Ophthalmics Area Business Lead - US East

Today, the Ophthalmic team is focused on maximizing the patient impact and commercial value of IZERVAY. IZERVAY launched in September 2023 and is a complement C5 inhibitor indicated for the treatment of geographic atrophy (GA) secondary to age-related macular degeneration (AMD). IZERVAY is a Priority Brand for Astellas and has blockbuster potential.

The Area Business Lead is responsible for leading and managing Regional Business Leaders and providing consistent and uniform direction regarding execution of sales and marketing strategies and tactics for Astellas' US products and services. Additional responsibilities include recruiting and development of field force personnel within the geography, including appropriate assessment of performance.

Essential Job Responsibilities

• Demonstrate strong, clear leadership through consistent communication and direction, and assume direct responsibility for achieving sales goals for an assigned therapeutic franchise and geography.
• Foster a culture of high engagement and accountability by building trust, setting clear expectations, providing coaching and development of managers.
• Set expectations and high standards of performance for each team member.
• Accurately assess the team's performance, identify and maximize talents, provide growth and development opportunities, and appropriately allocate rewards/recognition within the Sales Area.
• Guide and support national/area/regional business strategic plans.
• Track sales trends and analyze performance to ensure the area meets established goals.
• Develop and oversee the area’s budget, allocating resources effectively.
• Drive sales effectiveness through execution of marketing and promotional strategies that cater to the special needs of selling in Ophthalmology (specifically) Retina environment.
• Ensure a high level of collaboration with matrix partners to maximize joint efforts as well as adherence to compliance standards.
• Work closely with Market Access to establish pull-through programs and take advantage of patient services and favorable Managed Health Care opportunities; ensure excellent coverage and customer service for key accounts in the Sales Area; and assist in ensuring adequate positioning of Astellas' products on key purchasing group's formularies in the nation.
• Monitor industry trends and competitor activity to guide strategic decision-making.
• Guide and support sales areas to recruit, train, retain and develop diverse talent to strengthen team capabilities and ensure sustainable performance.
• Manage and understand trends and human resource needs related to recruitment, performance management, selection, and development.
• Support and lead development and training initiatives across the region.
• Represents Astellas’ Values and Behaviors by adhering to compliance policies and procedures, while promoting a culture of ethics and integrity.
• Ensure each Manager and Representative within each region understands, accepts, and adheres to the policies and procedures.
• Represent sales and collaborate across the brand while building impactful field and marketing strategies ultimately deploying and delivering within area and as needed to national team.
• Partner and strategize with leadership on executive exchange planning and engagements with priority accounts and/or c-suite and retina community advocates.
• Carry out additional responsibilities as assigned.

Organizational Responsibilities

• Responsible for overseeing and leading a sales area inclusive of Regional Business Leaders and Business Specialists.
• Direct management of Regional Business Leaders (Sales Managers).
• Directly responsible for providing the leadership and direction for Sales Area to achieve at least 100% goal attainment.
• High level of skill in developing and maintaining relationships and interacting with internal cross-functional Astellas departments and fostering a cohesive and impactful matrix team to deliver industry leading customer experience and engagement.
• Engaging external customers, including Key Opinion Leaders and key stakeholders including ECPs and C-Suite within accounts, to better align customer needs to the Astellas organization.
• Exhibit the leadership qualities and competencies essential for success in a senior leadership role.

Organizational Context

Reports into the Ophthalmic Head of Sales. Leads area of regional business leaders and sales representatives.

Qualifications

Qualifications Required:

• BA/BS degree
• At least 10 years U.S. pharmaceutical selling experience including 8+ years in pharmaceutical salespeople leadership and/or management
• Experienced in Ophthalmology market with Retina experience is highly desired
• Extensive knowledge of sales processes and pharmaceutical products and industry
• Track record of consistent high performance and leadership of high performing teams
• Extensive experience in navigating complex matrixed environments – both internally and externally
• Demonstrates Organizational Values and Behaviors
• Excellent communication, facilitation and presentation skills
• Ability to travel 50% of the time, including overnight travel
• Valid driver's license in good standing

Preferred:

• Commercial experience outside of sales (e.g. Marketing, Market Access, Business Operations, etc.)
• Previous successful experience in sales training, analytics, marketing or account management roles either as a People Manager or leading teams on projects (in addition to the pharmaceutical selling experience)
• MBA or Academic degree
• Experience in Geographic Area

Location and Working Environment

This is a field-based role. Remote work is available. At Astellas we recognize the importance of work/life balance, and we are proud to offer a hybrid working solution allowing time to connect with colleagues at the office with the flexibility to also work from home. We believe this will optimize the most productive work environment for all employees to succeed and deliver. Hybrid work from certain locations may be permitted in accordance with Astellas’ Responsible Flexibility Guidelines.