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 Goals across assigned accounts 

Develop and implement 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 advise 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 partner 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 implement account strategy

Excellent communication, analytical and project management skills

Ability to prioritize 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 

Date Posted

Closing Date

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.