Gerente Senior, Comercial Canal Público

Government Commercial Operations Sr. Manager

Leads AstraZeneca’s government and public-sector commercial operations, orchestrating end-to-end tender strategy, contract lifecycle management, and cross-functional execution to accelerate equitable patient access and sustainable growth. Partners with Contract Administration, Market Access, Finance, Legal, Supply, and Brand to design value-based, compliant commercial solutions that win tenders, optimize pull-through, and strengthen long-term institutional relationships across BIO, RD and ONCO portfolios.

Responsibilities:

• Presents and negotiates key deal terms with customers and procurement agencies; secures internal approvals and final sign-off prior to execution.
• Acts as the operational focal point for advancing contracts through internal processes and systems.
• Builds networked, senior-level relationships within customer organizations; strengthens access to decision makers and influencers.
• Ensures consistent implementation of account strategies and pull-through across the sales organization, fully engaging the field force.
• Prioritizes and sponsors high-impact account initiatives; presents business cases that reflect total account impact and coordinates implementation.
• Monitors full contracting process accuracy (operational terms, rebates, fees, market basket, formulary positions).
• Communicates account-specific programs and pull-through messages with Brand and Managed Markets leadership and representatives.
• Proactively identifies issues/challenges; engages HQ resources to shape contract offers and counteroffers.

Value Proposition of AZ Commercial

• Patient- and impact-first: We unlock timely, equitable access to innovative therapies through responsible, value-based partnerships.
• Data-driven excellence: We deploy insights, analytics, and disciplined governance to deliver predictable, high-quality execution.
• One AZ network: We mobilize cross-functional teams to translate strategy into measurable outcomes, ensuring compliant, sustainable growth for the health system and AstraZeneca.

Scope and Influence

• National remit across government and institutional accounts; accountable for tender performance, contract fulfillment, and pull-through across BIO, RD and ONCO.
• Leads Team Leaders (6 direct) and influences ~55 KAEs/field roles indirectly; stewards networked collaboration across Commercial CFTs, BUs, and corporate functions.
• Operates in-country; serves as the focal point for government commercial strategy and execution.

Experience, Education and Skills:

• Bachelor’s degree;
• Proven leadership, project management, and team development skills;
• Demonstrated ability to collaborate effectively with and influence peers and management;
• Strong communication and presentation skills;
• Comprehensive understanding of financial concepts and contracting issues, including legal and best price implications;
• Excellent customer-facing abilities
• Team Integration: Sustained unity between BIO/ONCO KAEs, improving cross-line coordination and commercial execution.
• Impact: Increased cross-functional initiatives; improved joint tender success rate.
• Operational Consistency: Strengthened local implementation of central strategy via Team Leaders, reflected in improved contract exhaustion, aligned monthly reviews, and better on-time action closure.

Date Posted

21-Jan-2026

Closing Date

29-Jan-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.

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 authorisation and employment eligibility verification requirements.