(Sr.) Key Account Manager
About this opportunity
Typical Accountabilities:
Develops and executes strategic account plans for key hospitals within own territory, with a strong focus on accelerating access for AstraZeneca’s new products and securing first orders in a timely manner.
Drives effective hospital account management across a complex product portfolio, ensuring strong prioritisation, coordinated engagement, and alignment with AstraZeneca’s overall business strategy.
Builds and maintains strong relationships with key external stakeholders, primarily within hospitals, including hospital directors, procurement teams, and pharmacy leadership.
Leads account engagement to support successful product listing, market entry, and price protection, while ensuring execution is aligned with internal policies and compliance requirements.
Identifies account-specific opportunities and barriers related to product adoption, formulary access, purchasing processes, and stakeholder alignment, and works with relevant internal teams to address them.
Coordinates cross-functional collaboration within AstraZeneca to support account objectives, including product access, account strategy execution, and issue resolution.
Monitors progress across priority accounts in the territory, tracks business opportunities and risks, and ensures appropriate follow-up actions are taken to maximise account performance.
Maintains up-to-date knowledge of the local healthcare environment, hospital decision-making processes, and market dynamics relevant to AstraZeneca’s portfolio.
May have some budgetary responsibility in support of account activities and territory execution.
Typical People Management Responsibility (direct / indirect reports):
Approximate number of people managed in total (all levels) - None
Matrix Manager – (projects/dotted line)
What is the global remit? (how many countries will the role operate in?):
Own country
Education, Qualifications, Skills and Experience:
Essential: Bachelor’s degree in relevant discipline
Essential: Solid experience in the pharmaceutical industry, with strong exposure to hospital account management, key account strategy, or sales leadership
Essential: Proven experience engaging with hospital stakeholders, including senior leadership, procurement, and pharmacy-related functions
Essential: Experience managing complex product portfolios and driving product access or uptake in hospital settings
Key Relationship to reach solutions:
Internal (to AZ or team): Sales, Marketing, Market Access, Medical, Commercial Excellence, and other relevant cross-functional teams across AstraZeneca
External (to AZ): Key hospitals and hospital stakeholders, including hospital directors, procurement teams, and heads of pharmacy
Date Posted
16-Jul-2026
Closing Date
30-Oct-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.
Job details
How this role compares
Computed from every other active Sales role in our database, not just this employer's listings.
We currently track 821 comparable Manager Sales roles across 96 biopharma companies.
Salary context
237 of 821 peers report a salary range (USD, annualized)
Peers share this role's job function and a matching or adjacent seniority level -- not necessarily the same therapeutic area or country.
Where these roles are based
Top locations among the 821 comparable roles
+ 50 more countries
Seniority mix
821 of 821 peers have a known seniority level
Therapeutic area mix
264 of 821 peers have a known therapeutic area; the rest are genuinely unlabeled, not hidden
Similar opportunities
The closest matches from our peer group, ranked by how similar they are, not how well you'd qualify for them -- treat this as market context, not a guaranteed shortlist; a weak match is labeled as one below.
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How we calculate "similar"
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Every comparison starts from the same 100-point budget: 25 for working in the same function, 40 for the same therapeutic area, 20 for the same or adjacent seniority, 15 for the same country. A dimension we can't confirm on both sides contributes nothing, never a guess, never a free pass.
0 points, never a partial guess. A role we know almost nothing about beyond its function bottoms out at 25%; it never inflates to 100% just because there's little to compare against. Seniority uses a defined ladder (Associate → Manager → Associate Director → Senior → Principal → Director → Senior Director → Executive/VP) so "Director" and "Senior Director" count as adjacent, but "Director" and "Executive/VP" do not.