Job Description
Area Business Lead, Women’s Health (West Area)
Purpose & Scope:
The Area Business Lead (Sales Director) is responsible for providing the leadership necessary to achieve Area level sales goals. This includes sales, sales strategy, resource allocation and talent development. Today the Women’s Health team is focused on maximizing the patient impact and commercial value of VEOZAH. VEOZAH launched in May 2023 and is the first and only neurokinin targeted therapy approved to treat VMS due to menopause. VEOZAH is a Priority Brand for Astellas and has blockbuster potential. The VMS market is dynamic and rapidly evolving as the NK targeted category becomes increasingly competitive.
Manage Field Managers and provide consistent and uniform direction regarding execution of sales and marketing strategies and tactics for Astellas' US products and services. Recruit and develop field force personnel within the geography, including appropriate assessment of performance. Optimally allocation resources across geography. Maintain effective communication and relationships with key external and internal customers and accounts.
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 setting clear expectations, providing coaching, and development of managers. Set expectations and high standards of performance for each team member.
- Accurately assess team's performance, identify and maximize talents, provide growth and development opportunities, and appropriately allocate rewards/recognition within 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 for a designated therapeutic environment. Ensure a high level of collaboration with alliance 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 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 area 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.
- Carry out additional responsibilities as assigned.
Quantitative Dimensions:
- Responsible for overseeing and leading a Sales area of approximately 80 to 90 employees (Sales Representatives and Managers)
- Direct management on average of 8 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 external customers, such as Key Opinion Leaders
- Exhibits the leadership qualities and competencies essential for success in a senior leadership role.
Organizational Context:
- Reports into the Women’s Health Head of Sales
- Leads area of regional business leaders and sales representatives
