Key Accounts Manager
About AstraZeneca
AstraZeneca is a global, science-led, patient-focused biopharmaceutical company that focuses on the discovery, development and commercialization of prescription medicines for some of the world’s most serious diseases. But we’re more than one of the world’s leading pharmaceutical companies.
Position Objective
To drive access and advocacy for AstraZeneca’s Rare Disease (RD) portfolio by developing deep ecosystem engagement, increasing early diagnosis, and implementing sustainable pathways for patient care through stakeholder collaboration and strategic account management.
Key Responsibilities
1. Therapy Area Awareness & Advocacy
Drive awareness of rare disease therapy areas and AZ’s portfolio through scientific engagement and education.
Develop and nurture key therapy area advocates within institutions and professional networks.
2. Cross Collaboration
Implement the Multi-Disciplinary Team (MDT) approach in collaboration with the medical team/ Govt Affairs/PA/MA to improve treatment access & outcomes.
Map patient journeys to identify diagnostic gaps and co-create patient-centric solutions with healthcare providers.
3. Ecosystem & Stakeholder Engagement
Understand and map the rare disease ecosystem within assigned Centres of Excellence (COEs)/CARE/ Key Pvt Accounts
Engage with key stakeholders including:
Nodal officers, caregivers, local RD committees, and purchase officers within COEs & build on the referral network from Medical Colleges & Pvt Hospitals to unlock access.
State health departments, DGME, and State RD Nodal Officers to shape state-level RD policy and inclusion in collaboration with Access/Public affairs.
Reimbursement influencers to build sustainable funding and reimbursement models for government cases (CARE).
4. Strategic Account Management
Lead end-to-end account management: from lead generation to tender execution, procurement, and PO tracking in both public and private accounts.
Develop deep insights into account strategy, decision-making processes, and stakeholder motivations.
Serve as the single point of contact for therapy- and brand-related queries across accounts.
5. Commercial Execution & Business Impact
Execute strategic plans to drive patient access, therapy uptake, and sales targets.
Ensure timely implementation of commercial contracts and inclusion of new products/SKUs across accounts.
Inspire institutional stakeholders through value-driven propositions and innovative access solutions.
Forecast, manage inventory, and report on private account trends and performance insights.
6. Cross-functional Collaboration
Work cross-functionally with the Launch Excellence, Medical Affairs, Government Affairs, and Market Access teams to align initiatives and share actionable insights.
Co-develop value propositions that address account-specific challenges and support launch readiness.
Qualifications & Experience
Education:
Bachelor’s degree in Life Sciences, Pharmacy, Medicine, or a related field. MBA or Public Health degree preferred.
Experience:
Minimum 5–7 years of experience in pharmaceutical sales, market access, or healthcare stakeholder engagement.
Experience in rare diseases, specialty care, or institutional sales is highly desirable.
Skills & Competencies:
Strong ecosystem understanding and stakeholder management
Strategic thinking and problem-solving capability
Excellent communication and influencing skills
Deep empathy for patient needs and ability to drive patient-centric solutions
Strong business acumen, planning, and execution skills
Travel Requirement
Willingness to travel within assigned territory as per business needs (approx. 30–50%).
Why AstraZeneca?
At AstraZeneca, we are united by our purpose — to push the boundaries of science to deliver life-changing medicines. This role offers a unique opportunity to be at the forefront of rare disease innovation and help patients access critical, often life-saving therapies.
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