Astellas Pharma Regional Sales Manager Hematology - Ohio Valley - Detroit,Indianapolis, Cincinnati, Cleveland, Pittsburgh and Buffalo in Pittsburgh, Pennsylvania
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.
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Astellas is announcing an Regional Sales Manager Hematology opportunity inthe Ohio Valley Region. Cities within this region include; Detroit, MI, Indianapolis, IN, Cleveland, OH, Cincinnati, OH Pittsburgh, PA and Buffalo, NY.
Product being promoted is XOSPATA
Purpose & Scope:
The Regional Sales Manager's primary purpose is providing the leadership necessary to achieve sales goals for Astellas' Hematology products and services within a region. Relies on a foundation of clinical expertise in Hematology to develop and implement strategic business plans that translate into delivery of key business goals. Leads Sales Representatives and provides direction and coaching to team regarding execution of sales and marketing strategies and tactics, as well as employee development. Cultivates and maintains relationships and effectively collaborates with key external and internal customers.
Essential Job Responsibilities:
Essential job responsibilities can be summarized through four key role dimensions: Leading Teams, Hematology Expertise, Strategic Planning, and Collaboration.
Leading Teams * Demonstrate strong and clear leadership through consistent communication and direction, and assume direct responsibility for the achievement of sales goals within region. * Manage and understand trends and human resource needs related to recruitment, performance management, selection and development. Lead region recruitment and development programs, suggesting improvement based on experience to achieve diversity of talent * Drives accountability with teams to ensure objectives and corporate competencies are achieved; monitors performance trends and works with reps to overcome obstacles and continually improve outcomes * Ensure accurate assessment of performance and appropriately distribute rewards and recognition for Sales Representatives based on their achievements and performance (merit increases, bonus allocation, sales reward programs, etc.) * Demonstrates a commitment and ability to foster skill development through a consistent coaching continuum and providing constructive feedback via effective field coaching guides * During field visits, partners with sales representatives to engage on customer calls to influence customer prescribing habits * Creates a culture of trust by role modeling respect, transparency, professionalism and commitment to serving customers and driving results * Provide ethical leadership and demonstrate Astellas' values by adhering to corporate policies and required sales practice regulations. Ensure each Sales Representative within region understand, accepts and adheres to the policies and procedures
Hematology Expertise * Demonstrates a level of clinical expertise (e.g., staging and prognosis, disease progression and therapeutic alternatives) * Demonstrates knowledge of managed care landscape, the reimbursement environment (payers, access barriers including clinical pathways, formulary influence), and product distribution impact on territory/region (e.g., GPOs, dispensing pharmacies, specialty distributors, specialty pharmacies) * Understands the therapeutic guidelines that impact local markets (e.g.,NCCN, ASCO, etc.) * Ensures swift and compliant communication and direction to teams regarding product updates, trainings and competitive products, etc. * Leverages a variety of approved resources (e.g., conferences, research articles) to continually build expertise
Strategic Planning * Direct and align efforts related to business strategic plan; ensure that Astellas' long-term goals are achieved in region; effectively allocate resources and manage region budget; and monitor sales trends and competitor activities * Creates, aligns and actively monitors detailed business plans that take into account the unique customer groups, payers and needs in each market which translates business strategies into business impact * Accountable for analyzing and synthesizing data sources to identify performance trends, implement effective selling strategies that impact physician prescribing habits * Promotes utilization of resources such as speakers, patient assistance programs, and patient support tools to maximize business impact following approved guidance. * Applies understanding of the dynamics across the region to coach respective team members on their business planning process
Collaboration * Identifies and cultivates network of key internal and external stakeholders (e.g., physicians, payer advocates, etc.) while providing market insight and intelligence to impact performance and patient access/care * Creates and sustains two-way information flow between RSM and ASD, as well as internal brand and market access teams around local oncology market trends and opportunities * Coordinates regional strategy and resource planning with co-promotion partners to drive team collaboration efforts which maximize physician reach and frequency and deliver customer value and increase access * Recognizes and communicates how to position and utilize internal business partners and leverage tools (e.g., Market Research, CL&D, Marketing, Health Systems, Medical Affairs) to improve cancer patient outcomes * Adopts multi-stakeholder point of view when considering how to best meet the needs of the regional market and communicates vision for individual and collective outcomes.
- Consistently meets both sales objectives and budget requirements
- Maintain consistency across territories when evaluating performance
- Maximize & effectively manage all promotional resources at regional level
- Reports to Sr/Director Area Sales Hematology
- Entry level people manager role within Hematology field sales
- Leads on average 6-8 sales representatives within a sales region
Required * BA/BS degree * Minimum 5 years pharmaceutical selling experience * Prior managerial experience/comparable training * Extensive knowledge of sales processes and pharmaceutical products and industry * Excellent communication, facilitation and presentation skills * Demonstrated leadership skills and strong interpersonal skills * Problem solving ability * Documented record of performance and achievement * Proficient in MS Office suite * Extensive travel is required * Valid driver's license in good standing * No criminal convictions resulting in suspension/revocation of driving privileges within the last 7 years
Preferred * 2+ years Hematology/Oncology experience * Established relationships with major Hematology/Oncology institutions and/or associations * Participation/completion of the Emerging Leaders Program (ELP) - if applicable
Equal Opportunity Employer Minorities/Women/Protected Veterans/Disabled