AstraZeneca
Biopharmaceutical
KeyAccountsManager-PublicChannel
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“Key Accounts Manager - Public Channel at AstraZeneca. Skills: Account Management, Sales, Negotiation. Lead business performance across assigned accounts. Drive formulary inclusion and access breakthroughs”
What You'll Achieve.
Build partnerships that accelerate formulary inclusion; Unlock access pathways; Ensure timely supply; Own delivery across government and designated institutional accounts; Turn insight into action; Convert opportunities into sustainable business; Translate portfolio into real outcomes for patients; Secure brand inclusion; Ensure consistent availability; Lead business performance aligned to objectives and growth targets; Expand reach and impact; Translate opportunities into realized business; De-risk and accelerate conversion; Resolve issues and deliver account priorities on time; Strengthen competitiveness; Maintain alignment and pace; Raise execution standards; Contribute to team effectiveness
Industry & Context.
What They're Looking For.
Must Have
Minimum Graduation / bachelor's degree in science, A minimum of 2 years working as a KAM (Institutional Business), 7–8 years of total sales experience, Professional proficiency in English, interpersonal skills, organizational skills, collaborator leadership skills, Able to communicate technical information successfully to diverse audiences, Demonstrates planning and execution rigor, good commercial understanding, negotiation and influencing capability, Works cross-functionally, Interprets account needs and translates them into business actions, Shows high personal accountability and customer focus, comprehensive digital literacy, proficiency in Microsoft Office applications, Consistent, professional conduct with adherence to internal policies and external regulations
Nice to Have
Proficiency in Hindi and other relevant local languages, Shown understanding of AstraZeneca’s brand portfolio and related therapeutic areas, especially Oncology, Understanding of local institutional business and government account government policies relevant to pharmaceutical business, Experience with tender documentation and institutional procedures, Key account business experience within Oncology and/or Immunology, Field sales and account management experience beyond the sales management exposure and understanding of field capability development, Knowledge of the local pharmaceutical market, healthcare environment, customer landscape, awareness of current industry environment and likely future trends, Shown commercial execution in institutional settings
What You'll Do.
Lead business performance across assigned accounts
Drive formulary inclusion and access breakthroughs
Develop and implement account-specific strategies
Ensure follow-up on orders and supply coordination
Identify and cultivate relationships with key decision-makers
Monitor procurement processes and tender timelines
Coordinate with Distribution
Use insights to sharpen execution and advise strategy
Participate in compliant discussions on pricing
Share clear updates on progress
Operate with integrity and adherence to policies
Demonstrate ownership and adaptability
How You'll Work.
Team & Collaboration
Align internal teams around clear plans; Coordinate with Distribution, Finance, Medical, Sales, and other teams; Share clear updates on progress, risks, and opportunities with collaborators
Communication Scope
Able to communicate technical information successfully to diverse audiences
Full Job Description
**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 planet's most serious diseases. But we’re more than one of the world’s leading pharmaceutical companies. **Introduction to role:** Do you feel prepared to build access to life-changing medicines across leading public hospitals and institutions? This role places you at the center of building partnerships that accelerate formulary inclusion, unlock access pathways, and ensure timely supply—so more patients can receive innovative treatments when they need them most. As the Lead Account Manager – Public Channel, you will own delivery across government and designated institutional accounts. You will turn insight into action, align internal teams around clear plans, and convert opportunities into sustainable business. Your work will help translate a rapidly advancing portfolio—particularly in Oncology—into real outcomes for patients served by public healthcare systems. How will you build trust with procurement leaders and clinical influencers to secure brand inclusion and ensure consistent availability? **Accountabilities:** * Account Ownership and Delivery: Lead business performance across assigned government and institutional accounts, aligned to objectives and growth targets. * Access and Formulary Progress: Drive formulary inclusion, access breakthroughs, procurement progression, and preferential brand uptake to expand reach and impact. * Customer-Centric Planning: Develop and implement account-specific strategies based on institutional needs, therapy priorities, and decision-making pathways. * Conversion and Fulfilment: Ensure well-adapted follow-up on orders, supply coordination, and liquidation to translate opportunities into realized business. * Collaborator Mapping and Engagement: Identify and cultivate relationships with key decision-makers, procurement tea
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