National Account Director, Channel

AstraZeneca; Wilmington (DE); Remote; USD 189,000 - 284,000; Full time

Benefits offered by this job

Short-term incentives

Equity-based awards

Commissions

Retirement programs

Paid time off

Health, dental, and vision coverage

Job summary

AstraZeneca in the Field-US/Remote location is seeking a National Account Director, Channel to lead strategic relationships with national trade and channel partners and drive account plans aligned to brand priorities.

You will collaborate across Market Access and internal teams to support negotiations, launch readiness, and ongoing channel performance, translating market insights into actionable plans and guiding decisions while travel up to 25% to meet objectives.

Qualifications

• Bachelor’s degree required.
• 5+ years of pharmaceutical manufacturing experience with market access, trade, channel, national accounts, or related healthcare access function.
• Experience managing complex external accounts and multiple stakeholders.
• Strong business acumen and ability to assess market dynamics and account impact.
• Excellent communication and presentation skills to internal and external stakeholders.
• Ability to travel overnight up to 25% as needed.

Responsibilities

• Account leadership: Build and lead strategic relationships with national trade and channel partners.
• Planning and execution: Develop and execute account plans aligned to brand priorities and market landscape.
• Cross-functional collaboration: Partner across Market Access and internal teams for negotiations, launch readiness, and account performance.
• Business insight: Use data and market knowledge to identify opportunities and support decision-making.
• Channel stewardship: Navigate supply, service, and access challenges while focusing on patients and stakeholders.

Skills

Account leadership

Strategic planning

Cross-functional collaboration

Analytical ability

Communication

Travel readiness

Education

Bachelor's degree

Job description

At AstraZeneca, we turn ideas into life-changing medicines. Working here means being entrepreneurial, thinking big, and working together to make the impossible a reality. We're focused on the potential of science to address the unmet needs of patients around the world. We commit to those areas where we think we can really change the course of medicine and bring big new ideas to life. We continuously forge partnerships that help pursue world-class medicines in new ways, combining our people's exceptional skills with those of people from all over the globe.

LOCATION: Field-US/ Remote (no relocation offered)

The National Account Director, Channel role sits within AstraZeneca’s Biopharma Market Access group and reports to the Senior Director of National Trade and Channel Accounts. As part of this team, the individual will lead strategic engagement across national trade and channel partners, making this a strong fit for candidates with experience in account leadership, trade or channel strategy, and navigating market access within a complex healthcare environment.

Job Responsibilities:

• Account leadership: Build and lead strategic relationships with national trade and channel partners to support business objectives and long-term partnership success.
• Planning and execution: Develop and execute account plans aligned to brand priorities, account needs, and the evolving market landscape.
• Cross-functional collaboration: Partner across Market Access and other internal teams to support negotiations, launch readiness, and ongoing account performance.
• Business insight: Use data, market knowledge, and account insights to identify opportunities, manage complexity, and support informed decision-making.
• Channel stewardship: Help navigate supply, service, and access challenges while maintaining focus on patients, customers, and key stakeholders.

Minimum Requirements:

• Education: Bachelor’s degree required.
• Pharmaceutical manufacturing experience: 5+ years of experience gained directly within a pharmaceutical manufacturing organization, including work in market access, trade, channel, national accounts, or a related healthcare access function. Experience gained solely through wholesalers, distributors, consultancies, agencies, or other third-party service providers will not meet this requirement.
• Account management: Experience managing complex external accounts and multiple stakeholders.
• Business acumen: Ability to assess business performance, market dynamics, and account impact.
• Communication: Experience presenting recommendations and business insights to internal and external stakeholders.
• Cross-functional collaboration: Ability to work effectively across matrixed teams and functions.
• Analytical capability: Experience using data, reporting, or scorecards to guide decisions.
• Strategic thinking: Ability to translate market and customer insights into actionable plans.
• Execution and judgment: Ability to manage competing priorities and operate with sound judgment.
• Travel: Ability to travel overnight up to 25% as needed.

Preferred Requirements:

• Negotiation experience: Experience supporting or leading contract or account negotiations.
• Account knowledge: Relationships with relevant accounts or prior experience working within distributor, retail pharmacy, specialty pharmacy, or related channel environments.
• Channel expertise: Understanding of national account segments, including distribution, retail pharmacy, and specialty pharmacy.
• Leadership experience: Sales leadership or other commercial leadership experience.

The annual base pay (or hourly rate of compensation) for this position ranges from 189,006 & 283,509.60. Our positions offer eligibility for various incentives—an opportunity to receive short-term incentive bonuses, equity-based awards for salaried roles and commissions for sales roles. Benefits offered include qualified retirement programs, paid time off (i.e., vacation, holiday, and leaves), as well as health, dental, and vision coverage in accordance with the terms of the applicable plans.

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.