Oncology Sales Director (West), Genitourinary

Purpose & Scope

The Genitourinary Area Business Lead is a senior sales leader responsible for driving performance across the assigned West Area in support of Astellas' Oncology portfolio. This role leads an area organization of approximately fifty representatives and first-line managers, translating national brand and portfolio strategies into customer-facing execution that achieves business goals, strengthens customer engagement, and elevates Astellas' GU Oncology portfolio in the marketplace.

The Area Business Lead serves as the primary sales voice for the geography, ensuring disciplined execution of sales-delivered marketing initiatives, strong collaboration with internal and external stakeholders, and the sharing of customer, market, and patient insights that inform brand strategy, local market planning, and business decisions. This leader also represents Sales on the Local Brand Leadership Team and contributes to key brand planning activities by bringing forward field-based insights to help shape strategy and execution.

Role and Responsibilities

• Provide strategic leadership for the assigned geography by translating brand and portfolio priorities into clear area business plans that achieve field attainment goals and drive sustainable growth across Astellas' Oncology portfolio.
• Lead, coach, and develop a high-performing sales organization of first-line managers and representatives through clear expectations, talent assessment, succession planning, recognition, and capability development.
• Drive disciplined execution by monitoring performance, identifying risks and opportunities, allocating resources effectively, and ensuring strategies are implemented with consistency and accountability.
• Serve as the senior sales voice for the geography, partnering across Marketing, Field Operations, Data & Analytics, Market Access, Medical, Legal, Ethics & Compliance, HR, and senior leadership to inform strategy and accelerate execution.
• Generate and elevate field-based customer, competitor, market access, and patient insights to shape brand planning, local market strategy, sales-delivered initiatives, and portfolio decisions.
• Build strong relationships with external stakeholders, including health care providers, key opinion leaders, large accounts, and alliance partners, to strengthen customer engagement and enhance the presence of Astellas' GU Oncology portfolio.
• Model ethical leadership and ensure all managers and representatives operate in alignment with Astellas policies, sales practice standards, regulatory requirements, and company values.

Quantitative Dimensions:

• Accountable for achieving field attainment goals and key performance metrics across the assigned Area, including sales performance, execution priorities, and portfolio growth objectives.
• Leads an area sales organization of approximately 7-8 Regional Sales Managers and 45-55 Sales Representatives, with responsibility for performance management, talent development, and succession planning.
• Manages and deploys Area-level budgets, promotional resources, customer engagement investments, and field execution priorities to support business objectives.
• Monitors and analyzes Area, regional, and territory performance trends, customer insights, market access dynamics, and competitive activity to identify risks, opportunities, and actions needed to improve business results.

Organizational Context:

• Reports directly to the U.S. Commercial Head, Sales with a dotted-line relationship to the Prostate Cancer Commercial Head, ensuring alignment across sales leadership and brand strategy.
• Serves as a second-line sales leader responsible for leading Regional Sales Managers and driving consistent execution across the assigned Area.
• Leads an area organization of approximately 7-8 Regional Sales Managers and 45-55 Sales Representatives across the West Area.
• Partners closely with cross-functional stakeholders, including Field Operations, Sales Training, Marketing, Business Analytics, Key Account Management, Market Access, Medical, Legal, Ethics & Compliance, HR, and alliance partners.
• Represents the Area sales organization in key business forums, bringing forward field-based insights to inform brand strategy, local market planning, and portfolio decisions.

Required Qualifications

• Bachelor's degree required; advanced degree preferred.
• Minimum of 10 years of U.S. pharmaceutical sales experience, including significant sales management and people leadership responsibility.
• Demonstrated track record of high performance, consistent business results, and successful development of sales managers and field talent.
• Strong strategic thinking, business acumen, leadership agility, and ability to translate enterprise and brand priorities into clear field execution plans.
• Proven ability to lead effectively in a matrix environment and collaborate across commercial, medical, market access, analytics, legal, ethics and compliance, HR, and alliance partner teams.
• Excellent communication, facilitation, and executive presentation skills, with the ability to influence internal and external stakeholders.
• Ability to travel approximately 50% of the time; valid driver's license in good standing required.

Preferred Qualifications

• Oncology pharmaceutical sales leadership experience, preferably in genitourinary oncology and/or prostate cancer.
• Experience in the Lung Cancer TA
• Experience leading first-line managers and field teams through a product launch, indication expansion, or major brand growth initiative.
• Experience working with alliance partners and leading coordinated field execution across shared priorities.
• Strong understanding of the oncology reimbursement, market access, distribution, and payer landscape.
• Experience translating customer, market, competitive, and patient insights into local field execution and pull-through.
• Advanced degree, including MBA or other relevant business, science, or health care degree, preferred.

Location and Working Environment

This position is field based role, with corporate headquarters in Northbrook, IL. 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.

Salary Range

$193,200 - 276,000 (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

#LI-TD