"Alerted.org

Partner, US Trade and Channel Accounts

Do you want to be part of an inclusive team that works to develop innovative therapies for patients? Every day, we are driven to develop and deliver innovative and effective new medicines to patients and physicians. If you want to be part of this exciting work, you belong at Astellas!

Astellas Pharma Inc. is a pharmaceutical company conducting business in more than 70 countries around the world. We are committed to turning innovative science into medical solutions that bring value and hope to patients and their families. Keeping our focus on addressing unmet medical needs and conducting our business with ethics and integrity enables us to improve the health of people throughout the world. For more information on Astellas, please visit our website at www.astellas.com .

This position is based in Northbrook, Illinois. Hybrid work from certain states may be permitted in accordance with Astellas’ Responsible Flexibility Guidelines. Candidates interested in hybrid work are encouraged to apply.

Purpose:

The Executive Trade Accounts & Channel Strategy Director is responsible for the strategic and tactical aspects of assigned wholesaler and specialty distributor accounts for the majority of Astellas Pharma US products. Ensures consistent and appropriate patient/provider national access to all Astellas products. Delivers on APUS strategic intent of “partnership for access” with the largest wholesaler accounts (Cencora, ASD Healthcare, Besse Medical, Oncology Supply), with individual responsibility for $1B+ gross APUS sales.

+ Strategically and skillfully navigate the interdependencies of their assigned increasingly complex mega account to include: Wholesalers, GPOs, Specialty Distributors and affiliated entities to ensure their assigned account and overall APUS product performance goals are met or exceeded.

+ Due to the complexity and scope of the different modalities impacted by these mega accounts coupled with the increasingly diverse and robust APUS portfolio, this role requires the ability, knowledge, and confidence to create, lead, and quickly adapt cross-functional, national strategic projects/initiatives to ensure company goals are met under close scrutiny from APUS executive leadership.

Essential Job Responsibilities:

+ Responsible for creating and implementing assigned mega account corporate engagement strategy and business plan to include product-specific contracting approaches as well as potential strategic corporate partnerships that are “above brand”/outside of a transactional framework.

+ Responsible for applying customer and payer market expertise to co-create overall APUS Trade strategy for both on-market and near-term pipeline assets via cross-functional collaboration with key internal stakeholders.

+ Manage business relationships with key stakeholders/decision makers at assigned wholesaler and specialty distributor accounts, ensuring Astellas’ objectives are achieved through proper planning and product access from pre-launch through the entire life cycle of all products.

+ Advance strategic relationships between C-Suite executives from APUS and assigned account to identify aligned opportunities, develop appropriate strategic partnerships, and ensure business partner needs are addressed to achieve mutually satisfactory outcomes.

+ Apply visionary, future-focused thinking to influence and effectively drive organizational change and continuous innovation so APUS can effectively and quickly adapt to a complex and dynamic external environment.

+ Confidently challenge the status quo as necessary by bringing forward innovative solutions to ensure APUS achieves near and intermediate-term business goals.

+ Successfully launch Astellas products and meet corporate stocking and financial objectives. Raise awareness of “Astellas” (corporate branding) in trade community, as well as awareness of all product brands to enhance credibility for current and future products.

+ Negotiate, manage, and coordinate contract evaluation and implementation at assigned account representing over $1B in APUS gross sales.

+ Mediate settlement agreements and write-offs on financial disputes between Astellas and assigned accounts. Communicate with Head – U.S. Trade & Channel Accounts, Head - Payer Accounts, Head - Contracts & Pricing, Head - Finance, Director of Supply Chain Operations, Legal and Compliance on all business processes related to channel trading partners.

+ Lead national strategic initiatives/projects to effectively execute Market Access strategy and ensure that individual business goals and objectives for assigned account are achieved considering the outcome will directly determine whether national product performance goals are met or not due to the scope of the assigned account(s).

+ Coordinate with Market Access Leads (MAL’s) to oversee channel activities with Astellas brand teams for development of trading partner business opportunities, including brand launches, marketing, sales and communication strategies.

+ Represent Astellas at major channel conferences to monitor business trends and best practices and meet with assigned accounts, as appropriate.

+ Participate in all key projects associated with Trade Accounts & Channel Strategy to ensure continuous process improvement and operational efficiencies. Effectively participate and advise on appropriate team projects, product workstreams, product recall management, pre-launch teams, loss of exclusivity life cycle management teams, logistics handling, DSCSA initiatives, etc.

