Title:  Lead Strategic Account

We're seeking passionate individuals who thrive in dynamic environments, embrace new ideas and aren't afraid to take intelligent risks. People who act with unwavering integrity and are deeply committed to making a tangible impact.

Working Environment and Location

This position is a field-based opportunity in Mexico City.  

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.

Purpose and Scope

The Lead Strategic Account serves as the strategic lead across the Astellas portfolio at targeted corporatized providers and health systems. The role is responsible for defining and executing Astellas engagement and strategy across all chosen therapeutic areas with an emphasis to oncology. The incumbent will also serve as primary point of contact for senior and executive leaders at targeted accounts, developing a strong rapport with them, understanding their unique needs, and creating customer specific business opportunities. Communicates customer's therapeutic area needs to appropriate Astellas commercial teams

Role and Responsibilities

• Lead demand generation initiatives across the top public sector accounts for Xospata, designing and implementing the specific patient journey from the medical area through pharmacy, while triggering the administrative process required for budget allocation approval. 
• Drive strategic alignment with the SAM, Central Key Account, and Value Access Lead to effectively translate identified needs across the key accounts into actionable demand generation initiatives, structuring the specific patient journey and ensuring strong coordination to enable successful execution. 
• Drive demand generation and secure full access within the private market by mapping the access pathway in collaboration with the Private KAM, including pilot testing and optimization of access strategies. 
• Leads and coordinates execution of commercial account strategy in partnership with field sales, brand teams, health systems, and other internal commercial teams 
• Makes appropriate decisions on behalf of Astellas to protect and improve business opportunities within an account by developing customer-centric solutions to support Astellas product and customer access strategy 
• Demonstrates understanding of decision-making structure, key influencers, and other strategic objectives relevant to the customer 
• Leads and manages appropriate relationships with key partners (e.g., C-suite executives, Pharmacy Director, decision makers) and gain understanding of customer's decision-making process 
• Leads the development of an account plan at each customer by incorporating knowledge of key market trends and collaborating with internal teams to develop account-specific strategies 
• Ensures knowledge of customer is appropriately shared with field sales and other internal teams to build opportunities for commercial cross-functional peers to be successful and enable Astellas to align with high level needs of client 
• Maintains expert operating knowledge of all company policies and guidelines, including but not limited to those addressing interactions with healthcare professionals, compliance and business conduct. 

Continue:Role and Responsibilities

• Quantitative Dimensions: 
  • Per Account Productivity 
  • Frequency of customer contacts 
  • Time management 
  • Vertical and horizontal integration throughout accounts 
  • Per Account Business Efficacy (across the full portfolio of applicable products) 
  • Profitable Formulary Access 
  • Specific Patients Generation 
  • Private Sales, Market Share, Profitability, FLT3 Testing 
  • EMC events in main Xospata Hospitals 
  • Compliance with Corporate/Brand objectives and initiatives 
  • Accounts Planning and Monitoring Process 
  • Accuracy of forecasts and reporting 
  • Respect of budgetary guidelines 
  • Collaboration with internal stakeholders 
  • Customer Satisfaction

Essential Qualifications

• Bachelor’s degree 
• 8+ years of pharmaceutical or equivalent business experience and - 
• Proven experience and a strong track record of success in a people or account management role 
• Strong negotiation skills, business acumen, and analytical ability 
• Ability to create customer relationships built on trust in both clinical and non-clinical groups 
• Strong interpersonal, oral and written communication and presentation skills 
• Strong project management skills, ability to multi-task and prioritize with clear deliverables across multiple customers in tight timelines 
• Self-motivated, with excellent organizational skills, with ability to work both independently and as a member of a team 
• Ability to travel up to 75% of the time with overnight travel 
• Valid driver's license in good standing 

Preferred Qualifications

• Experience managing customer relationships in multiple therapeutic areas, including Oncology 

Benefits

Careers | Astellas

Why Astellas

• We're seeking passionate individuals who thrive in dynamic environments, embrace new ideas and aren't afraid to take intelligent risks. 
• People who act with unwavering integrity and are deeply committed to making a tangible impact. 

Learn more at Astellas.com