Why choose AstraZeneca India?
Help push the boundaries of science to deliver life-changing medicines to patients. After 45 years in India, we’re continuing to secure a future where everyone can access affordable, sustainable, innovative healthcare.
The part you play in our business will be challenging, yet rewarding, requiring you to use your resilient, collaborative and diplomatic skillsets to make connections. The majority of your work will be field based, and will require you to be highly-organised, planning your monthly schedule, attending meetings and calls, as well as writing up reports.
Who do we look for?
Calling all tech innovators, ownership takers, challenge seekers and proactive collaborators. At AstraZeneca, breakthroughs born in the lab become transformative medicine for the world's most complex diseases. We empower people like you to push the boundaries of science, challenge convention, and unleash your entrepreneurial spirit. You'll embrace differences and take bold actions to drive the change needed to meet global healthcare and sustainability challenges.
Here, diverse minds and bold disruptors can meaningfully impact the future of healthcare using cutting-edge technology. Whether you join us in Bengaluru or Chennai, you can make a tangible impact within a global biopharmaceutical company that invests in your future. Join a talented global team that's powering AstraZeneca to better serve patients every day.
Success Profile
Ready to make an impact in your career? If you're passionate, growth-orientated and a true team player, we'll help you succeed. Here are some of the skills and capabilities we look for.
Tech innovators
Make a greater impact through our digitally enabled enterprise. Use your skills in data and technology to transform and optimise our operations, helping us deliver meaningful work that changes lives.
Ownership takers
If you're a self-aware self-starter who craves autonomy, AstraZeneca provides the perfect environment to take ownership and grow. Here, you'll feel empowered to lead and reach excellence at every level — with unrivalled support when you need it.
Challenge seekers
Adapting and advancing our progress means constantly challenging the status quo. In this dynamic environment where everything we do has urgency and focus, you'll have the ability to show up, speak up and confidently take smart risks.
Proactive collaborators
Your unique perspectives make our ambitions and capabilities possible. Our culture of sharing ideas, learning and improving together helps us consistently set the bar higher. As a proactive collaborator, you'll seek out ways to bring people together to achieve their best.
Responsibilities
Role Purpose
Translate national corporate-channel strategy into zonal execution to deliver growth, profitability, and compliant operations across hospital chains, corporate buying groups, and institutional customers.
Orchestrate launch activation and commercial governance in-zonecompressing time-to-listing and time-to-billing while safeguarding pricing and NRV discipline.
Operate as the zonal “control tower,” coordinating cross-functional stakeholders to ensure depot readiness, billing activation, secondary sales activation, and stock hygienewithout direct people management.
Support with establishing and scaling strategic partnerships with corporate hospitals to drive integrated disease awareness, diagnostics enablement, and evidence-based medical education programs anchored in compliant scientific exchange, outcomes tracking, and measurable impact on patient identification and pathway activation.
Key Responsibilities
Zonal Account Planning: Create account plans with clear volume/value targets, access pathways, pricing strategies, and resource asks; update quarterly.
Launch Execution: Secure listings and formulary/committee approvals; prepare NRVs and quotations; ensure depot and system readiness for billing; track early indicators andcourse-correct.
Commercial & Pricing Controls: Enforce approved pricing and discounts; manage NRV submissions and MRP change actions; support re-worked stock scenarios; ensure consistent terms across the zone.
Operations Interface: Align forecasts; ensure stock availability; track secondary sales and liquidation; minimize returns/expiries; resolve service issues through Customer Service.
Stakeholder Management: Engage clinicians and purchase decision-makers to shape protocols and demand; coordinate internal support (tender inputs, evidence dossiers, access programs) within compliance.
Process Discipline &CoEAdoption: ImplementCoESOPs and digital workflows for approvals and quotations; contribute field feedback; pilot enhancements with Commercial Excellence/IT.
Governance & Documentation:Maintaincomplete audit trails for pricing, NRVs, quotations, formulary decisions, and launch milestones;operatea zonal risk register and mitigation plan.
Portfolio OpportunityExpansion :Drive assessment and activation of portfolio‑wide opportunities vs. current brand‑specific offering, ensuring AZ’s broader value proposition is positioned effectively across priority institutions. Lead cross‑functional collaboration to build integrated portfolio solutions tailored to corporate accounts.
Centralized FormularyListings :Partner with Medical, Market Access, and Commercial teams to accelerate centralized formulary inclusion across hospital chains and buying groups. Coordinate dossier readiness, value communication, and clinical–procurement alignment to support quicker listing decisions.
PartnershipDevelopment:Identifyand shape strategic partnership models with institutions to elevate AZ presence beyond transactional engagementco‑creating joint programs with Diagnostics, Medical, and Commercial stakeholders. Lead zone‑level execution of partnership pilots aligned with national frameworks.
Public and PatientAwareness :Collaborate with Medical and Patient Engagement teams to drive disease, pathway, and therapy awareness initiatives at institutional and community touchpoints.Ensure awareness programs are aligned to compliance guidelines and contribute to improved patient outcomes.
