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Regional Account Director

Posted on Apr 6, 2021 by AstraZeneca

Wilmington, DE 19896
Immediate Start
Annual Salary

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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