+ Utilize industry awareness and expert-level account knowledge to proactively educate key internal stakeholders across APUS on Trade market evolution to ensure senior leadership understands the implications of various scenarios in terms of impacting overall product and company performance objectives.

+ Analyze and monitor buyouts, mergers, bankruptcies, and competitive situations relative to Astellas products and exposure for an event / potential future event. Make recommendations and provide updates to Astellas Sr. Management for review and execution.

+ Maintain expert operating knowledge of all company policies and guidelines, including but not limited to those addressing interactions with healthcare professionals, compliance, and business conduct.

Quantitative Dimensions:

+ Part of a greater team responsible for >$8B in wholesaler, specialty distributor, specialty pharmacy, retail pharmacy and radio pharmacy gross sales annually.

+ Responsible for one of three of the largest wholesalers (Cencora and approximately 6-10 other wholesaler and specialty distributor accounts of varying size, scope and sales volume.

+ Expert level understanding of the business complexity of assigned Big 3 Wholesaler corporation “umbrella” and the financials around each component.

+ Develop a robust business plan for the assigned mega account (wholesaler plus specialty distributor(s)) and provide quarterly progress updates to senior leadership.

+ Ability to diplomatically and effectively communicate, negotiate and have challenging conversations with external and internal stakeholders, while adapting as needed to meet the needs of a complex and rapidly evolving environment.

+ Objectively represent and communicate supply channel business practices within Astellas (Legal, Finance, Contracts & Pricing, Sales, Marketing, Supply Chain Operations). Interface with these departments regarding numerous supply channel challenges and opportunities that can allow Astellas to achieve business objectives in an efficient manner.

+ Ensure that Astellas’ best business interests are safeguarded across all supply channel partners. Major dollar accountability associated with these relationships.

+ Budget/sign-off on $200k budget in channel expenses annually.

Organizational Context:

+ Most senior-level individual contributor role in the health systems field structure.

+ Field-based role that leads key function/account analysis and decision-making with impact on a broad functional or national footprint.

+ Reports to Head – U.S. Trade and Channel Accounts.

Qualifications Required:

+ Bachelor’s degree

+ 15+ years of pharmaceutical or equivalent business experience

+ 7+ years of experience and a strong track record of success in a people or account management role.

+ Previous experience and relationships with assigned account or previous Sr. Corporate Account Director experience calling on Specialty Pharmacies and smaller wholesalers with a proven track record of success.

+ Expert level of understanding of concepts in Channel Account agreements (DOH, Service Levels, 340B, Chargebacks, Returns, Clawbacks, Class of Trade designations, etc.) and how these change given the rapidly evolving US healthcare landscape.

+ Demonstrated record of applying creative problem-solving techniques to solve business challenges.

+ Demonstrated ability to apply independent personal judgment to drive successful results.

+ Excellent negotiation skills, business acumen, and analytical ability.

+ Demonstrated ability to create appropriate customer relationships built on trust in both clinical and non-clinical groups.

+ Excellent interpersonal, oral and written communication and presentation skills.

+ Excellent project management skills, ability to multi-task and prioritize with clear deliverables across multiple customers in tight timelines.

+ Self-motivated, with excellent organizational skills, with ability to work both independently and as a member of a team.

+ Ability to travel up to 50% of the time with overnight travel.

+ Valid driver’s license in good standing.

+ No criminal convictions resulting in suspension/revocation of driving privileges within the last 3 years.

Preferred:

+ MBA degree or equivalent

+ 5+ years management experience with direct account and contracting responsibility. Experience with and an established network of pharmaceutical trading partner contacts (channel management or supply chain management) and/or large national/corporate pharmaceutical accounts (with significant financial responsibility).

+ 5+ years Oncology supply channel account management experience including oncology specialty distributors and/or network models.

+ Understanding of channel data (i.e. 852, 867, etc.)

+ Proven leadership abilities, strong business acumen, analytical thinking and strong financial / budget-management skills.

+ Excellent working knowledge of Microsoft Word, Outlook, Excel and PowerPoint and virtual engagement platforms such as Zoom, MS Teams, and Adobe Connect.

Compensation Range: $189,000 - $252,000 (NOTE: Final Salary could be more or less, based on experience.)

Flexible grade level based on candidate background and skillset

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

+ Referral bonus program

\#LI-LN2

Category Market Access

Astellas is committed to equality of opportunity in all aspects of employment.

EOE including Disability/Protected Veterans