National Specialty & Channel, Account Director, Channel Segment

AstraZeneca   •  

Wilmington, DE

Industry: Pharmaceuticals & Biotech

  •  

5 - 7 years

Posted 24 days ago

This job is no longer available.

Overview:

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:

oFull Line Wholesalers

oSpecialty Distributors

oSpecialty Pharmacies (PBM / Payer owned, Non-Payer owned, IDN's) within our contracted network

oRetail & Mail pharmacy chains (Retail, Grocery, Mass Merchants, Independents)

o National Account Directors are accountable for achieving AZ's sales and product access objectives within national account channels/segments. National Account Directors, Channel represent the entire portfolio of AZ primary care & specialty products.

National Account Director, Channel Job Responsibilities:

o Conduct business in accordance with AZ Code of Conduct as well as other appropriate company policy

oCreate and maintain strategic plans for top accounts

oAbility to engage the customer and influence various aspects within organization

oWork closely with National Accounts team

oProficient utilization of data, scorecards and analytics tools to monitor performance and drive contract and service performance of wholesalers and distributors

oCollaborate with external customers, AZ brand teams and other functions to develop and implementation of patient service programs. Examples; programs could be focused adherence, affordability, education or a combination

oCollaborate with external customers, AZ brand teams and other functions to development and implementation of HCP programs/services (Physician, Pharmacist, Pharmacy Tech)- examples: product/disease awareness campaigns, affordability support etc.

oProficient utilization of data, scorecards and analytics tools to monitor performance and drive contract and service performance of wholesalers and distributors

oProficient with data modeling, reporting format set up and implementation, data insights utilization to manage customer value and impact on patients in the Specialty Pharmacy segment

oInfluence 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

oPresent, negotiate and execute performance contracts with various trade channels supporting the supply and access for AZ brands

oPresent clinical information within company policy and product prescribing information supporting the utilization of AZ brands

oAnalyze and monitor contract performance while providing support for national account customer

oExecute brand marketing programs and strategy

oManage and expand product access, utilization, and/or sales of national accounts 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

·Review and analyze alternative classes of trade for AZ products to maximize opportunity in agreed upon national account segments/channels

·Enforce contract terms, requirements and conditions agreed upon with national account customers

·Partner with internal cross functional partners (Market Access, Sales, Operations, brands) to appropriately achieve business objectives and resolve national account related issues

·Represent AZ at key conferences and vendor functions, which impact relationships with key customers (HDMA, NACDS, PCMA, ASHP, Asembia, AMCP, NASP, etc.)

·Assist with State Medicaid or VA/DOD issues where necessary relative to specialty pharmacy support

·Knowledge of payer environments including PBM and payer owned pharmacies

·Maintain an outstanding level of knowledge of pull through opportunities, program development, projected impact, and implementation techniques


Qualifications:

Required:

·Bachelor's degree

·High levels of understanding of the entire national account segment/channels including payer, trade distribution network, and specialty pharmacy providers

· 5+ years of experience dealing with the drug distribution networks and other targeted national account segments/channel

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

·Strong interpersonal skills

·Ability to think conceptually, analytically, independently and strategically

·Overnight travel of 50% may be required