Senior Key Account Manager -

Astellas Pharma Europe Ltd in Baltimore, MD

  • Industry: Sales - Others
  • Type: Full Time
position filled

Developing innovative therapies is one of the most challenging, most essential and personally rewarding fields in science. This is the most exciting time to be a part of Astellas, a company with a uniquely collaborative and patient-focused culture.

There's something special about working at Astellas. It's reflected in our focus on the people we serve, the way we treat each other and the results we achieve together as a company.

Astellas is announcing a Sr. Key Account Manager - IHN/IDN  in Washington D.C./Baltimore, MD.

Purpose & Scope:

The Sr. Key Account Manager serves as the strategic lead across the Astellas portfolio at targeted corporatized providers and health systems. The role is responsible for defining and executing Astellas engagement and strategy across all chosen therapeutic areas with an emphasis to oncology. The incumbent will also serve as primary point of contact for senior and executive leaders at targeted accounts, developing a strong rapport with them, understanding their unique needs, and creating customer specific business opportunities. Communicates customer's therapeutic area needs to appropriate Astellas commercial teams.

Essential Job Responsibilities:

  • 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 maximize 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 stakeholders (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 create 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.
  • Quantitative Dimensions:

  • Per Account Productivity
  • o Frequency of customer contacts

    o Time management

    o Vertical and horizontal integration throughout accounts

  • Per Account Business Efficacy (across the full portfolio of applicable products)
  • o Profitable Formulary Access

    o Sales, Market Share, Profitability

    o Compliance with Corporate/Brand objectives and initiatives

    o Integrity and high level of professional conduct

  • Accounts Planning and Monitoring Process
  • o Accuracy of forecasts and reporting

    o Respect of budgetary guidelines

    o Collaboration with internal stakeholders

  • Customer Satisfaction
  • Organizational Context:

  • Mid-Level individual contributor
  • Field based role that serves as central point of contact for internal and external contacts within assigned regional geography
  • Reports to Director, Key Accounts
  • Requirements



  • Bachelors Degree
  • 8+ years of pharmaceutical or equivalent business experience and -
  • 3+ years of experience and a strong track record of success in a people or account management role
  • Strong negotiation skills, business acumen, and analytical ability
  • Ability to create appropriate customer relationships built on trust in both clinical and non-clinical groups
  • Strong interpersonal, oral and written communication and presentation skills
  • Strong 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 75% 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

  • Experience managing customer relationships in multiple therapeutic areas, including Oncology

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