Regional Account Director ( PA & DE )

Astra Usa   •  


Industry: Biotech/Pharma


Not Specified years

Posted 354 days ago

  • Developing and maintaining strong working business partnerships with C-Suite and influential leaders in senior management at the customer with a goal of understanding unique business needs, model and strategic challenges
  • Assimilating market insight, customer and AZ priorities to develop a strategy that will serve as a catalyst to drive short term results while preparing for long term success.
  • Developing strategic account plans, driving consistent execution of account plans/strategy across the organization for target accounts, fully engaging customer facing roles including field sales leadership.
  • Creating synergistic opportunities based on an understanding of dynamics of the healthcare environment including interdependencies and influence
  • Building strong, networked relationships throughout account customer organizations, and developing/strengthening key relationships with account senior leadership and decision makers
  • Prioritizing account projects/initiatives that address changing customer and market requirements
  • Increasing payer awareness among key stakeholders (Pharmacy and Medical) in priority accounts across portfolio (large and small molecule)
  • Informing and advising Brand and Sales Leadership of geographic opportunities and risks
  • Driving absolute sales growth with focus on highest impact launches and growth cases
  • Maximizing profitability of LOE brands
  • Being a catalyst for payer changes to utilization management in Oncology/Specialty
  • Understanding and obtaining buy-in for all deal/no-deal contract strategies with all aligned partners.
  • Innovate by bringing ideas/solutions back to the business
  • Proactive in identifying issues and challenges with accounts. Engages with appropriate resources for development of contract offers and program / service agreements.
  • Build and articulate a business case using facts and data to provide actionable solutions to deliver value in short and long term.
  • Acts as focal point for the operational advancement of the contracts/agreements through internal processes. Presents and negotiates key deal terms with customers or provides insight to PBM downstream accounts regarding new pricing and national PBM formulary decisions.
  • Monitors full account contracting process including accuracy of all contract terms such as: key operational terms; rebate rates and administrative fees, market basket details, Formulary position information and request non-direct contract accounts to secure financial modelling from their PBMs.
  • Inform brand and organization strategy based on assimilated knowledge of the market. 
  • Deep understanding of specialty care marketplace and landscape, reimbursement model, and Rx to dispense
  • Working with customers to ensure medical policies are scientifically current and ensure coverage policies are in alignment with brand strategies at launch


  • Bachelor's degree
  • Considerable pharmaceutical experience
  • Thorough understanding of market dynamics across multiple therapeutic areas and across various business segments
  • Knowledge of the managed market dynamics and competitive landscape
  • Demonstrated ability to work collaboratively with and influence peers and educate management regarding account needs
  • Exhibited ability to manage multiple, concurrent work streams in diverse functions and therapeutic areas
  • Demonstrated communication and platform skills
  • Demonstrated leadership, project management and team development ability
  • Strong customer facing skills
  • Strong understanding of the broader healthcare environment and impact to customer.
  • Demonstrated negotiating capability
  • Experience with organized customers preferably at the C-Suite level and delivering value proposition of portfolio of products
  • Ability to learn and effectively communicate with customer’s detailed clinical information regarding AZ and competitive medicines across the entire AZ portfolio.


  • Account management experience with a demonstrated proficiency for contracting and marketing
  • Deep understanding of the specialty care marketplace and specialty reimbursement landscape model
  • Experience with intermediary (health plan, PBM, GPO, VA/MTF) type customers and delivering effective formulary access
  • Understanding of financial concepts and contracting issues including legal and best price implications
  • Prior experience in sales management or general management
  • Prior experience in managed care at a pharmaceutical company or managed care organization

Job reference: R-015805