Manager - Corporate Channel

Role Purpose 

• Translate national corporate-channel strategy into zonal execution to deliver growth, profitability, and compliant operations across hospital chains, corporate buying groups, and institutional customers. 

• Orchestrate launch activation and commercial governance in-zone compressing time-to-listing and time-to-billing while safeguarding pricing and NRV discipline. 

• Operate as the zonal “control tower,” coordinating cross-functional stakeholders to ensure depot readiness, billing activation, secondary sales activation, and stock hygiene without direct people management. 

• Support with establishing and scaling strategic partnerships with corporate hospitals to drive integrated disease awareness, diagnostics enablement, and evidence-based medical education programs anchored in compliant scientific exchange, outcomes tracking, and measurable impact on patient identification and pathway activation. 

Key Responsibilities 

• Zonal Account Planning: Create account plans with clear volume/value targets, access pathways, pricing strategies, and resource asks; update quarterly. 

• Launch Execution: Secure listings and formulary/committee approvals; prepare NRVs and quotations; ensure depot and system readiness for billing; track early indicators and course-correct. 

• Commercial & Pricing Controls: Enforce approved pricing and discounts; manage NRV submissions and MRP change actions; support re-worked stock scenarios; ensure consistent terms across the zone. 

• Operations Interface: Align forecasts; ensure stock availability; track secondary sales and liquidation; minimize returns/expiries; resolve service issues through Customer Service. 

• Stakeholder Management: Engage clinicians and purchase decision-makers to shape protocols and demand; coordinate internal support (tender inputs, evidence dossiers, access programs) within compliance. 

• Process Discipline & CoE Adoption: Implement CoE SOPs and digital workflows for approvals and quotations; contribute field feedback; pilot enhancements with Commercial Excellence/IT. 

• Governance & Documentation: Maintain complete audit trails for pricing, NRVs, quotations, formulary decisions, and launch milestones; operate a zonal risk register and mitigation plan. 

• Portfolio Opportunity Expansion : Drive assessment and activation of portfolio‑wide opportunities vs. current brand‑specific offering, ensuring AZ’s broader value proposition is positioned effectively across priority institutions. Lead cross‑functional collaboration to build integrated portfolio solutions tailored to corporate accounts. 

• Centralized Formulary Listings : Partner with Medical, Market Access, and Commercial teams to accelerate centralized formulary inclusion across hospital chains and buying groups. Coordinate dossier readiness, value communication, and clinical–procurement alignment to support quicker listing decisions. 

• Partnership Development : Identify and shape strategic partnership models with institutions to elevate AZ presence beyond transactional engagement co‑creating joint programs with Diagnostics, Medical, and Commercial stakeholders. Lead zone‑level execution of partnership pilots aligned with national frameworks. 

• Public and Patient Awareness : Collaborate with Medical and Patient Engagement teams to drive disease, pathway, and therapy awareness initiatives at institutional and community touchpoints. Ensure awareness programs are aligned to compliance guidelines and contribute to improved patient outcomes. 

• Diagnostic Enablement : Work with the Diagnostics team to expand diagnostic ecosystem readiness, including testing capability, algorithm awareness, and pathway adoption across corporate hospitals. Drive execution of diagnostic‑linked programs supporting early detection and right‑patient identification. 

• Paramedics & Allied Health Professional Education : Partner with Medical and Commercial teams to enable paramedics, nurses, and allied HCP awareness on disease areas, sample handling, pathways, and therapy‑adjacent processes. Ensure AZ’s scientific leadership is embedded across multiple touchpoints in the patient journey. 

Cross‑Functional Growth & Opportunity Activation 

• The Zonal Business Manager will lead and drive strategic opportunity areas for AstraZeneca within the zone, working closely with Diagnostics, Medical Affairs, Commercial Excellence, Market Access, and Brand Teams. 

•  These efforts will enable enterprise‑level growth beyond brand selling and expand institutional access. 

Compliance & Risk 

• Adhere to company SOPs, DPCO/pricing regulations, AZ Code of Ethics, and privacy standards. 

• Proactively identify risk hotspots (e.g., approval drift, data integrity, access program controls) and implement corrective actions with Compliance/Legal. 

Key KPIs 

• Zonal corporate/institutional revenue and account-level profitability progression 

• Launch activation velocity (time-to-listing, time-to-billing) and coverage across priority accounts 

• Pricing/NRV/MRP compliance, approval cycle-time reduction, and exception rate reduction 

• Depot readiness and billing activation SLA adherence; secondary sales activation 

• Stock hygiene (availability, liquidation, returns, expiries) and service-level adherence 

• Stakeholder satisfaction (priority chains, internal functions) and audit outcomes 

• Adoption rate of CoE standards and digital tools in-zone 

Qualifications & Experience 

• MBA/PGDM preferred; graduate in Science/Commerce/Business acceptable 

• 10+ years in pharmaceutical corporate/institutional sales or key account management; experience with private hospital chains and corporate buying groups preferred; public/trust exposure is a plus. Oncology background and knowledge is a plus 

• Working knowledge of pricing/discounting, NRVs, MRP change management, quotation systems, and depot/billing operations 

• Proven delivery in cross-functional execution without direct authority; familiarity with launch execution in institutional settings 

• Optional/preferred: Exposure to specialty/Oncology pathways (formulary/tumor board processes, patient access programs, cold-chain coordination) 

Competencies & Attributes 

• Strategic and analytical problem-solving; ability to make clear prioritization choices 

• Project/sprint management; strong follow-through and issue resolution 

• Stakeholder influence and negotiation across institutional DMUs and senior procurement 

• Process orientation and automation mindset; proficiency with Excel/PowerPoint and BI/dashboard tools 

• High execution discipline; ownership, integrity, and compliance-first orientation 

• Customer-centric and data-driven; agility to operate in a fast-evolving channel