At Astellas, we believe that nurturing exceptional relationships with our employees delivers exceptional business results.
Everyone at Astellas has a responsibility for creating a brighter future for patients around the world. From the first moment, Astellas will inspire you to put this ethos into practice – with a positive, agile company culture and with well-defined ethical principles, values and systems.
Everything we do is led by our company values of integrity, being patient centric, taking ownership, delivering results and communicating openly. These values are essential to Astellas relationship with its employees and now is an exciting time to join us as we continue to evolve as a cutting-edge, value driven life sciences innovator.
Purpose and Scope:
Build-out and market planning to ensure that Oncology commercial/marketing strategy, tactics and infrastructure are in place to successfully achieve new product launch, operating plans, and critical milestones in Vietnam. Work closely with Regulatory Affairs and Market Access & Government Affairs colleagues to appropriately communicate value, drive access, and support patient care. This business leader has full P&L responsibility; responsible for the implementation of marketing and sales strategies to achieve revenue targets and deliver value to customers. Develop business relationships with key customers and accounts. Lead and develop TAC Product Manager, Sales Manager, Medical Affair and KAMs.
Responsibilities and Accountabilities:
- Approves and recommends annual strategic brand plans for Oncolohy products, which are aligned with global strategy, include analyses of market situations, risks & opportunities, promotional strategies, sales forecasts, and market share objectives. Approves with General Manager sales and market share objectives for all products; develops programs to achieve these objectives and monitors their execution.
- Conducts and approves sales strategies for Oncology products and ensures that brand strategic direction is followed. Ensures all Product Manager, Medical Manager, Sales Managers and KAMs create business plans for their respective areas, all of which should be consistent and complement Oncology and Vietnam Strategic Plan.
- Approves, with the General Manager, the annual sales objectives for Oncology Business Unit's products. Manages and supervises planning, forecasting, and budgeting. Creates realistic A&P budgets and ensure forecast accuracy. Coordinates activities within Oncology BU to arrive at expense targets and achieve sales forecast.
- Ensures that marketing strategy is translated into implementation tactics and fully executed on implementation level. Prepare and review contingency plans proactively in anticipation of changing market dynamics. Approves campaigns and promotional activities, monitors tactical initiative implementation and KPIs (measure customer satisfaction, manage promo expense and resource mix, sales force effectiveness, etc.), assesses effectiveness and develops and implement strategy / tactics adjustment.
- Prepares business cases within Oncology BU and cross functional teams to ensure pipeline products are available. Initiate portfolio assessment, optimization and implement agreed management plans.
- Responsible for launch excellence process and launch readiness reviews to ensure best-in-class launches in Vietnam. Approves pre-launch and launch plans for new products.
- Lead Price Negotiation strategy and activities via cross-functional collaboration and engagement to ensure best outcome for Oncology portfolio.
- Lead the development and implementation of KAM strategy for Oncology, ensure excellent management of key accounts and expansion of key accounts to support growth of TAC portfolio.
- Develop imaginative, innovative broad based and non-traditional approaches to develop Oncology business opportunities using a customer driven, end-to-end approach. Flexible and adapt rapidly to new situations and continually seek for new opportunities.
- Evaluate alternatives, drive change, and generate new ideas. Encourage others to generate ideas.
- Develop short / long term partnerships with key stakeholders at each step of patient flow / product value chain (KOL, physicians, etc.)
- Collaborates with Regulatory Affairs and Market Access & Government Affairs in special projects involving government affairs initiatives, public market access submissions, third party payer initiatives and selection of suppliers.
- Clarify objectives and timelines for subordinates; ensure all stakeholders understand their roles and responsibilities. Delegate tasks and responsibility to appropriate employees; match skills and abilities to maximize effectiveness.
- Provides leadership and coaching to the entire Business Unit team. Conducts annual and mid-year performance reviews with Product Manager, Sales Manager and KAMs. Ensures that the Managers conduct it with their direct reports, if any. Ensures that BU Managers receive appropriate feedback and support their development as required and agreed via My Development Plan and Career Conversation.
- Performance Management (coach, train and manage direct reports, reward, and recognize high-performers, and handle non-performers appropriately).
- Build critical capabilities required in team.
- Succession planning and hiring (define the right candidate profile, identify potential prospects to hire, develop and promote, proactively plan for expected changes, ensure succession for key positions).
- Collaborate with HR to lead and drive employee engagement activities to improve employee engagement scores.
- Maintain quality and work within ethical guidelines set by corporation. Implements and directs marketing and sales policies and procedures to ensure Compliance Code and Company Policies are followed by Astellas Pharma.
- Collaborates with General Manager on the planning, coordination, and execution of other assigned special projects.
Required Qualifications:
- Strategic Thinking & Planning & Agility
- Strong experience managing /driving budget/ resources and profitability.
- Executive presence, prior experience with engaging senior leaders
- Excellent communication and interpersonal skills
- Cross-Functional Capability - affiliate, regional and global teams
- Proven leadership ability, coaching ability and people management experience
- High business acumen and learning agility
- Fluent in English
- Excellence in presentation skill.
- Bachelor's degree in business management/ pharmacy/ medicine or relevant field.
- Major in Pharmacy is an advantage.
- MBA is an advantage
Preferred Qualifications:
- Minimum 10 years experience in marketing & sales
- Specialty Pharma/Transplant experience
- Key Account Management experience & Government Affairs experience
- Launch excellence and niche therapeutic area best-in-class launch experience
- Relevant experience of 10+ years in ethical pharmaceutical industry and minimum 5 years experience in people management
Working Environment
- 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.
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