Oncology Account Specialist (Sales) - Canada
Canada, Field – Territory includes: Alberta and Saskatchewan provinces.
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.
Description
Responsible for achieving annual sales forecasts through professional implementation of approved sales and marketing materials. Results are achieved by managing a complex, scientific, clinical and customer landscape as well as by navigating and understanding the complex network structure and interdependencies of therapeutic area agencies, centres, hospitals and private practice.
Therapeutic Specialists have a solid scientific understanding, clinical acumen and expert knowledge of Astellas and competitor products. This knowledge is essential to conduct knowledge exchange with multiple clinical specialties in the assigned therapeutic area on clinical trials, disease state, screening and patient identification, practice structure, clinical care pathways and integrated models of care to enhance patient outcomes. In addition, the Therapeutic Specialist engages with all targeted academic and community based health care specialists in a professional and ethical manner to promote and educate on assigned Astellas products
Role and Responsibilities
- Achieves annual sales forecasts through professional implementation of approved sales and marketing materials. Promotes assigned Astellas brands to all associated and relevant targeted academic and community based health care specialities in a professional manner. Effective use of clinical studies to communicate the benefits of Astellas pharmaceutical brands.
- Manages a complex scientific, clinical and customer landscape across multiple tumor types and disease states. Also responsible for navigating and understanding the complex network structure and interdependencies of therapeutic area agencies, centres, hospitals and private practice along with stakeholder mapping.
- Develops key account plans by leveraging knowledge of clinical and business landscape in the assigned therapeutic area in collaboration with Regional Sales Manager and internal teams.
- Creates and maintains an annual territory business plan to maximize business opportunities and achieve annual territory objectives. Manages territory Contributes to the development and execution of national and regional strategies and tactics to ensure the achievement of annual sales goals within assigned geography.
- Contributes to annual strategic brand planning and tactical idea generation as required. Provides prompt and accurate feedback of customer responses to marketing pieces.
- Interacts with relevant stakeholders, including assigned therapeutic area nurses, pharmacists, and reimbursement navigators to ensure appropriate use of Astellas products, resolving and triaging reimbursement issues and ensuring product access. Experts on Astellas Patient Assistance Program including supportive services to increase patient care and access.
- Partners with Patient Access Managers to drive regional access strategies, clinician engagement and messaging as appropriate. Close collaboration with Medical Science Liasions as appropriate and head office colleagues to align on activities and information sharing.
- Identifies unmet educational needs of health care professionals and delivering non-promotional learning programs aligned with APCA Approved Education Strategies set forth by the brand team to facilitate exchange of information on related scientific and clinical issues. Organizes and conducts learning activity events adhering to Astellas Learning Programs SOP and IMC Code of Ethical Practices.
- Trains new Therapeutic Specialists on APCA brands as assigned by Regional Sales Manager. Creates and leads workshops at sales meetings as assigned by RSM. Assists with regional or national marketing initiatives and projects in part or in whole as agreed upon by Marketing and RSM.
- Uncovers opportunities that enhance the eventual quality of patient care and create greater visibility for APCA as a partner in Canadian Health Care.
- Completes all administrative responsibilities as outlined by the Regional Sales Manager or designate. Maintains a current database and customer interface history utilizing the software packages provided by APCA. Maintains a diary of ongoing performance in order to facilitate effective year end performance reviews and plan for ongoing development.
- Attends important national and international conferences as agreed upon by the Regional Sales Manager and approved by Director. Attends three sales meetings per year and other APCA and external meetings as required.
- Demonstrates consistent strong teamwork, winning attitude and positive approach.
- Maintains at all times a professional, respectable and dignified image as a representative of APCA.
- Maintains all company capital in good working order, including computers, office equipment and company vehicle etc.
Accountable for maintaining a thorough understanding and adherence to all applicable APCA and external codes, policies and regulations (i.e. Innovation Medicines Canada Code of Ethical Practices, Code of Conduct, Travel and Entertainment Policy etc.). Upholds a commitment to compliance and operates with integrity within all business activities.
-
Quantitative Dimensions
- Achievement of annual territory and national sales forecast.
- Budget responsibility for the assigned territory.
- Proven ability to quickly learn new complex scientific material
- Communication of critical patient care information related to APCA products
- Demonstrates sales influence within the Territory, Region and in some instances National business
- Demonstrates collaboration and teamwork with internal departments.
- Responsible for adhering to regulatory guidelines for scientific and educational activities (Astellas SOPs and IMC Code of Marketing Practices)
- Responsible for managing territory tactical planning and execution as per approved business plan and commercial plan of action within budget.
- Responsible for demonstrating leadership and contributing to a positive and collaborative team culture.
- Assist in the development of product training and workshops, as required. Train existing and new Therapeutic Specialists, as required.
Required Qualifications
- Bachelor of Science or administration is required
- Based in Alberta or Saskatchewan
- Minimum of eight years sales experience in an established pharmaceutical company and a minimum of 3 years at a specialty/institutional level with strong preference for Hematology/Oncology
- Superior strategic planning experience and proven tactical execution.
- Excellent oral and written communication skills.
- Demonstrated ability to understand and effectively communicate complex, scientific information is required.
- Proven ability to converse at a high level with clinical experts and translate complex data relating to targeted therapies, biologics, biomarkers and evolving research into impact to patients.
- Advanced ability to ask strategic, insightful questions to uncover implicit needs of each specialty and develop customized solutions to those needs to optimize patient care.
- Strong business analytical skills required to understand territory performance and changing market dyanmics and trends within a region (clinical and business landscape). Utilize data and insights to collaborate with internal stakeholders and drive activities and focus in territory business plan.
- Demonstrated strong territory organizational skills and well developed time management skills.
- Key account management experience.
- Excellent customer service skills with the ability to develop and maintain relationships.
- Proficient in Microsoft Office and customer relationship management databases.
Travel 25% to 40%. Overnight travel required including within territory and to conferences, training and sales meetings, including weekends.
-
Preferred Qualifications
Advanced or professional degree in a health care discipline or in the life sciences or an advanced degree in business.
Location and Working Environment
This position is remote and based in Canada.
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
$100,000-$140,000 CAD annually per year (final compensation will be determined based on a variety of factors, including but not limited to proficiency levels and organizational equity considerations)
*The salary range provided applies to Canada only and does not apply to any other locations outside of Canada.
Benefits:
- Medical, Dental and Vision Insurance
- Generous Paid Time Off options, including Vacation and Sick time and national holidays including year-end shut down
- Registered Retirement Savings Plan Program (RRSP)
- 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
