National Account Director - 80026041

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POST DATE 9/10/2016
END DATE 10/12/2016

AstraZeneca Pharmaceuticals LP Wilmington, DE

Wilmington, DE
AJE Ref #
Job Classification
Full Time
Job Type
Company Ref #
Entry Level (0 - 2 years)


At AstraZeneca every one of our employees makes a difference to patient lives everyday. br br Each and every one of us believes that science has the ability to change lives and that to deliver this takes many people with many skill sets. When we deliver a life-changing medicine, that success comes from the combined efforts of all of our people. br br National Account Directors are responsible for the development and maintenance of relationships required to achieve AstraZeneca business objectives and improve our strategic position with national accounts. National Account Directors are responsible for the following account segments/channels: br br * Wholesalers and specialty distributors br * Specialty pharmacy br * PBM owned Specialty and Mail order pharmacies National Account Directors are accountable for achieving AZ's sales and product access objectives within national account channels/segments. National Account Directors, Specialty represent the portfolio of AZ specialty products (Infectious Disease and Oncology). br br Accountabilities: br br * Conduct business in accordance with AZ Code of Conduct as well as other appropriate company policy. br * Influence high-level decision-makers within the channel sector by developing and maintaining critical business relationships to ensure sales success as well as compliance with distributor agreements. br * Present, negotiate and execute performance contracts with various trade channels supporting the supply and access for AZ brands. br * Present clinical information within company policy and product prescribing information supporting the utilization of AZ brands. br * Analyze and monitor contract performance while providing support for national account customer. br * Execute brand marketing programs and strategy. Manage and expand product access, utilization, and/or sales of national accounts to maximize company objectives. br * Accountability for business development opportunities with accounts that have national scope of business or that covers multiple regions and geographies. br * Provide strategic input to key internal stakeholders on national account segments. br * Monitor and maintain a high level of awareness of pricing regulations and third party reimbursement policies. br * Review and analyze alternative classes of trade for AZ products to maximize opportunity in agreed upon national account segments/channels. br * Enforce contract terms and conditions agreed upon with national account customers.. br * Partner with internal cross functional partners (MAPS, Sales, Operations, brands) to appropriately achieve business objectives and resolve national account related issues. br * Represent AZ at key conferences and vendor functions, which impact relationships with key customers. (ARMADA, NASP, AMCP, etc.). br * Assist with State Medicaid issues where necessary relative to specialty pharmacy support. br * Knowledge of payer environments including PBM and payer owned pharmacies. br * Maintain an outstanding level of knowledge of pull through opportunities, program development, projected impact, and implementation techniques. br * Proficient with data modeling, reporting format set up and implementation, data insights utilization to manage customer value and impact on patients and the Specialty Care business br br Competencies: br Technical: br br * Knowledge of AZ product prescribing information br * Well developed negotiating skills br * A high level of awareness and understanding of the implications and opportunities of contract strategy br * A thorough knowledge of strategic marketing and selling br * An in-depth knowledge of key account selling for targeted channels/segments br * Proficiency with software applications and customer relationship management tools br * In-depth knowledge of contract offerings and their applications br * A high level of knowledge of current reimbursement modalities, including AWP, WAC, ASP, margin, spread, and MAC pricing. br * A thorough understanding of all corporate policies and procedures including Code of Conduct. br * Thorough understanding of Access support and services. br * An in-depth knowledge of the marketplace and applies that understanding to targeted national account segment/channel marketing, distribution strategy development and implementation to accomplish business objectives. br * The ability to influence key decision makers in targeted national account segment/channel. br * Recognized as a resource to cross functional partners responsible for targeted national account segments/channels. br br Planning and Analysis: br br * Plan, organize, and analyze in order to accomplish company and individual sales and business objectives. br * Maintain ability to develop, plan specific activities, implement, monitor, and adjust all-inclusive pull through plans that involve sales and sales management. br * Annually update targeted account business plans. br * Manage expenses within set budgetary guidelines. br * Manage all assigned accounts through proper use of travel and administrative time. br * Maintain accurate targeted national account profiles and customer interactions via Mi Mosaic customer relationship management tool. br br Communication: br br * Strong oral, written, and group communication skills with internal and external customers. br * Effective communication with targeted national accounts including C-suite customers br * In a timely and accurate manner, submit all budgetary information, expense reports and administrative reports as requested. br * Maintain frequent contact with Executive Director, National Channel, MAPS and sales force colleagues. br * Demonstrate ability to lead cross functional teams internally without direct reporting responsibility.