About the Astellas:
At Astellas we are a progressive health partner, delivering value and outcomes where needed.
We pursue innovative science, focusing initially on the areas of greatest potential and then developing solutions where patient need is high, often in rare or under-served disease areas and in life-threatening or life-limiting diseases and conditions.
We work directly with patients, doctors and health care professionals on the front line to ensure patient and clinical needs are guiding our development activities at every stage.
Our global vision for Patient Centricity is to support the development of innovative health solutions through a deep understanding of the patient experience. At Astellas, Patient Centricity isn’t a buzzword - it’s a guiding principle for action. We believe all staff have a role to play in creating a patient-centric culture and integrating an awareness of the patient into our everyday working practices, regardless of our role, team or division.
We work closely with regulatory authorities and payers to find new ways to ensure access to new therapies.
We deliver the latest insights and real-world evidence to inform the best decisions for patients and their care-givers, to ensure the medicines we develop continue to provide meaningful outcomes.
Beyond medicines, we support our stakeholder communities to drive initiatives that improve awareness, education, access and ultimately standards of care.
The Opportunity:
As Head of Sales - Italy, you will be responsible for leading the field-based sales team across all local brands. You will be accountable for defining strategic competencies/capabilities and sales skills, and for increasing the effectiveness and efficiency of sales processes to maximize the impact of the sales teams.
In this position you will act as a coach and mentor for Sales Leads, to support continued talent development. You will also work in close collaboration with the Commercial Brand Leads and respective Functional Leads to ensure excellence of the customer journey. In this key position in the affiliate, you will be a Role Model of integrity within the organization and ensure compliance is carried out across the teams.
You will be reporting to the General Manager of Italy.
Hybrid Working:
At Astellas, we recognise the importance of balancing your work and home life, so we offer a hybrid working solution allowing time to connect with colleagues in person at the office alongside the flexibility to work from home; optimising the most productive work environment for you to succeed and deliver.
Key Responsibilities:
- Lead the development, communication and execution of sales-related strategy within the affiliate.
- Be accountable for the achievement of the affiliate sales goals; in alignment with affiliate objectives and KPIs, working in close cooperation with Operational Excellence team to measure and track KPIs and sales.
- Monitor and ensure Brand Sales teams deliver on sales targets and define executional needs/ accountabilities, working with Brand Sales Leads to course-correct if needed.
- Optimize Field Force operations across the Affiliate, developing best in class Field Force capabilities and building a healthy performance-oriented culture amongst the affiliate Sales Team.
- Drive appropriate matrix-level collaboration to ensure customer engagement.
- Role-model the co-creational and collaborative working model, sharing best practice across the business to sustainably grow the sales team’s effectiveness.
- Build/enhance a true performance driven culture, ensuring consistency of Performance Management across sales teams in coordination with Brand Sales Lead.
- Develop and lead Field Force talent management across Affiliate in coordination with HR.
Essential Knowledge & Experience:
- Experience with strong customer focus; in multi-disciplinary, matrix and cross-cultural settings.
- Track-record of leading planning process with excellent organisational and collaboration skills
- Proven compliance expertise; to understand and comply with industry laws and relevant regulations.
- Coaching and collaboration skills to interact with all levels of personnel to achieve shared goals.
- Demonstrable examples of ability to develop, coach and enable high performance teams and proactively promote best practice and knowledge sharing.
- Proven ability to influence, (appropriately) challenge and engage diverse senior stakeholders.
- Fluent in Italian and English languages.
Preferred Knowledge/Experience/Qualifications:
- Proven experience working in an Agile environment.
- Solid key account management experience.
- Demonstrated experience leading regional sales managers and indirect sales teams.
Education/Qualifications:
- Bachelor’s degree in health sciences studies or equivalent.
Additional information:
- This is a permanent full-time position.
- Location: This position is based in Italy.
- This position follows our hybrid working model. Role requires a blend of home and minimum 2 day per week in our respective local affiliate office in Milan. Flexibility may be required in line with business need. Candidates must be located within a commutable distance of the office.
We offer:
- A challenging and diversified job in an international setting.
- Opportunity and support to continuous development.
- Inspiring work climate.
We are an equal opportunity employer and all qualified applicants will receive consideration for employment without regard to race, colour, religion, sex, national origin, disability status, protected veteran status, or any other characteristic protected by law.
Beware of recruitment scams impersonating Astellas recruiters or representatives. Authentic communication will only originate from an official Astellas LinkedIn profile or a verified company email address. If you encounter a fake profile or anything suspicious, report it promptly to LinkedIn's support team through LinkedIn Help.
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