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Regional Account Director

Posted on Apr 6, 2021 by AstraZeneca

Wilmington, DE 19896
Research
Immediate Start
Annual Salary
Full-Time


At AstraZeneca, we work together across global boundaries to make an impact and find answers to challenges. We do this with the utmost integrity even in the most difficult situations because we are committed to doing the right thing.


We're stronger because of our network of teams across the globe and because we all take personal accountability for our actions. We're constantly learning and developing through the teamwork and communication between our people and our network of experts.


The Key Account Director is part of a dedicated team of leaders accountable for both advancing access coverage in targeted health systems as well as developing and implementing strategies for targeted regional US Market Access accounts. The remit of this role is across AZ's portfolio and will focus on:


Establishing and cultivating productive business relationships with priority payers and health systems at the C-suite level


Creating favorable access across formularies, treatment algorithms, and medical policy in both payers and health systems


To be successful in this role, the KAD will collaborate with the contract strategy team and the pricing operations team to execute against AZ's brand imperatives across the portfolio. This role will establish collaborative relationships by targeting the appropriate influencers and decision-makers in both regional payers and health systems. Additionally, the KAD will be responsible for cultivating strong relationships, driving negotiations directly with the customer, and fostering growth through collaborative partnerships.


The position is geographically based, with travel within the U.S. required.


Main duties and responsibilities


Owns and develops relationships with C-Suite, key stakeholders including committee members, executives, clinical IT, procurement, medical directors with a goal of understanding their unique business needs, models, and strategic challenges


Ensure alignment across all internal AZ stakeholders, including local customer facing teams, Market Access, Marketing, Government Affairs and Medical, to enable optimal coordination of customer engagement so the full value of AZ's offerings can be realized


Develop strategic account plans, driving consistent execution of account plans/strategy across the organization for target accounts, fully engaging customer facing roles and field sales leadership at AZ and establishing clear, measurable business goals and KPIs


Build strong, networked relationships throughout account customer organizations, and developing/strengthening key relationships with account senior leadership and decision makers


Inform and advising Brand and Sales Leadership of geographic opportunities and risks


Drive absolute sales growth with focus on highest impact launches and growth cases


Understand and obtain buy-in for all deal/no-deal contract strategies with all aligned partners


Proactively identify and resolve issues and challenges across the accounts in collaboration with cross-functional AZ partners (eg brands, contract strategy, ops etc.)


Presents and negotiates key deal terms with customers or provides insight to PBM downstream accounts regarding new pricing and national PBM formulary decisions


Work with customers to ensure medical policies are scientifically current and ensure coverage policies are in alignment with brand strategies at launch


Drive portfolio growth through strategies designed to maintain or improve brand formulary access (eg pathway/protocol development) at key accounts


Build sustainable collaborations for health systems against shared priorities/common interests to deliver long-term value


Monitor and assess changing market landscape to adapt AZ's approach to working with regional payers and health systems (eg MACRA, MIPS, advanced payment models etc.) by assimilating market insight, customer, and AZ priorities


Essential requirements


Bachelor's Degree or equivalent work experience


5+ years demonstrated expertise in the pharmaceutical payer and/or health system space


Demonstrated track record of strategic impact in defining and executing complex customer experience roadmaps while driving for innovative results


Demonstrated ability to develop credible relationships at high levels within accounts


Possesses strong business acumen negotiation and presentation skills


Experience with organized customers preferably at the C-Suite level and delivering value proposition of portfolio of products


Strong customer facing skills & demonstrated negotiating capability


Knowledge of the managed market dynamics and competitive landscape


Demonstrated ability to work collaboratively with and influence peers and educate management regarding account needs


Ability to learn and apply scientific and clinical data with key accounts


Demonstrated effectiveness working independently and in groups including cross functional teams and internal/external networking driving a collaborative culture


Highly results focused


Ability to travel minimum 60+% of the time


Desired requirements


Account management experience with a demonstrated proficiency for contracting, marketing, and formulary/Pathway design


Deep understanding of the 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 or general management


Prior experience in managed care at a pharmaceutical company, health system, or managed care organization




Reference: 1152635695

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