National Account Director

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

Benefits offered by this job

401(k) plan

Bonus opportunity

Long-term incentives

Health benefits

Job summary

AstraZeneca plc is seeking a National Account Director to drive access, profitability and strategic account management for a defined portfolio in the United States. You will shape formulary positioning, lead end-to-end contract negotiations, and align access strategies with portfolio priorities.

The role demands deep market insight, cross-functional leadership, and strong external engagement with payer groups, hospitals and health plans.

Qualifications

• Bachelor's degree required.
• 8+ years of pharmaceutical or healthcare experience.
• Deep understanding of market dynamics across multiple therapeutic areas and business segments.
• Proven experience in account management, customer facing engagement and cross-functional stakeholder management.
• 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.

Responsibilities

• 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.
• Build and maintain relationships with key stakeholders across accounts.
• Understand and influence customer decision-making to secure favorable formulary and policy positions.
• Leverage data and analytics to inform strategy and optimize contract outcomes.
• 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 as needed for customer meetings, conferences and internal collaboration.

Skills

Account management

Cross-functional collaboration

Stakeholder management

Communication skills

Analytical skills

Project management

C-suite engagement

Market access strategy

Negotiation

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.

This role requires deep market insight across therapeutic areas, cross-functional collaboration, and strong external engagement to shape strategy, mitigate access and profitability risks and maximize opportunity across therapeutic areas.

The National Account Director maintains proficiency in marketplace trends, policies, dynamics to stay ahead of any shift in customer business needs and innovative opportunities that are mutually beneficial. The Account Director must facilitate both internal and external stakeholder management.

Typical Accountabilities

Access & Profitability

• Deliver on Access and Profitability Goalsacross 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 degreerequired
• 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.

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.