DiagnosticEnablement :Work with the Diagnostics team to expand diagnostic ecosystem readiness, including testing capability, algorithm awareness, and pathway adoption across corporate hospitals. Drive execution of diagnostic‑linked programs supporting early detection and right‑patient identification.
Paramedics & Allied Health ProfessionalEducation :Partner with Medical and Commercial teams to enable paramedics, nurses, and allied HCP awareness on disease areas, sample handling, pathways, and therapy‑adjacent processes. Ensure AZ’s scientific leadership is embedded across multiple touchpoints in the patient journey.
Cross‑Functional Growth & Opportunity Activation
The Zonal Business Manager will lead and drive strategic opportunity areas for AstraZeneca within the zone, working closely with Diagnostics, Medical Affairs, Commercial Excellence, Market Access, and Brand Teams.
These efforts will enable enterprise‑level growth beyond brand selling and expand institutional access.
Compliance &Risk
Adhere to company SOPs, DPCO/pricing regulations, AZ Code of Ethics, and privacy standards.
Proactivelyidentifyrisk hotspots (e.g., approval drift, data integrity, access program controls) and implement corrective actions with Compliance/Legal.
Key KPIs
Zonal corporate/institutional revenue and account-level profitability progression
Launch activation velocity (time-to-listing, time-to-billing) and coverage across priority accounts
Pricing/NRV/MRP compliance, approval cycle-time reduction, and exception rate reduction
Depot readiness and billing activation SLA adherence; secondary sales activation
Stock hygiene (availability, liquidation, returns, expiries) and service-level adherence
Stakeholder satisfaction (priority chains, internal functions) and audit outcomes
Adoption rate ofCoEstandards and digital tools in-zone
Qualifications & Experience
MBA/PGDM preferred; graduate in Science/Commerce/Business acceptable
10+years in pharmaceutical corporate/institutional sales or key account management; experience with private hospital chains and corporate buying groups preferred; public/trust exposure is a plus. Oncology background and knowledge is a plus
Working knowledge of pricing/discounting, NRVs, MRP change management, quotation systems, and depot/billing operations
Proven delivery in cross-functional execution without direct authority; familiarity with launch execution in institutional settings
Optional/preferred: Exposure to specialty/Oncology pathways (formulary/tumorboard processes, patient access programs, cold-chain coordination)
Competencies & Attributes
Strategic and analytical problem-solving; ability to make clear prioritization choices
Project/sprint management; strong follow-through and issue resolution
Stakeholder influence and negotiation across institutional DMUs and senior procurement
Process orientation and automation mindset;proficiencywith Excel/PowerPoint and BI/dashboard tools
High execution discipline; ownership, integrity, and compliance-first orientation
Customer-centric and data-driven; agility tooperatein a fast-evolving channel
Date Posted
06-May-2026Closing Date
AstraZeneca embraces diversity and equality of opportunity. We are committed to building an inclusive and diverse team representing all backgrounds, with as wide a range of perspectives as possible, and harnessing industry-leading skills. We believe that the more inclusive we are, the better our work will be. We welcome and consider applications to join our team from all qualified candidates, regardless of their characteristics. We comply with all applicable laws and regulations on non-discrimination in employment (and recruitment), as well as work authorization and employment eligibility verification requirements.
Reasons to Join
Thomas Mathisen
There are many things I enjoy when working at AstraZeneca, mainly the Speak up culture, the great colleagues that are in my teams, the great products that AstraZeneca provides to our patients and the challenging conversations I have around our medicines.
Christine Recchio
Working at AstraZeneca has impacted my life in such a positive way. I now have an improved work-life balance through creating my own schedule and time management, I feel a balance that I didn’t have before.
Stephanie Ling
There are a lot of reasons why I enjoy working in AstraZeneca, my colleagues being one of them. My team members and the managers have provided a great deal of guidance in helping me to be more confident in my daily work.
What we offer
We're driven by our shared values of serving people, society and the planet. Our people make this possible, which is why we prioritise diversity, safety, empowerment and collaboration. Discover what a career at AstraZeneca could mean for you.
Lifelong learning
Our development opportunities are second to none. You'll have the chance to grow your abilities, skills and knowledge constantly as you accelerate your career. From leadership projects and constructive coaching to overseas talent exchanges and global collaboration programmes, you'll never stand still.
Autonomy and reward
Experience the power of shaping your career how you want to. We are a high-performing learning organisation with autonomy over how we learn. Make big decisions, learn from your mistakes and continue growing — with performance-based rewards as part of the package.
Health and wellbeing
An energised work environment is only possible when our people have a healthy work-life balance and are supported for their individual needs. That's why we have a dedicated team to ensure your physical, financial and psychological wellbeing is a top priority.
Inclusion and diversity
Diversity and inclusion are embedded in everything we do. We're at our best and most creative when drawing on our different views, experiences and strengths. That's why we're committed to creating a workplace where everyone can thrive in a culture of respect, collaboration and innovation.
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