Regional Sales Manager, Healthcare Systems/ Hospital

2 weeks ago

Albany, United States Astellas Pharmaceuticals Full time
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
Qualifications

Required
  • Bachelor's degree with minimum of 6 years of pharmaceutical sales experience
  • Proven ability to work effectively with cross functional teams (marketing, training, key account management, contracting, sales operations)
  • Proven track record of successful sales results and ability to meet or exceed objectives
  • Strong knowledge of sales processes and pharmaceutical products and industry within healthcare systems
  • Continuous learning and a growth mindset
  • Strong communication, facilitation, and presentation skills
  • Proactive; can do approach; takes ownership
  • Demonstrates problem solving ability; analytical; business acumen
  • Solid motivational and persuasion skills
  • Demonstrates team orientation
  • Proficient in MS Office Suite
  • Ability to travel as required
  • Valid driver's license in good standing
  • No criminal convictions resulting in suspension/revocation of driving privileges within the last 3 years
Preferred
  • At least 2 years of successful Healthcare System sales experience required with Healthcare System leadership experience strongly preferred
  • Previous successful product launch experience within individual accounts and healthcare systems
  • Experience in infectious disease, rare disease, oncology, and women's health
  • Advanced degree

This job description is intended to describe the general nature and level of work which may be performed by the person assigned to this position. This job description is not intended to be construed as an exhaustive list of all responsibilities, duties, and skills required of this position.

Employees holding this position may perform other job-related duties in the course of their performance of this position

#LI-LK

All qualified applicants will receive consideration for employment without regard to race, sex, color, religion, sexual orientation, gender identity, national origin, protected veteran status, or on the basis of disability.

Benefits:

•Medical, Dental and Vision Insurance

•Generous Paid Time Off options, including Vacation, Sick time, plus national holidays including Heritage Days, and Summer and Winter Breaks

•401(k) match and annual company contribution

•Company paid life insurance

•Annual Corporate Bonus and Quarterly Sales Incentive for eligible positions

•Long Term Incentive Plan for eligible positions

•Referral bonus program

Category Medical Specialties Business Unit

Astellas is committed to equality of opportunity in all aspects of employment.

EOE including Disability/Protected Veterans

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