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Senior Manager, Negotiations Strategy At AstraZeneca

Location: Mississauga, Ontario

Job Description

At AstraZeneca, we are united by a common purpose – to push the boundaries of science to deliver life-changing medicines. This purpose underpins everything we do; our work helps to make hearts healthier, to help people breathe easier, and to help more people survive cancer. Every day, we make a difference by delivering potentially life-changing medicines to millions of people worldwide and by leading breakthrough science that promises to transform the treatment of disease.

Our purpose is bold and so is our approach. Becoming a more agile and innovative company means creating a vibrant, dynamic high-performance culture where we celebrate creative thinking and act with a sense of urgency. We are courageous, taking smart risks and learning from both success and failure. We are curious, creative, and open to new ideas and ways of working. Above all, we are passionate about science and driven to always put patients first. Join us and be part of a great place to work; an environment that energizes and empowers each of us to achieving our goal to develop and deliver medicines.

Position Title: Senior Manager, Negotiations Strategy

Position Type: Full-Time

Career Level: E

Location: Head office based, Mississauga. If you are a field-based employee interested in this role, please speak with your manager.

Reporting to the Director, Pricing, Contracting and Negotiations, the Senior Manager, Negotiations Strategy will work with the relevant Senior Manager, Pricing and Contracting and the Negotiation and Payer Contracting team, to build and implement negotiation strategies for public and private payers across AstraZeneca’s portfolio of products.

You will coalesce with commercial, finance, legal and members from across the Patient Access and Established Business (PAEB) team, to develop strategies, tools and documents for use in negotiations with payers.

Further, you support the Director, Pricing, Contracting and Negotiations in all facets of the negotiations with both the panCanadian Pharmaceutical Alliance (pCPA) as well as private payers to bring to a successful conclusion both public and private payer listings for all products across AstraZeneca’s portfolio.

Finally, you are responsible to co-lead the creation of the AstraZeneca Canada Center of Excellence in Negotiations, through the development and execution of a robust enterprise wide negotiations training plan and program.

The critical success factor for this role is developing negotiation strategies which will shift the dialogue with payers from price to the value of the AstraZeneca products and portfolio, which will result in their recognition of increased affordability and accessibility for patients through the improvement of patient outcomes which in turn impacts efficiency within the healthcare system.

Your responsibilities:

  • Serve as the co-lead, with the Senior Manager Pricing for AstraZeneca’s negotiation strategy
  • Lead complex relationships with internal and external stakeholders identifying mutual opportunities to collaborate by anticipating and strategically addressing unmet needs that help drive AstraZeneca’s overall business through its negotiations
  • With an enterprise-wide view, together with cross-functional partners, create and successfully execute negotiation strategies that minimize time to listing and maximizes revenue and access for our products
  • Together with cross-collaborative partners, define business growth opportunities, key factors driving customers’ decisions, and potential creative solutions to capitalize and optimize payer access as identified from understanding payer needs
  • Communicate and continually pull through evidence-based value proposition for payers, based on a robust understanding of payers and their decision-making systems, through positive negotiations
  • Build and further long term relationships with key payer stakeholders/influencers that enhance the reception of AstraZeneca as a leader in innovation in relation to our negotiation strategies and appreciated value in our medicines.
  • Develop a deep understanding of brand objectives/strategy
  • Create negotiation insights and lessons learned to enhance future performance of the organization in its access initiatives
  • Drive the organization towards more innovative listing agreements, building on other affiliates’ successful models
  • Serve as an internal resource to cross-collaborative leaders to build the overall negotiations strategy
  • Support the operational process of building collaborations to increase the AstraZeneca perception among payer stakeholders/influencers of our commitment to improve outcomes, our patient centric approach to disease area strategy development and market access
  • In collaboration with the respective Senior Manager of Pricing, you will work within AstraZeneca to gain both local and global approval for the negotiation strategy and execution plan
  • Supporting the Director, Pricing, Contracting and Negotiations, build and broaden negotiation capabilities within department, leading development and implementation of training initiatives and seeking out global and local winning practices

Your skills and capabilities:

  • Superior ability to convert customer and market insights into negotiation strategy
  • Ability to think creatively in developing new business solutions
  • Strong communication skills: interpersonal, writing and presentation
  • Sense of urgency
  • Strong analytical skills – forecasting and business impact analysis
  • Successful track record demonstrating strong negotiations capabilities
  • Possess a capacity for learning in a fast-paced work environment
  • Strong business acumen
  • Strong understanding and intelligence of the Canadian payer environment (public and private), CDR / pCODR / INESSS and provincial decision-making processes

Your qualifications:

  • Pharmaceutical business experience (5-10 years) in commercial, finance, or market access
  • Previous market access or payer experience is a pre-requisite, proficiency in payer negotiations
  • Bachelors’ degree in relevant discipline
  • Fluency in French is desirable
  • Ability to travel required (local, regional and national), including overnight trips up to 50% of the time


Only applicants, who meet the minimum requirements as outlined above, will be interviewed.

Internal applicants interested in this position should inform their manager before submitting an application.

AstraZeneca Canada Inc. is an equal opportunity employer in accordance with the Accessibility for Ontarians with Disabilities Act, 2005 and the Ontario Human Rights Code, AstraZeneca will provide accommodations throughout the recruitment, selection and/or assessment process to applicants with disabilities. If selected to participate in our process, please inform us of the nature of any accommodation(s) you may require in respect of any materials or processes used to ensure your equal participation.