, leverage analytics, and navigate the healthcare policy landscape to deliver patient access and business results. Travel may be required, including international travel.

Qualifications

• Bachelor's degree required.
• 8+ years of pharmaceutical or healthcare experience.
• Thorough understanding of market dynamics across therapeutic areas and segments.
• Proven experience in account management and cross-functional stakeholder management.
• Excellent communication, analytical and project management skills.

Responsibilities

• Deliver on Access and Profitability goals across assigned accounts.
• Develop and execute tailored access strategies aligned with portfolio priorities.
• Lead full contract lifecycle: strategy, negotiation, execution and performance monitoring.
• Build and maintain relationships with key stakeholders across accounts (e.g. Trade Directors, Pharmacy, Medical Oncology, CVRM, Resp, Client Services, Case Management).
• Stay ahead of market trends and policy shifts to identify opportunities.

Skills

Account management

Cross-functional stakeholder mgmt

Communication

Analytical skills

Project management

Negotiation

Leadership

Education

Bachelor's degree

Job description

The National Account Director is responsible and accountable for the AZ business, product access, profitability, and strategic account management across a defined group of accounts, as well as, ensuring access alignment across the vertically aligned accounts in partnership with the Upstream National Account Director.

The focus of the National Account Director is to create profitable access for AstraZeneca’s portfolio by positively influencing the appropriate formulary placement of AstraZeneca medicines, treatment algorithms, pharmacy policies and medical policies. This includes leading end to end profitable contract negotiations and terms, monitoring performance and optimizing terms to support both patient access and the business objectives.

Typical Accountabilities:

Access & Profitability

• Deliver on Access and Profitability Goals across assigned accounts
• Develop and execute tailored access strategies that align with portfolio priorities
• Lead full contract lifecycle: strategy, negotiation, execution and performance monitoring

Strategic Account Management

• Build and maintain relationships with key stakeholders across accounts across (Trade Directors, Pharmacy, Medical Oncology, CVRM, Resp, Client Services, Case Management, and with internal cross-functional partners that cover additional organizations that influence the account (provider groups, hospital systems, regional payers).
• Understand and influence customer decision-making to secure favorable formulary and policy positions
• Leverage data and analytics to inform strategy and optimize contract outcomes

Cross Functional Leadership

• Collaborate with internal partners (e.g. Portfolio Contract strategy, Access Strategy,Field Reimbursement Team, BBU/OBU teams)
• Represent the full AZ business at assigned accounts, including sales, market share, rebates, invoicing, and competitive activity
• Stay ahead of market trends, policy shifts, and customer needs to identify innovative, mutually beneficial opportunities

Travel

• Travel as needed for customer meetings, conferences and internal collaboration
• Occasional International Travel may be required

Essential Requirements:

• Bachelor's degree required
• 8+ years of pharmaceutical or healthcare experience
• Thorough understanding of market dynamics across multiple therapeutic areas and across various business segments
• Proven experience in account management, customer facing engagement and cross-functional stakeholder management
• Strong understanding of the broader healthcare managed markets, legislative environment and ability to strategically apply that knowledge to targeted accounts through development and implementation to accomplish business objectives
• Demonstrated ability to work collaboratively in a matrix organization and influence senior leaders and peers to shape and execute account strategy
• Excellent communication, analytical and project management skills
• Ability to manage multiple priorities across diverse functions and therapeutic areas
• Experience with organized customers preferably at the C-Suite level
• Ability to learn and effectively communicate with customer's detailed clinical information regarding AZ and competitive medicines.

Desirable:

• Account management experience with proven negotiation proficiency
• Managed Care/Market Access Experience
• Oncology and specialty care marketplace experience reimbursement model
• Understanding of financial concepts and contracting issues including legal and best price implications
• Prior experience in sales management
• Conflict Resolution Skills
• Negotiation Skills

The annual base pay for this position ranges from $192,000 to $288,000. Hourly and salaried non-exempt employees will also be paid overtime pay when working qualifying overtime hours. Base pay offered may vary depending on multiple individualized factors, including market location, job-related knowledge, skills, and experience. In addition, our positions offer a short-term incentive bonus opportunity; eligibility to participate in our equity-based long-term incentive program (salaried roles), to receive a retirement contribution (hourly roles), and commission payment eligibility (sales roles). Benefits offered included a qualified retirement program [401(k) plan]; paid vacation and holidays; paid leaves; and, health benefits including medical, prescription drug, dental, and vision coverage in accordance with the terms and conditions of the applicable plans. Additional details of participation in these benefit plans will be provided if an employee receives an offer of employment. If hired, employee will be in an "at-will position" and the Company reserves the right to modify base pay (as well as any other discretionary payment or compensation program) at any time, including for reasons related to individual performance, Company or individual department/team performance, and market factors.

Date Posted 15-Oct-2026

Closing Date 29-Oct-2026

Our mission is to build an inclusive environment where equal employment opportunities are available to all applicants and employees. In furtherance of that mission, we welcome and consider applications from all qualified candidates, regardless of their protected characteristics. If you have a disability or special need that requires accommodation, please complete the corresponding section in the application form.