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Regional Sales Manager, Healthcare Systems/ Hospital

3 months ago

Albany, United States Astellas Full time
Job Description

Regional Manager Healthcare Systems/ Hospital – Northeast


 


Developing innovative therapies is one of the most challenging, most essential and personally rewarding fields in science. This is the most exciting time to be a part of Astellas, a company with a uniquely collaborative and patient-focused culture.


 


There's something special about working at Astellas. It's reflected in our focus on the people we serve, the way we treat each other and the results we achieve together as a company.


 


Astellas is announcing a Regional Manager Healthcare Systems opportunity in the Northeast area. The territory will support NJ, NY, and New England.


 


The Role


The Regional Manager Healthcare Systems primary purpose is providing leadership to Healthcare System Specialist and to achieve sales goals for Astellas’ Healthcare Systems products and with a region.  Implementing on a foundation of expertise within the Healthcare systems to develop and execute strategic business plans that translate into delivery of key business goals and objectives.  Provides servant leadership, development and coaching their Healthcare Systems Specialist team.  Identifies opportunities to cultivates and creates collaborative engagement with key external and internal customers and stakeholders.


 


Primary Responsibilities  



  • Increases sales within the regional geography by leading, coaching, mentoring, supporting, and managing a team Healthcare Systems Specialist.
  • Guides the Healthcare Systems Specialist in strategic account selling principles and engaging key stakeholders within complex healthcare systems to achieve business objectives across the Astellas portfolio of products.
  • Develops expertise and understanding of Healthcare Systems, market dynamics, stakeholder mapping, Hospital inpatient/outpatient network navigation. This includes developing and executing Strategic Key Account Plans for new business and expanding existing accounts.  Analyzes and understands Healthcare system accounts trends and priorities to formulate regional and territory business objectives.
  • Conducts field observations with each Healthcare System Specialist, calling on assigned customers within inpatient, outpatient, and administrative settings of care.
  • Completes field coaching reports after each interaction.
  • Coaches group to make effective sales presentations, achieve formulary approval/pull-through and to develop relationships with key healthcare system stakeholders.
  • Collaborates and communicates with strategic internal partners including marketing, sales operations, contracting, medical affairs, market access and sales leadership.
  • Seek ownership and establishes a positive reputation for Astellas Healthcare Systems throughout the region with Key External Experts.
  • Actively monitors and maintains solid understanding of Healthcare System product distributions models and needs.
  • Acts as a conduit for relevant market information from local Healthcare Systems Specialist to sales leadership, as well as provide appropriate recommendations and partner with internal stakeholders.
  • Provides ethical leadership and demonstrates Astellas’ values by adhering to corporate policies and required sales practice regulations in a compliant and ethical manner. Ensures that each Healthcare Systems Specialist within the region understands, embraces, and adheres to all standards, policies, and guidance.
  • Plans and conducts effective sales meetings and attend sales meetings, training programs and medical conventions as requested.
  • Additional responsibilities as necessary

 


Quantitative Dimensions



  • Strong leader with documented success in building strategic plans and driving execution
  • Strong analytical skills and ability to translate into the development of business priorities and tactical objectives
  • Maintains consistency across territories when evaluating performance
  • Maximizes and effectively manage all promotional/budget resources at regional level
  • Collaborative team player consistently embracing humility, people intelligence and driver business success
  • Impeccable business ethics

 


Organizational Context



  • Reports to National Director Healthcare Systems
  • First level people manager role within field sales
  • Leads on average 7-9 Healthcare Systems Specialists within a sales region