National Account Director - Channel

AstraZeneca • Wilmington, DE

1d

About The Position

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. We continuously forge partnerships that help pursue world-class medicines in new ways, combining our people's exceptional skills with those of people from all over the globe.
Position Summary
Our mission is to make sure every AstraZeneca Oncology and Biopharmaceutical medicine reaches the patients who rely on it by leading our channel partnerships with purpose, compassion, and integrity. We bring clarity to complex systems, strengthen relationships with distributors and retail partners, and unite cross-functional teams so access remains dependable—even when challenges arise. We work in ways that protect patients, support the long-term health of the channel ecosystem, and ensure our decisions reflect both strategic insight and genuine care. As the environment evolves—from regulatory changes to retail shifts to scientific breakthroughs—we stay curious, grounded, and resilient. And we build a culture where trust, inclusion, transparency, humor, and shared accountability help people do their best work, grow together, and create meaningful impact that lasts far beyond any single decision.

Requirements

• Bachelor's degree required
• 8+ years of progressive achievement in the pharmaceutical industry
• Market access experience
• Overnight travel of 25% may be required
• Proven ability to deliver on Access and Profitability goals across assigned accounts.
• Experience developing and driving tailored access strategies that align with portfolio priorities.
• Demonstrated ability to lead the full contract lifecycle: strategy, negotiation, execution, and performance monitoring.
• Capability to understand and influence customer decision-making to secure favorable formulary and policy positions.
• Proficiency in using data and analytics to inform strategy and optimize contract outcomes.
• History of collaboration with internal partners (e.g., Portfolio Contract Strategy, Access Strategy, Field Reimbursement Team, BBU/OBU teams).
• Experience representing the full AZ business at assigned accounts, including sales, market share, rebates, invoicing, and competitive activity.
• Ability to stay ahead of market trends, policy shifts, and customer needs to identify innovative, mutually beneficial opportunities.
• Willingness to travel as needed for customer meetings, conferences, and internal collaboration, with occasional international travel.

Nice To Haves

• Negotiation experience
• Relationships with accounts or experience working at the accounts
• Understanding of the national account segment/channels including distribution, retail pharmacy, and specialty pharmacy
• Sales leadership experience

Responsibilities

• Cultivate direct relationships with the key account decision makers and operational contacts required to deliver objectives and create a lasting partnership.
• Foster broader relationships between the account and AstraZeneca organization and leadership
• Build and execute account plans that enhance the partnership across organizations, deliver brand goals, reflect account insights & goals, and navigates the evolving landscape
• For distributor or retail contracts, develop key insights for negotiations, partner with other Market Access functions on negotiation strategy and present offers and terms to the accounts
• Understand how the account impacts gross to net and demand and present opportunities to brands on how to help them improve their revenue
• Support the launch readiness of our accounts for new product launches
• Develop insights and capability recommendations for new distribution capabilities need for the new emerging technologies like Cell Therapy
• Navigate supply disruptions to minimize patient impact while keeping key stakeholders informed
• Proficient utilization of data, scorecards and analytics tools to supervise the performance and drive contract and service performance of Wholesalers, Specialty Distributors and other service providers
• Supervise and maintain a high level of awareness of the health care environment, including but not limited to government regulations, channel trends, reimbursement, access, affordability, patient needs, internal and external policies

Benefits

• qualified retirement programs
• paid time off (i.e., vacation, holiday, and leaves)
• health, dental, and vision coverage in accordance with the terms of the applicable plans

What This Job Offers

• Job Type: Full-time
• Career Level: Director
• Number of Employees: 5,001-10,000 employees