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 Key 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 teams, formulary influencers, and administrators.
- Procurement and Tender Management: Monitor procurement processes, tender timelines, and institutional requirements to de-risk and accelerate conversion.
- Cross-Functional Orchestration: Coordinate with Distribution, Finance, Medical, Sales, and other teams to resolve issues and deliver account priorities on time.
- Insight-Led Execution: Use customer, policy, market, and competitor insights to sharpen execution, strengthen competitiveness, and advise strategy.
- Negotiation within Governance: Participate in compliant discussions on pricing, terms, and payment coordination within approved guidelines.
- Communication and Risk Management: Share clear updates on progress, risks, and opportunities with collaborators to maintain alignment and pace.
- Compliance and Professionalism: Operate with integrity and in full adherence to policies, the Code of Conduct, and applicable regulations.
- Continuous Improvement: Demonstrate ownership, adaptability, and a learning approach to raise execution standards and contribute to team effectiveness.
Required Skills/Experience:
- Education: Minimum Graduation / bachelor's degree in science is preferred.
- A minimum of 2 years working as a KAM (Institutional Business), along with 7–8 years of total sales experience.
- Languages: Professional proficiency in English is required.
- Core capabilities are strong interpersonal, organizational, and collaborator leadership skills. Able to communicate technical information successfully to diverse audiences. Demonstrates strong planning and execution rigor. Has good commercial understanding plus negotiation and influencing capability. Works cross-functionally. Interprets account needs and translates them into business actions. Shows high personal accountability and customer focus. Possesses comprehensive digital literacy including proficiency in Microsoft Office applications.
- Compliance perspective: Consistent, professional conduct with adherence to internal policies and external regulations.
Desirable Skills/Experience:
- 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 dynamics; 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 minimum; sales management exposure and understanding of field capability development.
- Knowledge of the local pharmaceutical market, healthcare environment, customer landscape, competition; awareness of current industry environment and likely future trends.
- Shown commercial execution in institutional settings
Why AstraZeneca?
At AstraZeneca, we 're dedicated to being an excellent Place to Work. Where you are empowered to push the boundaries of science and unleash your ambitious 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 inspiring yourself joining our team? Good, because we can’t wait to hear from you.
- Are you ready to bring new insights and fresh thinking to the table? We have one seat available, and we hope it’s yours.
Where can I find out more?
Our social media, Follow AstraZeneca on LinkedIn https://www.linkedin.com/company/1603/
Follow AstraZeneca on Facebook https://www.facebook.com/astrazenecacareers/
Follow AstraZeneca on Instagram https://www.instagram.com/astrazeneca_careers/?hl=en
If you have site, country or departmental social media then feel free to switch any of the above links.
Date Posted
20-May-2026
Closing Date
29-May-2026
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.
