(Sr.) Key Account Manager

Typical Accountabilities:

• Develops and executes strategic account plans for key hospitals within own territory, with a strong focus on accelerating access for AstraZeneca’s new products and securing first orders in a timely manner.

• Drives effective hospital account management across a complex product portfolio, ensuring strong prioritisation, coordinated engagement, and alignment with AstraZeneca’s overall business strategy.

• Builds and maintains strong relationships with key external stakeholders, primarily within hospitals, including hospital directors, procurement teams, and pharmacy leadership.

• Leads account engagement to support successful product listing, market entry, and price protection, while ensuring execution is aligned with internal policies and compliance requirements.

• Identifies account-specific opportunities and barriers related to product adoption, formulary access, purchasing processes, and stakeholder alignment, and works with relevant internal teams to address them.

• Coordinates cross-functional collaboration within AstraZeneca to support account objectives, including product access, account strategy execution, and issue resolution.

• Monitors progress across priority accounts in the territory, tracks business opportunities and risks, and ensures appropriate follow-up actions are taken to maximise account performance.

• Maintains up-to-date knowledge of the local healthcare environment, hospital decision-making processes, and market dynamics relevant to AstraZeneca’s portfolio.

• May have some budgetary responsibility in support of account activities and territory execution.

Typical People Management Responsibility (direct / indirect reports):

• Approximate number of people managed in total (all levels) - None

• Matrix Manager – (projects/dotted line)

What is the global remit? (how many countries will the role operate in?):

• Own country

Education, Qualifications, Skills and Experience:

• Essential: Bachelor’s degree in relevant discipline

• Essential: Solid experience in the pharmaceutical industry, with strong exposure to hospital account management, key account strategy, or sales leadership

• Essential: Proven experience engaging with hospital stakeholders, including senior leadership, procurement, and pharmacy-related functions

• Essential: Experience managing complex product portfolios and driving product access or uptake in hospital settings

Key Relationship to reach solutions:

• Internal (to AZ or team): Sales, Marketing, Market Access, Medical, Commercial Excellence, and other relevant cross-functional teams across AstraZeneca

• External (to AZ): Key hospitals and hospital stakeholders, including hospital directors, procurement teams, and heads of pharmacy

Date Posted

Closing Date

AstraZeneca embraces diversity and equality of opportunity.  We are committed to building an inclusive and diverse team representing all backgrounds, with as wide a range of perspectives as possible, and harnessing industry-leading skills.  We believe that the more inclusive we are, the better our work will be.  We welcome and consider applications to join our team from all qualified candidates, regardless of their characteristics.  We comply with all applicable laws and regulations on non-discrimination in employment (and recruitment), as well as work authorization and employment eligibility verification requirements.