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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 execute 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 inform 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 stakeholder 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 execute account strategy
Excellent communication, analytical and project management skills
Ability to manage multiple priorities 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
The annual base pay for this position ranges from $192,000 to $288,000. Hourly and salaried non-exempt employees will also be paid overtime pay when working qualifying overtime hours. Base pay offered may vary depending on multiple individualized factors, including market location, job-related knowledge, skills, and experience. In addition, our positions offer a short-term incentive bonus opportunity; eligibility to participate in our equity-based long-term incentive program (salaried roles), to receive a retirement contribution (hourly roles), and commission payment eligibility (sales roles). Benefits offered included a qualified retirement program [401(k) plan]; paid vacation and holidays; paid leaves; and, health benefits including medical, prescription drug, dental, and vision coverage in accordance with the terms and conditions of the applicable plans. Additional details of participation in these benefit plans will be provided if an employee receives an offer of employment. If hired, employee will be in an “at-will position” and the Company reserves the right to modify base pay (as well as any other discretionary payment or compensation program) at any time, including for reasons related to individual performance, Company or individual department/team performance, and market factors.
Date Posted
15-Oct-2026 Closing Date
29-Oct-2026 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.
