Do you have expertise in, and passion for Account Management? Would you like to apply your expertise to impact the Vaccines business in a company that follows the science and turns ideas into life changing medicines? Then AstraZeneca might be the one for you!
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 disease. But we're more than one of the world's leading pharmaceutical companies.
At AstraZeneca we're dedicated to being a Great Place to Work. Where you are empowered to push the boundaries of science and unleash your entrepreneurial spirit. There's no better place to make a difference to medicine, patients and society. An inclusive culture that champions diversity and collaboration. Always committed to lifelong learning, growth and development.
The Vaccine Business Manager (VBM) is a key member of the Infectious Diseases Unit, playing a critical role in supporting AstraZeneca's customer engagement model. VBMs are directly responsible for engaging with customers in ways which will positively impact public health and support immunization programs.
What you'll do
VBMs will work with local market teams to understand and identify customer needs, proactively align products and services, support flu vaccine pull-through activities, and ensure that AZ is viewed as bringing value to healthcare professionals and their patients. The VBM is also responsible for ensuring activities adhere to the spirit and letter of AstraZeneca Policies and US Laws and Regulations. This is a customer-facing role and will report to the Head of Sales, AZ Infectious Diseases.
Account Management and Contracting
Develop and maintain a business plan for identified accounts, tracking agreed upon metrics to evaluate regional performance and assess local strategy
Maximize account performance by building long-term relationships through collaborative planning and immunization approaches
Understand complex account challenges and interdependencies, coordinating and working with a wide array of stakeholders to deliver on the account plan
Work consistently with account personnel to demonstrate an understanding of vaccine needs, account challenges, plans and protocols. Understand and know each role in the office (e.g., office manager, medical assistants, nurses, physicians) related to support of account immunization programs
Appropriately conduct customer business reviews with key stakeholders, discussing the financial impact of contracts in support of immunization programs and protocols
Maintain complete knowledge and understanding of AZ vaccine contract terms and conditions. Apply this knowledge and that of ordering patterns to optimize customer vaccine purchases which support office protocols and vaccination goals
As appropriate, assist customers with procurement options, product transition, product supply challenges or other organizational needs
Accurately and routinely document call activity and appropriate information in AZ's Customer Relationship Manager
Ask strategic questions to build knowledge on aligned customer needs/goals
Provide information and resources that appropriately connect assigned accounts with the appropriate value proposition or solution
Build trust with customers and demonstrate value in selling situations, conducting interactions that deliver solutions through common goals and across diverse customer segments
Work cross-functionally and coordinate with AstraZeneca's National Account Managers, Inside Sales Team and other customer-facing teams to provide support and resources that assist customers in achieving vaccine uptake
Leverage customer insights to provide comprehensive solutions to previously unmet and evolving healthcare needs
Understand and appropriately converse about current health care trends per company guidance, including: Accountable Care Organizations, Patient Centered Medical Homes, Health Care Reform and US government vaccine programs
Customer Segmentation & Focus
Identify customer segments that share similar characteristics and buying behaviors and apply this information to focus on customers effectively
Work with your line-manger to identify key customer segments, channels, and regional opportunities. Prioritize business across many different types of customer segments including: State Awardees and Government funded groups (VA, DoD, FQHCs) and private Health Systems, Independents, etc.
Customize discussions and client interactions based on an understanding of each customer
Engage in meaningful discussions about products with HCP customers, informed as to where they stand in the buying decision cycle
Act as primary AZ vaccines expert and point of contact for identified customers
This territory covers New York and Connecticut. Ideal candidate will reside anywhere within the territory.
Essential for the role
BS/BA accredited degree
4+ years proven successful experience in pharmaceutical or biotech account management or specialty medicine/medical sales and a documented successful work history
Exceptional communication and collaboration skills
Ability to work independently and lead without authority
Desirable for the role
Vaccines, Buy-and-Bill and Contracting experience
Experience in Public Health and/or Pediatric/FP Sales
At AstraZeneca we're dedicated to being a Great Place to Work. Where you are empowered to push the boundaries of science and unleash your entrepreneurial spirit. There's no better place to make a difference to medicine, patients and society. An inclusive culture that champions diversity and collaboration, and always committed to lifelong learning, growth and development. We're on an exciting journey to pioneer the future of healthcare.
So, what's next?
Are you already imagining yourself joining our team? Good, because we can't wait to hear from you.
Where can I find out more?
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