About Astellas
Astellas is a global life sciences company committed to turning innovative science into VALUE for patients. We provide transformative therapies in disease areas that include oncology, ophthalmology, urology, immunology and women's health. Through our research and development programs, we are pioneering new healthcare solutions for diseases with high unmet medical need. Learn more at Astellas.com.
Are you driven to make a real difference in the lives of patients?
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.
Purpose & Scope
The GU Head of Sales will lead the US field-based sales team by developing and implementing strategies that maximize brand and patient value. This key leadership position will oversee, develop, and employ sales initiatives to achieve brand and organizational goals, and help elevate our performance-based culture and growth mindset across the sales organization.
The successful candidate will be accountable for national sales execution of portfolio brand strategy, enterprise priority alignment, operating model, sales performance and growth, talent management, ABL coaching and talent development for approximately [2] Area Business Leads, 14 GU Regional Business Leads and 105 GU Oncology Business Specialists.
This senior leader will be an active member of two Local Brand Teams (LBTs) PADCEV + XTANDI as well as participate in important brand activities, including annual brand strategy and tactical planning.
The role will report to the Head of US Sales for performance management system ownership, above brand capability enhancement, HoS coaching and development; and have a dotted reporting line into the PADCEV + XTANDI Commercial Heads for brand/business direction, performance coaching, guidance and sales operations.
Role and Responsibilities
- Own national sales strategy and performance: Accountable for portfolio sales results, national sales team priorities and strategic trade-offs, execution standards, budget management, and resource allocation.
- Drive continued revenue growth across multi-brand oncology portfolio: Identifies national revenue growth opportunities, recommends where to invest or shift focus, and translates market/customer/access insights into business opportunities. Accountable for sales performance and growth across a multi-brand oncology portfolio, balancing competing business priorities, resource investments, and market dynamics to maximize enterprise performance.
- Represent Sales in senior leadership forums: Partners with Marketing, Market Access, Commercial Ops, Medical Affairs, Compliance, and LBT to shape brand strategy and align execution.
- Contribute portfolio leadership insights: Serves as an active member of the LBTs for PADCEV + XTANDI, contributing field, customer, and business insights that guide strategic decisions and priorities while balancing focus across portfolio performance objectives, goals, and KPIs.
- Implementation of the enterprise sales operating model: Responsible for deployment, targeting, field productivity expectations, incentive plan recommendations to drive performance, co-created sales meeting objectives and cadence, and operational efficiencies.
- Leverage analytics to improve field effectiveness: Uses performance data, productivity metrics, customer insights, and execution indicators to monitor progress, identify gaps, and guide timely coaching and business decisions.
- Shape market-informed execution: Applies deep understanding of market dynamics, access considerations, managed care influences, regulatory requirements, and compliance constraints to inform practical field execution decisions.
- Build leadership capability and culture: Coaches and develops ABLs/second-line leaders, strengthens leadership and succession bench, reinforces accountability, and builds a high-performing sales culture.
- Advance field customer engagement capability: Strengthens selling skills, customer engagement quality, and omnichannel adoption to ensure field teams are equipped to engage customers effectively and compliantly in an evolving marketplace.
- Build external and internal stakeholder connectivity: Establishes and maintains productive business relationships with national, regional, and local external experts and professional associations to enhance market understanding and support appropriate customer engagement. Leads cross-functional alignment across Marketing, Field Medical, Market Access, Commercial Operations, Sales Training, and Analytics to optimize brand performance.
- Facilitate internal stakeholder alignment: Leads cross-functional alignment across both products Marketing, Field Medical, Market Access, Commercial Operations, Sales Training, and Analytics to optimize brand performance.
- Embed ethical and compliant leadership: Models high ethical standards, reinforces compliant selling behaviors, and ensures teams operate within applicable company policies and state and federal regulations while driving accountability and compliance throughout the sales organization.
Quantitative Dimensions
- Ensure all sales initiatives are within the sales budget for the fiscal year
- Strategic vision and planning for future growth products and sales
- Maximize sales performance.
- Partner with direct reports to ensure adequate coverage on priority target customers across the nation.
- Develop direct reports to ensure the right capability is maintained within the sales team
Organizational Context
- Reports to US Head of Sales with dotted line to PADCEV + XTANDI Commercial Heads
- Direct reports are [2] Area Sales Directors (2nd line leaders), with indirect responsibilities for Sales Managers and sales specialists
- Close collaboration with peers within sales, commercial operations, marketing, and executive leaders.
- Ongoing engagement with US/Global enabling functions.
Qualifications
Required Qualifications
- Bachelor’s Degree required
- Minimum of 15 years commercial biopharmaceutical experience with multi-functional, commercial experience
- Experience leading large customer facing teams
- Successful record of leading, attracting, developing, and retaining talent and building high performing teams
- Track record of top performance and leadership
- Motivation to lead, adaptability, learning agility and emotional intelligence
- Excellent written and oral communication skills
Preferred Qualifications
- US launch experience
- Co-promote/external collaboration experience
- Cross functional experience – e.g. Marketing, Market Access, etc.
Location and Working Environment
This position is based in Northbrook, Illinois. Remote work from anywhere in the US is available.
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.
What awaits you at Astellas?
- Global collaboration: Become part of a connected global business of like-minded life science leaders, all dedicated to improving patients' lives worldwide. Real-world patient impact: Contribute to transformative therapies that reach patients around the world, knowing your work makes a difference every day.
- Relentless Innovation: Join a company at the forefront of scientific breakthroughs, where you'll have the opportunity to shape the future of healthcare.
- A Culture of Growth: Chart your own course within a supportive environment that values your contributions, champions your development, and empowers you to pursue your passions.
Our Organizational Values and Behaviors
Values: Innovation, Integrity and Impact sit at the heart of what we do.
Behaviors: We come together as ‘One Astellas’, working with courage and a sense of urgency. We are outcome focused and consistently take accountability for our personal contribution.
Salary Range
$228,095 – 325,850 (Final compensation will be determined based on a variety of factors, including but not limited to skills, experience and organizational equity considerations)
Benefits:
- Medical, Dental and Vision Insurance
- Generous Paid Time Off options, including Vacation and Sick time, plus national holidays including year-end shut down
- 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
- Company fleet vehicle for eligible positions
- Referral bonus program
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