Director, Channel Accounts

Location: Field-Based USA - ALEXION

The Director, Channel Accounts is responsible for managing strategic relationships and negotiating contracts with national channel customers to support the appropriate and seamless flow of Alexion medicines to patients. This field-based role will develop and execute channel strategies across specialty pharmacy, specialty infusion pharmacy, specialty distribution, and wholesale accounts.

The Director will oversee account performance, maintain relationships with senior channel executives, communicate the value of Alexion medicines using approved resources, and provide education on channel operations policies. The role will also conduct business reviews to support contract compliance and collaborate closely with market access, medical, HEOR, patient services and other cross-functional stakeholders to address customer priorities and advance patient access.

Key Responsibilities

• Channel strategy: Implement channel strategies for designated specialty pharmacy, specialty infusion pharmacy, specialty distributor, and wholesale accounts to support appropriate patient access to Alexion medicines.
• Contract negotiations: Lead negotiations and manage contracts with assigned channel accounts in alignment with established trade contract strategies.
• Account performance: Monitor and oversee the performance of assigned accounts, identifying opportunities for operational improvement and stronger business outcomes.
• Executive relationships: Cultivate and maintain relationships with senior channel executives by developing a thorough understanding of their organizational structures, business objectives, and strategic priorities.
• Customer engagement: Engage with specialty pharmacies, specialty infusion pharmacies, specialty distributors, and wholesalers to support seamless product flow and effective channel operations.
• Value communication: Use approved resources and collaborate with internal subject matter experts to communicate the value of Alexion medicines to channel customers.
• Policy education: Educate internal and external partners on channel operations policies to support effective strategic planning and execution.
• Business reviews: Conduct periodic business reviews with contracted customers to assess performance, monitor compliance with contract terms, and address issues or opportunities.
• Cross-functional collaboration: Partner with market access stakeholders, including medical liaisons, to provide insights into customer-specific priorities, relationships, and market dynamics.
• Customer-specific support: Engage cross-functional stakeholders, including Health Economics and Outcomes Research (HEOR), as needed to support external-facing customer meetings and business objectives.
• Field-based execution: Travel regularly to meet with channel customers and internal stakeholders, including significant overnight and weekend travel as required.

Mandatory Requirements

• Education: Bachelor’s degree required.
• Industry experience: 7–10 years of experience in the biopharmaceutical industry.
• Trade account management: At least 5 years of experience in a trade account management role with responsibility for national customers.
• Channel expertise: Expert knowledge of U.S. market access channel segments, including specialty pharmacy, specialty distribution, and home infusion.
• Reimbursement knowledge: Strong understanding of reimbursement methodologies used by commercial and government payers across both medical and pharmacy benefits.
• Customer relationships: Established relationships with national channel customers.
• Business capabilities: Excellent communication, relationship management, negotiation, and influencing skills.
• Scientific aptitude: Clinical, technical, and scientific knowledge and aptitude in complex disease states.
• Travel: Willingness to travel at least 50% of the time, including significant overnight and weekend travel.
• Driving requirements: Valid driver’s license and a clean driving record.
• Field-based requirements: Ability, with or without reasonable accommodation, to travel by public transportation, automobile, train, or plane; work comfortably in a clinical setting; use a computer; communicate by phone, video, and electronic messaging; solve problems; engage in complex and non-linear thought, analysis, and dialogue; collaborate effectively; and maintain general availability during standard business hours.

Desirable Requirements

• Advanced degree: MBA, MPH, or another relevant advanced degree.
• Strategic experience: Demonstrated success in developing and implementing trade strategies.
• Rare disease expertise: Experience establishing or optimizing distribution networks for rare disease medicines.
• Operational improvement: Demonstrated success delivering channel operational improvements.
• Complex market access experience: Experience working across specialty pharmacy, specialty infusion, specialty distribution, wholesale, and medical and pharmacy benefit environments.

The annual base pay for this position ranges from  $192,126 - $288,189 USD Annual. Base pay offered may vary depending on multiple individualized factors, including market location, job-related knowledge, skills, and experience.  Our positions offer eligibility for various incentives—an opportunity to receive short-term incentive bonuses, equity-based awards for salaried roles and commissions for sales roles. Benefits offered include qualified retirement programs, paid time off (i.e., vacation, holiday, and leaves), as well as health, dental, and vision coverage in accordance with the terms of the applicable plans.

Additional details of participation in these benefit plans will be provided if an employee receives an offer of employment. If hired, employee will be in an “at-will position” and the Company reserves the right to modify base pay (as well as any other discretionary payment or compensation program) at any time, including for reasons related to individual performance, Company or individual department/team performance, and market factors. 

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.

Date Posted

Closing Date

Our mission is to build an inclusive environment where equal employment opportunities are available to all applicants and employees. In furtherance of that mission, we welcome and consider applications from all qualified candidates, regardless of their protected characteristics. If you have a disability or special need that requires accommodation, please complete the corresponding section in the application form.