Commercial Policy & ONE KAM Manager

Are you ready to shape how our medicines reach more patients by setting the guardrails for smart, ethical commercial decisions? This role sits at the heart of how we build trust with healthcare institutions and deliver sustainable access, by uniting robust commercial policy with a disciplined key account approach.
 
You will anchor governance of commercial policies across business units and channels while steering the evolution of a unified KAM model that integrates strategy, execution, and measurement. Your work will turn data and field insight into clear decisions, accelerate adoption of launches, and protect our license to operate through strong controls and transparency. Can you turn complex pricing, contracting, and account dynamics into simple, repeatable ways of working that teams adopt with confidence?
 
Accountabilities:

• Commercial Policy Governance: Design, review, and govern commercial policies by BU and channel, covering eligibility criteria, pricing, discounting, bonifications, contract terms, and exception management to enable compliant, value-based growth.

• Annual Planning and Prioritization: Coordinate yearly planning of policies and commercial campaigns, aligning with objectives and compliance requirements so resources target the highest-impact opportunities.

• Approval Flows and Controls: Establish approval pathways, documentation standards, and audit trails; act as primary contact for internal and external audits on commercial policies and campaigns to ensure readiness and transparency.

• Performance and Risk Management: Monitor policy performance and risk indicators; recommend course corrections and guardrails that empower decentralized decision-making without compromising control.

• ONE KAM Model Leadership: Lead governance and evolution of the unified KAM model, integrating account strategies with policies, campaigns, and channel plans to drive consistent, scalable execution.

• Strategic Account Planning: Orchestrate strategic plans for priority institutions, including stakeholder mapping, value propositions, clinical pathway integration, risk-sharing frameworks, and clear outcomes linked to access and growth.

• KAM Tools and Rituals: Drive adoption of KAM tools and ways of working (segmentation, stakeholder mapping, value-based offers, pathway integration) and embed disciplined cadences that link activity to measurable impact.

• Coaching and Enablement: Coach KAMs and cross-functional squads to execute with rigor; build capabilities that increase launch velocity, penetration, and account health.

• Planning, Analytics, and Insights: Define and track KPIs/OKRs for institutional growth (coverage, penetration by line, launch adoption velocity, segment margins, campaign ROI, account health/NPS) to inform decisions and course-correct quickly.

• Data-Driven Decisions and Responsible AI: Promote data-driven decision-making and responsible AI analytics for segmentation, demand forecasting, price elasticity, and account performance monitoring to sharpen strategy and improve returns.

• Executive Materials and Governance: Prepare concise materials for governance forums and leadership decision-making, distilling complexity into clear recommendations.

• Compliance, Risk, and Ethics: Ensure alignment with global and local policies, ethical standards, transparency, and anti-corruption principles across pricing, concessions, contracts, and due diligence; maintain operational readiness for audits. 

Essential Skills/Experience:

• Experience designing, reviewing, and governing commercial policies by business unit and channel, including eligibility criteria, pricing, discounting, bonifications, contract terms, and exception management.

• Proven ability to coordinate annual planning and prioritization of policies and commercial campaigns in line with business objectives and compliance requirements.

• Demonstrated strength establishing approval flows, controls, documentation standards, and audit trails, and serving as a point of contact for internal/external audits.

• Track record monitoring policy performance and risk indicators and proposing course corrections and guardrails for decentralized decision-making.

• Leadership in governing and evolving a unified KAM model, integrating account strategies with policies, campaigns, and channel plans.

• Expertise orchestrating strategic account plans for priority institutions, including stakeholder mapping, value propositions, clinical pathways, and measurable outcomes.

• Ability to drive adoption of KAM tools and rituals (segmentation, stakeholder mapping, value-based offers, pathway integration, risk-sharing frameworks).

• Experience coaching and enabling KAMs and cross-functional squads to execute with discipline and measure impact.

• Capability to define and track KPIs/OKRs for institutional growth (coverage, penetration by line, launch adoption velocity, segment margins, campaign ROI, account health/NPS).

• Proficiency promoting data-driven decision-making and responsible AI analytics for segmentation, demand forecasting, price elasticity, and account performance monitoring.

• Skill preparing concise executive materials for governance forums and leadership decision-making.

• Strong grounding in compliance, risk, and ethics, including implementing robust controls across pricing, concessions, contracts, and due diligence, with audit readiness.

 
Desirable Skills/Experience:
 

• Experience linking policy design to channel strategies that improve institutional coverage and launch adoption.

• Hands-on work with risk-sharing frameworks and pathway integration in complex institutional accounts.

• Familiarity with OKR frameworks and dashboards that connect KAM activity to ROI and margin outcomes.

• Comfort applying advanced analytics to price elasticity and demand scenarios in partnership with data teams.

• Proven effectiveness influencing cross-functional squads and senior stakeholders in high-visibility governance settings.

• Proficiency with KAM platforms, CRM, and data visualization tools to scale adoption of tools and rituals.

 
Here, your craft in policy design and account excellence directly expands access to life-changing medicines and enhances our reputation with healthcare systems. You will work in a trusted, fast-moving environment where unexpected teams get in the same room to unleash bold thinking—negotiators, data scientists, field leaders, and medical experts aligning on clear outcomes for patients. We blend science with real-world insight, embrace responsible analytics, and value kindness alongside ambition. You will be empowered to experiment, grow your capabilities, and see the tangible impact of your decisions across the full patient journey.
 
If you are ready to build the frameworks and partnerships that speed access, sharpen decisions, and elevate our impact with institutions, step forward and lead this next chapter with us.
 

Date Posted

16-mar.-2026

Closing Date

25-mar.-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.