Astellas Pharma
Senior Manager (Partner), US Field Force Deployment and Sales Force Effectivenes
Astellas Pharma, Northbrook, Illinois, United States, 60062
Senior Manager (Partner), Strategic Field Force Deployment and Sales Force Effectiveness
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. The Senior Manager (Partner), Strategic Field Force Deployment and Sales Force Effectiveness drives Astellas' sales strategy by developing and implementing long-term planning processes, targeting tools and customer insights, sales impact KPIs and metrics to optimize sales force performance and execution. Collaborating with Sales, Marketing, Market Access and Commercial Operations leadership, this role ensures sales activities align with brand strategies and delivers data-driven insights to support critical business decisions. By fostering cross-functional partnerships, this position equips sales teams with resources to maximize customer engagement and drive sales success. Responsibilities and Accountabilities: Develop Strategic Sales Plans: Lead the creation of data-driven customer targeting strategies, call plans and tools to enhance Sales Force execution for internal sales organizations. Support field activation strategies that align with omnichannel marketing objectives to enhance healthcare professional (HCP) engagement Assist in the implementation of Next Best Engagement (NBE) solutions, ensuring seamless integration with Veeva systems Support precision customer engagement workstreams through data-driven omnichannel insights in collaboration with multiple cross departmental stakeholders Field Analytics, Sales, Brand, Incentive Compensation, Data Enablement, Customer Insights and Field Technology and DigitalX teams Deliver Actionable Insights: Analyze sales data to generate key insights and provide actionable recommendations, including triggers, alerts and Next Best Action (NBA) suggestions, to Sales and Marketing leadership for business critical decision-making. Develop Sales Force Effectiveness and KPIs: Lead sales force alignments, targeting, segmentation, dynamic alerts and Next Best Action (NBA) suggestions, while supporting brand analytics and reporting teams to optimize Sale Force execution. Innovate Targeting Practices: Introduce innovative targeting and call planning methodologies by leveraging industry trends, benchmark, dynamic alerts and Next Best Action (NBA) suggestions to enhance Sales Force effectiveness and execution. Drive Cross-Functional Alignment: Collaborate with Sales, Brand, Customer Insights and other external partners to align on objectives, apply industry best practices and manage vendors to support strategic initiatives. Oversee Quarterly Call Plans: Lead the development, communication and implementation of quarterly call plans, incorporating key performance metrics to track execution and call plan adherence. Manage Call Plan Refinement: Own the field refinement and feedback platform, ensuring timely updates to call plans, delivering post-refinement change summaries and provide related execution training. Manage External Partnerships: Oversee relationships with vendors, consultants and commercial partners to support and achieve business objectives. Optimize Resource Allocation: Provide insights to maximize the impact of product details and samples, enhancing sales performance across products and teams. Train Sales Teams: Educate sales teams on reporting tools, enhancing their use for targeting and call planning management and strategic decision-making. Sales Leadership Support: Actively participate in preparation for National Sales Meetings, Leadership Forums and industry conferences including strategy and communication development and presentation of Strategic Field Force Deployment driven initiatives, program launches and related end-user trainings Quantitative Dimensions: Call Planning Quality: Measured by feedback from customers and cross-functional teams on the effectiveness, timeliness and quality of quarterly target lists and call plans. Sales Performance Reporting: Responsible for accuracy, timeliness and end user experience of both standardized and ad-hoc reports, dashboards and targeting tools, based on customer and stakeholder feedback. Sales Force Optimization: Key metrics including customer reach/frequency, impact, workload balance across territories and overall sales performance and execution. Insight Generation: Quality and timeliness of actionable recommendations, evaluated by Sales and Brand leadership and cross-functional feedback. Project Milestones: Achievement of key milestones for major strategic initiatives and partner-supported projects. Organizational Context: The Senior Manager (Partner) reports to the Director, Strategic Field Force Deployment and Sales Force Effectiveness. This role collaborates extensively with Field Analytics, Sales, Brand, Incentive Compensation, Data Enablement, Customer Insights and Field Technology and DigitalX teams. There are no direct reports, but the position leads business critical cross-functional teams and manages vendor and commercial partner relationships. This role operates within the Sales Operations and Analytics job family.
