Ophthalmics Region Business Lead - West Coast

Purpose & Scope

Developing innovative therapies is one of the most challenging, essential, and rewarding opportunities in healthcare. At Astellas, we are committed to improving patient outcomes through scientific innovation, meaningful partnerships, and a culture grounded in innovation, integrity, and impact. The Region Business Lead (RBL) advances this mission by developing exceptional talent, translating strategy into execution, and creating customer experiences that improve patient access to innovative therapies.

This field-based commercial leadership role is responsible for leading a diverse team of Ophthalmics Business Specialists across the West Coast Region. The Region Business Lead is accountable for achieving sustainable regional business results through leadership, coaching, and development of others while strengthening customer partnerships and fostering an inclusive, high-performing culture. The RBL supports translation of enterprise strategy into regional execution through coaching, business planning, cross-functional collaboration, and sound business judgment within the specialty ophthalmology and buy-and-bill environment.

Role and Responsibilities

Building High-Performing Teams

• Recruit, coach, develop, engage, and retain a diverse, high-performing team of Ophthalmics Business Specialists.
• Create a culture of trust, accountability, inclusion, continuous feedback, recognition, and learning.
• Conduct consistent field coaching, meaningful performance conversations, and individualized development planning, using a coaching model consistent with the organization, where appropriate, to build capability and prepare future leaders.
• Maintain accountability for achieving regional objectives while balancing near-term execution with long-term growth.
• Address performance opportunities with clarity, consistency, and respect while recognizing achievement.

Drive Regional Business Performance

• Translate national objectives into focused regional business plans aligned to customer needs and market opportunities.
• Prioritize regional resources and execution against the highest-impact opportunities for patients, customers, and the business.
• Use business insights and market trends to guide field execution, elevate barriers, and continuously improve performance.

Advance Customer Engagement and Market Understanding

• Guide teams to deliver clinically meaningful customer engagements that support customers and the patients they serve.
• Develop a deep understanding of the retina specialty, ophthalmology market dynamics, strategic accounts, and evolving customer needs.
• Build trusted relationships across physicians, practice administrators, clinical staff, office leadership, and key stakeholders to strengthen customer partnerships.

Collaborate Across One Astellas

• Partner compliantly and collaboratively with Market Access, Medical Affairs, Regional Key Account Liaisons (RKALs), Market Development Managers, Training, and Sales Leadership to deliver a coordinated customer experience.
• Partner across functions to support aligned priorities, elevate barriers, and advance One Astellas objectives.
• Share best practices and contribute to learning and collaboration across teams.
• Serve as an active member of the West Area Leadership Team by contributing field insights, talent development perspective, problem solving, and advancement of area priorities.

Drive Execution and Accountability

• Own regional performance, talent development, and follow-through on national initiatives, regional business plans, and coaching expectations.
• Ensure all business activities are conducted in accordance with applicable laws, regulations, company policies, and compliance standards.
• Lead organizational change with clarity, resilience, transparency, and appropriate urgency.
• Help teams navigate complexity by focusing on the work that delivers the greatest customer and business impact.

Leadership Expectations

• Demonstrate Astellas' Values of Innovation, Integrity, and Impact while modeling the organizational behaviors of Courage, Sense of Urgency, One Astellas, Outcomes Focus, and Accountability.
• Place patients at the center of decision-making while fostering inclusion, trust, and strong team engagement.
• Demonstrate sound judgment, ownership, and ethical leadership in every interaction.
• Empower individuals and teams to take ownership, grow, and perform at their highest potential.

Required Qualifications

• Bachelor's degree required.
• 8+ years of specialty pharmaceutical or biotechnology sales experience; ophthalmology/retina, buy-and-bill, and leadership experience preferred.
• Minimum of 3 years of demonstrated experience successfully leading commercial teams preferred.
• Understanding of access, reimbursement, buy-and-bill dynamics, and practice economics preferred.
• Experience leading specialty product launches and cross-functional initiatives preferred.

Preferred Qualifications

• Strong business acumen, judgment, and field execution capability.
• Strong coaching, communication, collaboration, and performance management skills.
• Adapts coaching style based on individual capability, experience, and development needs.
• Assesses talent, identifies development opportunities, and supports succession planning.
• Prioritizes competing demands while maintaining focus on patients, customers, and business outcomes.
• Partners and collaborates across a matrix organization to support aligned execution.
• Uses CRM, activity, market, and performance data to coach teams and inform regional decisions.
• Demonstrates commitment to ethics, compliance, inclusion, and continuous improvement.
• Travels regularly throughout the assigned region, including overnight travel and field rides with team members.

Location and Working Environment

This is a field based role. Remote work 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

$158,935 - 239,000 (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

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