The National Account Director is responsible and accountable for the AZ business, product access, profitability, and relationships within the Emisar/Optum/UHC Commercial Account as well as ensuring access alignment across the vertically aligned accounts in partnership with the Downstream National Account Director.  

 

The focus of the National Account Director is to create profitable access for AstraZeneca’s portfolio by positively influencing the appropriate placement of AstraZeneca medicines in formularies, treatment algorithms, pharmacy policies and medical policies.  They lead the contracting process from beginning through end, monitor contract performance and make adjustments as needed. They are also accountable for negotiating profitable contract language and terms.  

 

They maintain up to date knowledge of AZ and competition's products, strategies, account priorities and the broader healthcare landscape.  Additionally, they collaborate with marketing and sales to shape strategy, maximize opportunity and mitigate patient access and profitability risk. 

Travel across the US to see customers, attend healthcare conferences, and meet with HQ based teams is required.  International Travel is also required. 

 

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: 

Deliver on Access and Profitability Goals 

Develop and execute on customer specific strategic account plans 

Develop and execute on customer specific access and profitability strategies 

Establish business relationships across the account (Trade Directors, Pharmacy, Medical Oncology, CVRM, Resp, Trade, Client Services, Case Management, and with internal cross-functional partners that cover additional organizations that influence the account (provider groups, hospital systems, regional payers). 

Accountable for developing and executing negotiation strategy 

Accountable for understanding the entire AZ business at assigned accounts; sales, market share, rebates, invoicing, competitive products/activity, etc 

Collaborates with Access360 and FRMs to resolve patient access challenges  

Establish business relationships with AZ BBU and OBU franchise leaders, VP’s, EBD’s, Access Strategy, Finance and Market Access 

Accountable for the full account contracting cycle from beginning to end and then monitors contract performance; including accuracy of all contract language and terms such as: key operational terms; rebate rates and administrative fees, market basket details, formulary position, invoicing and payment terms, etc 

Cross Functional Leadership to influence internal stakeholders as well as to facilitate  

 

Essential Requirements: 

Bachelor's degree 

8+ years of pharmaceutical or healthcare experience with 2+ years minimum experience working on a direct contracting payer account 

High level understanding of the national account segment/channels including payor, trade distribution network, and specialty pharmacy providers 

Thorough understanding of market dynamics across multiple therapeutic areas and across various business segments 

Knowledge of managed market dynamics and competitive landscape 

Demonstrated ability to work collaboratively in a matrix organization and influence senior leaders and peers to shape and execute account strategy  

Exhibited ability to manage multiple, concurrent work streams in diverse functions and therapeutic areas 

Demonstrated interpersonal, communication and platform skills 

Demonstrated leadership with project management 

Strong customer facing skills and demonstrated ability to maximize external stakeholder management 

Strong understanding of the broader healthcare and legislative environment and ability to apply that knowledge to targeted accounts through development and implementation to accomplish business objectives 

Demonstrated negotiation skills 

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, particularly with a direct contracting payer account 

Deep understanding of the Oncology and specialty care marketplace and specialty reimbursement landscape model 

Understanding of financial concepts and contracting issues including legal and best price implications 

Prior experience in sales management 

Prior experience (or demonstration of cross-collaborative work) in managed care  

Conflict Resolution Skills 

Date Posted

27-Jun-2025

Closing Date

10-Jul-2025Our mission is to build an inclusive and equitable environment. We want people to feel they belong at AstraZeneca and Alexion, starting with our recruitment process. We welcome and consider applications from all qualified candidates, regardless of characteristics. We offer reasonable adjustments/accommodations to help all candidates to perform at their best. If you have a need for any adjustments/accommodations, please complete the section in the application form.