National Account Director - , DE | Biospace
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National Account Director

AstraZeneca Pharmaceuticals LP

, DE
Posted Date:
Position Type:
Full time
Job Code:
Required Education:
Bachelors Degree
Areas of Expertise Desired:

Job Description

Location: Delaware,
United States
Job reference: R-013010

Posted date: Aug. 23, 2017

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. As a National Account Director you’ll play a pivotal role in channeling our scientific capabilities to make a positive impact on changing patients’ lives. North American Commercial is the ‘face’ of AstraZeneca and MedImmune to our many healthcare clients. They represent many of the most well recognized and respected products in the industry, and build strong relationships with healthcare professionals.

The National Account Director is responsible for working with assigned Senior Director in working with intermediate account including:

  • Delivering on strategic objectives for national intermediary
    • Aiding customer specific situation analysis
    • Assisting in an opportunity based prioritization of customer needs
    • Developing customer specific strategy
    • Establishing engagement plans with key downstream accounts
    • Assessment of efficient allocation of AZ resources to the account
    • Aiding in delivering services to meet the needs of the customer
  • Coordinate activities with key downstream national accounts of their intermediary with the appropriate MGBD and RAD including ensuring alignment with strategic objectives of the MGBD’s and National Provider Senior Directors across the business, including selling teams, Medical Affairs, Corporate Affairs and all other internal stakeholders.
  • Building and strengthening relationships with key influences within Intermediary and key downstream accounts so AZ can recognize and respond with agility to market changes in order to implement contracts in advance of sale of company products through customized packages. This includes assisting in proposal preparation, contract negotiation and implementation.
  • Maintains up to date knowledge of company’s and competitor products, services and pricing. Handles major national accounts with significant impact on overall AZ sales.

The National Account Director is a key team contributor with internal organization and other stakeholders (e.g. Senior Directors, sales, brand teams, medical CoE). Responsible for modeling AZ values while providing accountable solutions to Senior Director & stakeholders to drive value in short and long term. Demonstrating stakeholders and customers business priorities and strategies. Acting as a focal point for operational advancement of the contract through internal processes. The Senior Director has final approval of the contract prior to execution. Building strong networked relationships throughout key downstream accounts and develops/strengthens key relationships with account senior management and decision makers including understanding influencer and decision maker mapping. Ensuring and drives consistent implementation of account strategy with respect to pull through across the Sales organization for target accounts. Tactics include full engagement of the sales force.

Additionally, the National Account Director is responsible for prioritizing account projects/initiatives that address changing customer and market requirements; presents business case for opportunity evaluation, including a broad view of the entire account impact and coordinates/manages project implementation. Communicating with Brand team and Managed Markets sales force leadership and representatives regarding account specific programs, activities and pull through messages. Must be proactive in identifying issues and challenges with accounts. Engaging with appropriate resources in headquarters for development of contract offers and counter offers.

Key Relationships to Reach Solutions:

Internal (to AZ or team):

  • MGBDs
  • RADs
  • Pull Through
  • District Sales Managers
  • Managed Market Brand Manager

External (to AZ):

  • Executive, Senior and Pharmacy leadership within the key downstream accounts of Intermediary
  • Key influencers of formulary decisions (e.g. P&T members, physicians)



  • Bachelor’s degree
  • 5+ years Pharmacuitical industry experience
  • 3+ years Account Management experience within the payer space (US Payers inclusive PBM Healthplans and GPO’s)
  • Demonstrated leadership, project management and team development ability
  • Demonstrated ability to work collaboratively with and influence peers and management
  • Demonstrated communication and platform skills
  • Understanding of financial concepts and contracting issues including legal and best price implications
  • Strong customer facing skills


  • Demonstrated negotiating capability
  • Demonstrated ability to execute contracting, including assessing legal and best price implications
  • Prior experience in sales management or general management
  • Prior experience in managed care at a pharmaceutical company or managed care organization
  • Prior experience in a commercial function

Next Steps -- Apply today!

To be considered for this exciting opportunity, please complete the full application on our website at your earliest convenience -- it is the only way that our Recruiter and Hiring Manager can know that you feel well qualified for this opportunity. If you know someone who would be a great fit, please share this posting with them.

AstraZeneca is an equal opportunity employer. AstraZeneca will consider all qualified applicants for employment without discrimination on grounds of disability, sex or sexual orientation, pregnancy or maternity leave status, race or national or ethnic origin, age, religion or belief, gender identity or re-assignment, marital or civil partnership status, protected veteran status (if applicable) or any other characteristic protected by law. AstraZeneca only employs individuals with the right to work in the country/ies where the role is advertised.