National Account Director

The National Account Director is responsible and accountable for the AZ business, product access, profitability, and relationships for the downstream accounts of Emisar/Optum/UHC Commercial (all books of business Com/HIX/Medicare) Account as well as ensuring access alignment in partnership with the Emisar National Account Directors.  

The focus of the National Account Director is to pull-through profitable access for AstraZeneca’s portfolio by positively influencing the appropriate placement of AstraZeneca medicines in formularies, treatment algorithms, pharmacy policies and medical policies.  They lead the portfolio clinical discussions in conjunction with their medical colleagues and monitor contract performance and make adjustments as needed.  They also work with cross functional partners from sales to FRMs, to Access and Contract Strategy to ensure adoption of National Formulary Access at the downstream accounts and/or work to influence access when National Formulary Placement is not attained. 

They maintain up to date knowledge of AZ and competition's products, strategies, account priorities and the broader healthcare landscape.  Additionally, they collaborate with marketing and sales to shape strategy, maximize opportunity and mitigate patient access and profitability risk. 

Travel across the US to see customers, attend healthcare conferences, and meet with HQ based teams is required.  International Travel may also be required. 

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: 

• Deliver on Access and Profitability Goals 

• Develop and execute on customer specific strategic account plans 

• Develop and execute on customer specific access and profitability strategies 

• Establish and Identify business relationships across the account (Trade Directors, Pharmacy, Medical Oncology, CVRM, Resp, Trade, Client Services, Case Management, and with internal cross-functional partners that cover additional organizations that influence the account (provider groups, hospital systems, regional payers). 

• Attend local healthcare conferences to gain access into accounts 

• Accountable for developing and executing negotiation strategy 

• Accountable for understanding the entire AZ business at assigned accounts; sales, market share, rebates, invoicing, competitive products/activity, etc 

• Collaborates with Access360 and FRMs to resolve patient access challenges  

• Establish business relationships with AZ BBU and OBU franchise leaders, Access Strategy, Finance and Market Access 

• Accountable for monitoring the Formulary and P&T decision cycle from beginning and influencing access for the AZ Portfolio – pull-through of access opportunities and mitigating risk 

• Cross Functional Leadership to influence internal stakeholders as well as to optimize pull through at the sales level 

Essential Requirements: 

• Bachelor's degree 

• 8+ years of pharmaceutical or healthcare experience with ideally 1+ years minimum experience working on payer accounts 

• High level understanding of the national account segment/channels including payor, trade distribution network, and specialty pharmacy providers 

• Thorough understanding of market dynamics across multiple therapeutic areas and across various business segments 

• Knowledge of managed market dynamics and competitive landscape 

• Demonstrated ability to work collaboratively in a matrix organization and influence senior leaders and peers to shape and execute account strategy  

• Exhibited ability to manage multiple, concurrent work streams in diverse functions and therapeutic areas 

• Demonstrated interpersonal, communication and platform skills 

• Demonstrated leadership with project management 

• Strong customer facing skills and demonstrated ability to maximize external stakeholder management 

• Strong understanding of the broader healthcare and legislative environment and ability to apply that knowledge to targeted accounts through development and implementation to accomplish business objectives 

• Demonstrated negotiation skills 

• 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, particularly with a direct contracting payer account 

• Deep understanding of the Oncology and 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 

• Prior experience (or demonstration of cross-collaborative work) in managed care  

• Conflict Resolution Skills