National Account Director

AstraZeneca

1d • $192,000 - $288,000

About The Position

The National Account Director is accountable for AstraZeneca’s business, product access, profitability, and strategic account management across a defined group of accounts. The role also ensures access alignment across vertically aligned accounts in partnership with the Upstream National Account Director.

The position focuses on creating profitable access for AstraZeneca’s portfolio by influencing formulary placement, treatment algorithms, pharmacy policies, and medical policies. The Director leads end-to-end contract negotiations and terms, monitors performance, and optimizes contracts to support patient access and business objectives.

The role requires deep market insight across therapeutic areas, cross-functional collaboration, and external engagement to shape strategy, mitigate access and profitability risks, and maximize opportunities. The Director maintains proficiency in marketplace trends, policies, and dynamics; anticipates changes in customer needs and mutually beneficial opportunities; and facilitates internal and external stakeholder management. Travel is required as needed for customer meetings, conferences, and internal collaboration, with occasional international travel potentially required.

Requirements

• Bachelor's degree required.
• At least 8 years of pharmaceutical or healthcare experience.
• Thorough understanding of market dynamics across multiple therapeutic areas and business segments.
• Proven experience in account management, customer-facing engagement, and cross-functional stakeholder management.
• Strong understanding of healthcare managed markets and the legislative environment, with the ability to apply that knowledge strategically to targeted accounts to accomplish business objectives.
• Demonstrated ability to collaborate 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 detailed clinical information about AstraZeneca and competitive medicines to customers.

Nice To Haves

• Account management experience with proven negotiation proficiency.
• Managed Care or Market Access experience.
• Oncology and specialty care marketplace experience, including reimbursement models.
• Understanding of financial concepts and contracting issues, including legal and best price implications.
• Prior experience in sales management.
• Conflict resolution skills.
• Negotiation skills.

Responsibilities

• Deliver access and profitability goals across assigned accounts.
• Develop and execute tailored access strategies aligned with portfolio priorities.
• Lead the full contract lifecycle, including strategy, negotiation, execution, and performance monitoring.
• Build and maintain relationships with account stakeholders, including Trade Directors, Pharmacy, Medical Oncology, CVRM, Resp, Client Services, Case Management, and internal cross-functional partners covering provider groups, hospital systems, and regional payers.
• Understand and influence customer decision-making to secure favorable formulary and policy positions.
• Use data and analytics to inform strategy and optimize contract outcomes.
• Collaborate with internal partners, including Portfolio Contract Strategy, Access Strategy, the Field Reimbursement Team, and BBU/OBU teams.
• Represent the full AstraZeneca business at assigned accounts, including sales, market share, rebates, invoicing, and competitive activity.
• Monitor market trends, policy shifts, and customer needs to identify innovative, mutually beneficial opportunities.
• Travel as needed for customer meetings, conferences, and internal collaboration; occasional international travel may be required.

Benefits

• Short-term incentive bonus opportunity.
• Eligibility to participate in an equity-based long-term incentive program for salaried roles.
• Retirement contribution for hourly roles.
• Commission payment eligibility for sales roles.
• Qualified retirement program (401(k) plan).
• Paid vacation and holidays.
• Paid leaves.
• Health benefits, including medical, prescription drug, dental, and vision coverage, subject to applicable plan terms and conditions.

What This Job Offers

• Job Type: Full-time
• Career Level: Director