Commercial Private Account Lead

Commercial Private Account Lead

Private Commercial Lead are responsible for project management, negotiation and contracting for portfolio products (either within one or across several therapeutic areas) in the private market in a single country.  

A Private Commercial Lead understands deeply of the private ecosystem; customers and stakeholders (private hospitals , insurers , oncology centers, infusion centers and distributors), expertly leverages resources to personalize customer engagements and demonstrate the company value. Builds trusting long-term customer relationships and informs and guides to change mindsets.

Aligned with the Brand Priorities so that they can support brand purchase and access in these accounts.

Contribute with strategics plans to overpass the sales objectives and maximize market share growth on private market, looking forward new market opportunities developing innovative plans to create long terms relationships with the accounts adding competitive advantage at the market.

Identifies key stakeholders in market and establishes relationships with key influencers and decision makers to facilitate market access for new products and to maintain/optimize market access for existing products in coordination with all involved departments across the organization.

Has a deep understanding of the health private institutions and accounts in charge (Insurers, Oncology Centers and Private Hospitals) and an expertise especially in the area of market access to contribute with the organization goals in the different key therapeutic areas.

Resposibilities:

• Understanding the value of data and has the discipline to gather, use and feed datasets to drive insights and decisions in the accounts
• Identifies what information is needed for a specific business purpose and generally is able to capture and share correctly into relevant and translates data into actionable insights to  reach the objectives
• Data-Driven Decision Making  and Planning.
• Understanding the product journey, logistical, chain value and decision-making processes within the account to give to evolve the data into actionable insights; acts on insights made available to them.
• Identifying Account Stakeholders and understanding their perspectives, our competitors and the healthcare environment related to product listing and purchasing
• Completing a deep competitor analysis for the account
• Obtaining an in-depth understanding of the account’s unmet and evolving needs in the purchase or listing process.
• Understanding the internal Brand situation and needs relative to this account.

Education, Experience and Skills:

• Degree in Business (Sales/Marketing) or relevant subject or fields (e.g. chemistry, medicine, engineer, manufacturing or research)
• Experience working in a customer-facing role
• Experience leading teams
•  Finance background either through education or experience
• Strong knowledge of customer/business strategy 
• Understanding of local healthcare and reimbursement systems

Professional Competencies-Required: 

• Business & Financial Acumen
• Working Across Boundaries
• Strategic Thinking
• Project Management
• Productive Communication
• Problem solving
• Influencing/Negotiation skills

Commercial Competencies-Required:

• Customer & Market Insights
• Customer Engagement.
• Strategic Business Management
• Market Access
• Product knowledge and portfolio management
• Regulatory and compliance knowledge
• Account Management
• Lifecycle Management

Sales & Account Management Competencies-Required:

• Sales Acumen
• Customer segmentation and targeting
• Market Management
• Inventory and supply chain knowledge

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 authorisation and employment eligibility verification requirements.