Purpose and Scope:

The Retina Key Account Lead (RKAL) is responsible for driving the strategic direction and execution of Astellas' designated products across key accounts. In this high-impact role, the RKAL leads efforts to foster a high-quality customer experience through effective account management, contract execution and pull-through strategies. The position also focuses on defining and delivering engagement strategies across the matrix internal team with strong collaboration to expand Astellas' presence and build long-term customer relationships.

As the primary point of contact for senior executives within target accounts, the RKAL is tasked with developing and executing customer-centric business plans and solutions that enhance access to Astellas' therapies. This role requires cross-functional collaboration with internal teams to make strategic decisions that elevate Astellas' market position and improve patient outcomes. The RKAL will play a critical role in shaping business opportunities that support both organizational goals and customer needs.

Responsibilities and Accountabilities:

• Owns the development and execution of account-specific strategies that integrate market insights, customer needs, and Astellas' objectives to move accounts along a continuum for patient benefit.
• Coordinates and collaborates with matrix internal team (market access, sales, marketing, contracting) to orchestrate account engagement and develop tailored plans and solutions that drive success and maximize market access.
• Leads executive-level engagement with key stakeholders (e.g., C-Suite Executives, Practice Managers, Retina Specialists) to foster strong, trust-based relationships and shape critical business opportunities within assigned region.
• Accountable for leading and executing contract pull-through initiatives to meet and exceed objectives. Monitor performance for consistent business growth and alignment with strategic goals.
• Leverages deep understanding of market dynamics and customer decision-making processes to proactively identify and address business challenges with creative, actionable solutions.
• Lead process to identify and elevate real time account-level learnings to bring to Market Access/Leadership Brand Team as appropriate to inform strategic decision making.
• Continuously monitors the competitive landscape and evolving customer needs to
• provide timely, actionable feedback to leadership and refine strategies that position Astellas as a leader in ophthalmology care.

Required Qualifications:

• Bachelor's degree in Business, Life Sciences, or related field.
• 10+ years of pharmaceutical or equivalent business experience with a strong track record of success in account management or leadership roles (5+ years in a senior capacity).
• Proven ability to develop and execute strategic plans that drive business outcomes and meet market demands.
• Strong negotiation, analytical, and business acumen to effectively navigate complex customer environments and optimize contract execution.
• Exceptional ability to build relationships based on trust and influence, with both clinical and non-clinical stakeholders.
• Track record of success in contract pull through and/or sales growth, demonstrating accountability for achieving objectives.
• Outstanding communication, presentation, and interpersonal skills, with the ability to lead and influence at all levels.
• High-level organizational and project management skills, capable of managing multiple complex projects across competing timelines.
• Ability to travel >50% of the time and maintain a valid driver's license.
• Ability to travel on weekends as needed to attend strategic customer events such as conferences, business summits and other strategic events.

Preferred Qualifications:

• Experience with GPOs, contract negotiations and pull through initiatives
• Experience and deep understanding of the retina ophthalmology therapeutic area
• Experience in leading cross-functional teams and driving organizational change.
• Track record of effective, cross-functional team leadership without authority

Location and Working Environment

This is a field based position and the territory is Philadelphia/Washington DC.

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.

This position is a global role with strong interaction with various disciplines and international stakeholders

• Highly matrixed environment requiring cross-regional coordination.
• Frequent interaction with senior leadership and governance bodies.
• Collaboration across EU, US, and Japan time zones.

Salary Range

$131,670 - $188,100 (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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