National Account Director, Dialysis Organizations

AstraZeneca   •  

Wilmington, DE

Industry: Pharmaceuticals & Biotech

  •  

Not Specified years

Posted 23 days ago

This job is no longer available.

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:

  • Dialysis Organizations (DOs)
  • Full Line Wholesalers
  • Specialty Distributors
  • Specialty Pharmacies (PBM / Payer owned, Non-Payer owned, IDN's) within our contracted network
  • Retail & Mail pharmacy chains (Retail, Grocery, Mass Merchants, Independents)
  • National Account Directors are accountable for achieving AZ's sales and product access objectives within national account channels/segments. National Account Directors represent the entire portfolio of AZ primary care & specialty products.


Responsibilities:

  • Conduct business in accordance with AZ Code of Conduct as well as other appropriate company policy
  • Create and maintain strategic plans for top accounts
  • Ability to engage dialysis customer and influence various aspects within organization
  • Provides ongoing support to dialysis customers through regular contact, maintaining relationships and implementing strategic programs for account penetration
  • Work closely with National Accounts teams, as needed
  • Proficient utilization of data, scorecards and analytics tools to monitor performance and drive contract and service performance of wholesalers and distributors
  • Supports sales activities and initiatives within regional dialysis groups, collaborating with dialysis sales consultants and sales support staff to not only maintain business, but increase account penetration and profitability
  • Collaborate with external customers, AZ brand teams and other functions to development and implementation of programs, services and contracts
  • Proficient utilization of data, scorecards and analytics tools to monitor performance and drive contract and service performance of DO customers
  • Proficient with data modeling, reporting format set up and implementation, data insights utilization to manage customer value and impact on patients in the DO segment
  • Influence high-level decision-makers within the DO sector by developing and maintaining critical business relationships to ensure sales success as well as compliance with agreements
  • Present, negotiate and execute performance contracts with DOs supporting the supply and access for AZ brands
  • Present clinical information within company policy and product prescribing information supporting the utilization of AZ brands
  • Analyze and monitor contract performance while providing support for dialysis organization
  • Execute brand marketing programs and strategy
  • Manage and expand product access, utilization, and/or sales of dialysis organizations to maximize company objectives
  • Accountability for business development opportunities with accounts that have national scope of business or that covers multiple regions and geographies
  • Provide strategic input to key internal stakeholders on national account segments
  • Monitor and maintain a high level of awareness of pricing regulations and third-party reimbursement policies
  • Enforce contract terms, requirements and conditions agreed upon with DO customers
  • Partner with internal cross functional partners (Market Access, Sales, Operations, brands) to appropriately achieve business objectives and resolve DO account related issues
  • Represent AZ at key conferences and vendor functions, which impact relationships with key customers
  • Knowledge of payer environments including PBM's
  • Maintain an outstanding level of knowledge of pull through opportunities, program development, projected impact, and implementation techniques
  • Proficient with data modeling, reporting format set up and implementation, and data insights utilization to manage customer value and impact on patients and the specialty care business

Qualifications:

Required:

·Bachelor's degree

·High levels of understanding of the entire DO account segment/channels

·Must have current good standing account relationships with DO

·Previous experience dealing with the dialysis organizations is required

·Proficient in MS Office Suite

·Sales, sales leadership, field reimbursement or regional account management experience

·Strong interpersonal skills

·Ability to think conceptually, analytically, independently and strategically

·Overnight travel of 50% may be required

·Renal / Nephrology experience required

Desirable:

  • Advanced business or science degree
  • Managed Care/Market Access experience