Executive Director, National Payer
Wilmington , Delaware
December 17, 2017
At AstraZeneca we turn ideas into life changing medicines. Working here means being entrepreneurial, thinking big and working together to make the impossible a reality. We're focused on the potential of science to address the unmet needs of patients around the world. We commit to those areas where we think we can really change the course of medicine and bring big new ideas to life. As a Executive Director, National Payer in Wilmington, DE you'll play a pivotal role in channeling our scientific capabilities to make a positive impact on changing patients' lives. North American Commercial is the 'face' of AstraZeneca and MedImmune to our many healthcare clients. They represent many of the most well recognized and respected products in the industry, and build strong relationships with healthcare professionals.
The Executive Director, National Payer is responsible for driving the strategy for AZ relationships with the large national payer organizations in the US.   Collaborating with senior leaders in market access, insight, sales, finance, and medical affairs to align approaches to our largest customer access groups. The Executive Director, National Payer will lead a team of very experienced individuals who engage with the C suite in these organizations as they develop key relationships, negotiate contracts, and partner with brand teams to develop programs and pull through recommendations for these accounts.
Additionally, the Executive Director, National Payer is primarily responsible for the implementation of strategies for increasing sales within customers' covered lives. This includes development of market objectives and strategies to ensure acceptance of the Company's products by maximizing opportunities based on payer or access.  Coordinating and lead our approach to national payer accounts as well as Federal/DoD for the entire AZ product portfolio.  Responsible for the national customer team budget for assigned national accounts and ensuring alignment with strategic and financial objectives of the overall business.  Collaborate closely with field sales across all therapeutic areas, medical, corporate affairs and all internal stakeholders to maximize value of AZ to customers.
The Executive Director, National Payer  will develop a sales strategy customized to the managed market environment, to help AstraZeneca maximize its sales and profits in this area.  Ensures this strategy fits within broader AstraZeneca sales goals and strategies, and is properly cascaded throughout the function.  Monitors developments among government plan and private insurers to build strategies that will enable AstraZeneca to exploit these to their full potential.  Employs own expertise of the managed market area, along with collected market data, to support and influence the development of the broader sales and marketing strategy.  Helps set long-term sales targets and supports managed market sales teams in their efforts to satisfy these.  Oversees the development of customer strategy for national payer accounts and Federal/DoD. In collaboration with Brand Senior Leaders, set access targets for Senior Directors and National Account Directors.  Individually build/help Senior Directors and National Account Directors build strong, networked relationships throughout customer organizations, and develops/strengthens key relationships with account senior management and decision makers.  Troubleshoots particularly challenging opportunities with Senior Directors and National Account Directors.  Proactive in resolving and responding to identified issues and challenges of accounts.  Represents national payer team needs to Brand Teams and Market Access Governance and Enterprise Solutions leadership in discussions of programs, activities, and pull-through priorities.  Oversees contracting negotiations within GOA guidelines, troubleshooting and coaching as needed.  Knowledge of/familiarity with Market Access AZ resources/processes
Ability to form and sustain relationships across a customer organization.  Ability to facilitate, integrate, and deliver multiple corporate resources to customer.  Contracting/negotiations expertise/training.  Approximate number of people managed in total (all levels) = 15
  • MBA in marketing or other relevant field
  • Considerable pharmaceutical experience
  • Considerable sales and marketing experience
  • Comprehensive understanding of sales and distribution channels of pharmaceutical products in local market
  • Extensive knowledge and experience in the managed sales market
  • Thorough understanding of market dynamics across multiple therapeutic areas and across various business segments
  • Account management experience with a demonstrated proficiency for contracting and marketing
  • History of performance in managing towards business objectives (e.g., sales or share increases)
  • Marketing experience considered a plus (but marketing aptitude mandatory)
  • Proven track record of managing large teams and making appropriate tradeoffs to meet business objectives
  • Experience of leading national sales teams
Key Relationships to reach solutions:
Internal (to AZ or team)
  • Senior Leadership Team
  • Local market leaders
  • Production teams
External (to AZ)
  • Senior marketing professionals in other firms and organisations
  • Senior contacts in government and private insurers managed markets departments
Next Steps -- Apply today!
To be considered for this exciting opportunity, please complete the full application on our website at your earliest convenience -- it is the only way that our Recruiter and Hiring Manager can know that you feel well qualified for this opportunity. If you know someone who would be a great fit, please share this posting with them.
AstraZeneca is an equal opportunity employer. AstraZeneca will consider all qualified applicants for employment without discrimination on grounds of disability, sex or sexual orientation, pregnancy or maternity leave status, race or national or ethnic origin, age, religion or belief, gender identity or re-assignment, marital or civil partnership status, protected veteran status (if applicable) or any other characteristic protected by law. AstraZeneca only employs individuals with the right to work in the country/ies where the role is advertised.

A little about us:
MedImmune is the global biologics research and development arm of AstraZeneca

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