Lead Strategic Account

Role and Responsibilities

• Lead demand generation initiatives across the top public sector accounts for Xospata, designing and implementing the specific patient journey from the medical area through pharmacy, while triggering the administrative process required for budget allocation approval. 
• Drive strategic alignment with the SAM, Central Key Account, and Value Access Lead to effectively translate identified needs across the key accounts into actionable demand generation initiatives, structuring the specific patient journey and ensuring strong coordination to enable successful execution. 
• Drive demand generation and secure full access within the private market by mapping the access pathway in collaboration with the Private KAM, including pilot testing and optimization of access strategies. 
• Leads and coordinates execution of commercial account strategy in partnership with field sales, brand teams, health systems, and other internal commercial teams 
• Makes appropriate decisions on behalf of Astellas to protect and improve business opportunities within an account by developing customer-centric solutions to support Astellas product and customer access strategy 
• Demonstrates understanding of decision-making structure, key influencers, and other strategic objectives relevant to the customer 
• Leads and manages appropriate relationships with key partners (e.g., C-suite executives, Pharmacy Director, decision makers) and gain understanding of customer's decision-making process 
• Leads the development of an account plan at each customer by incorporating knowledge of key market trends and collaborating with internal teams to develop account-specific strategies 
• Ensures knowledge of customer is appropriately shared with field sales and other internal teams to build opportunities for commercial cross-functional peers to be successful and enable Astellas to align with high level needs of client 
• Maintains expert operating knowledge of all company policies and guidelines, including but not limited to those addressing interactions with healthcare professionals, compliance and business conduct.