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. The Senior Manager (Partner), Strategic Field Force Deployment and Sales Force Effectiveness drives Astellas' sales strategy by developing and implementing long-term planning processes, targeting tools and customer insights, sales impact KPIs and metrics to optimize sales force performance and execution. Collaborating with Sales, Marketing, Market Access and Commercial Operations leadership, this role ensures sales activities align with brand strategies and delivers data-driven insights to support critical business decisions. By fostering cross-functional partnerships, this position equips sales teams with resources to maximize customer engagement and drive sales success. Responsibilities and Accountabilities: Develop Strategic Sales Plans: Lead the creation of data-driven customer targeting strategies, call plans and tools to enhance Sales Force execution for internal sales organizations. Support field activation strategies that align with omnichannel marketing objectives to enhance healthcare professional (HCP) engagement Assist in the implementation of Next Best Engagement (NBE) solutions, ensuring seamless integration with Veeva systems Support precision customer engagement workstreams through data-driven omnichannel insights in collaboration with multiple cross departmental stakeholders Field Analytics, Sales, Brand, Incentive Compensation, Data Enablement, Customer Insights and Field Technology and DigitalX teams Deliver Actionable Insights: Analyze sales data to generate key insights and provide actionable recommendations, including triggers, alerts and Next Best Action (NBA) suggestions, to Sales and Marketing leadership for business critical decision-making. Develop Sales Force Effectiveness and KPIs: Lead sales force alignments, targeting, segmentation, dynamic alerts and Next Best Action (NBA) suggestions, while supporting brand analytics and reporting teams to optimize Sale Force execution. Innovate Targeting Practices: Introduce innovative targeting and call planning methodologies by leveraging industry trends, benchmark, dynamic alerts and Next Best Action (NBA) suggestions to enhance Sales Force effectiveness and execution. Drive Cross-Functional Alignment: Collaborate with Sales, Brand, Customer Insights and other external partners to align on objectives, apply industry best practices and manage vendors to support strategic initiatives. Oversee Quarterly Call Plans: Lead the development, communication and implementation of quarterly call plans, incorporating key performance metrics to track execution and call plan adherence. Manage Call Plan Refinement: Own the field refinement and feedback platform, ensuring timely updates to call plans, delivering post-refinement change summaries and provide related execution training. Manage External Partnerships: Oversee relationships with vendors, consultants and commercial partners to support and achieve business objectives. Optimize Resource Allocation: Provide insights to maximize the impact of product details and samples, enhancing sales performance across products and teams. Train Sales Teams: Educate sales teams on reporting tools, enhancing their use for targeting and call planning management and strategic decision-making. Sales Leadership Support: Actively participate in preparation for National Sales Meetings, Leadership Forums and industry conferences including strategy and communication development and presentation of Strategic Field Force Deployment driven initiatives, program launches and related end-user trainings Quantitative Dimensions: Call Planning Quality: Measured by feedback from customers and cross-functional teams on the effectiveness, timeliness and quality of quarterly target lists and call plans. Sales Performance Reporting: Responsible for accuracy, timeliness and end user experience of both standardized and ad-hoc reports, dashboards and targeting tools, based on customer and stakeholder feedback. Sales Force Optimization: Key metrics including customer reach/frequency, impact, workload balance across territories and overall sales performance and execution. Insight Generation: Quality and timeliness of actionable recommendations, evaluated by Sales and Brand leadership and cross-functional feedback. Project Milestones: Achievement of key milestones for major strategic initiatives and partner-supported projects. Organizational Context: The Senior Manager (Partner) reports to the Director, Strategic Field Force Deployment and Sales Force Effectiveness. This role collaborates extensively with Field Analytics, Sales, Brand, Incentive Compensation, Data Enablement, Customer Insights and Field Technology and DigitalX teams. There are no direct reports, but the position leads business critical cross-functional teams and manages vendor and commercial partner relationships. This role operates within the Sales Operations and Analytics job family.