National Account Director

The National Account Director is responsible and accountable for the AZ business, product access, profitability, and relationships within the Emisar/Optum/UHC Commercial Account as well as ensuring access alignment across the vertically aligned accounts in partnership with the Downstream National Account Director.

The focus of the National Account Director is to create 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 contracting process from beginning through end, monitor contract performance and make adjustments as needed. They are also accountable for negotiating profitable contract language and terms. 

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 is also required.

The National Account Director maintainsproficiency 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 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 additionalorganizations that influence the account (provider groups, hospital systems, regional payers).

• 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, VP’s, EBD’s, Access Strategy, Finance and Market Access

• Accountable for the full account contracting cycle from beginning to end and then monitors contract performance; including accuracy of all contract language and terms such as: key operational terms; rebate rates and administrative fees, market basket details, formulary position, invoicing and payment terms, etc

• Cross Functional Leadership to influence internal stakeholders as well as to facilitate 

Essential Requirements:

• Bachelor's degree

• 8+ years of pharmaceutical or healthcare experience with 2+ years minimum experience working on a direct contracting payer account

• 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 influencesenior 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