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About the Role

The Region Business Lead (RBL) advances Astellas' mission by developing exceptional talent, translating strategy into execution, and creating customer experiences that improve patient access to innovative therapies. This field-based commercial leadership role is responsible for leading a diverse team of Ophthalmics Business Specialists across the West Coast Region. The RBL is accountable for achieving sustainable regional business results through leadership, coaching, and development of others while strengthening customer partnerships and fostering an inclusive, high-performing culture.

Responsibilities

Recruit, coach, develop, engage, and retain a diverse, high-performing team of Ophthalmics Business Specialists.
Create a culture of trust, accountability, inclusion, continuous feedback, recognition, and learning.
Conduct consistent field coaching, meaningful performance conversations, and individualized development planning.
Maintain accountability for achieving regional objectives while balancing near-term execution with long-term growth.
Address performance opportunities with clarity, consistency, and respect while recognizing achievement.
Translate national objectives into focused regional business plans aligned to customer needs and market opportunities.
Prioritize regional resources and execution against the highest-impact opportunities for patients, customers, and the business.
Use business insights and market trends to guide field execution, elevate barriers, and continuously improve performance.
Guide teams to deliver clinically meaningful customer engagements that support customers and the patients they serve.
Develop a deep understanding of the retina specialty, ophthalmology market dynamics, strategic accounts, and evolving customer needs.
Build trusted relationships across physicians, practice administrators, clinical staff, office leadership, and key stakeholders to strengthen customer partnerships.
Partner compliantly and collaboratively with Market Access, Medical Affairs, Regional Key Account Liaisons (RKALs), Market Development Managers, Training, and Sales Leadership to deliver a coordinated customer experience.
Partner across functions to support aligned priorities, elevate barriers, and advance One Astellas objectives.
Share best practices and contribute to learning and collaboration across teams.
Serve as an active member of the West Area Leadership Team by contributing field insights, talent development perspective, problem solving, and advancement of area priorities.
Own regional performance, talent development, and follow-through on national initiatives, regional business plans, and coaching expectations.
Ensure all business activities are conducted in accordance with applicable laws, regulations, company policies, and compliance standards.
Lead organizational change with clarity, resilience, transparency, and appropriate urgency.
Help teams navigate complexity by focusing on the work that delivers the greatest customer and business impact.
Demonstrate Astellas' Values of Innovation, Integrity, and Impact while modeling the organizational behaviors of Courage, Sense of Urgency, One Astellas, Outcomes Focus, and Accountability.
Place patients at the center of decision-making while fostering inclusion, trust, and strong team engagement.
Demonstrate sound judgment, ownership, and ethical leadership in every interaction.
Empower individuals and teams to take ownership, grow, and perform at their highest potential.

Requirements

Bachelor's degree required.
8+ years of specialty pharmaceutical or biotechnology sales experience.
Minimum of 3 years of demonstrated experience successfully leading commercial teams preferred.
Understanding of access, reimbursement, buy-and-bill dynamics, and practice economics preferred.
Experience leading specialty product launches and cross-functional initiatives preferred.
Strong business acumen, judgment, and field execution capability.
Strong coaching, communication, collaboration, and performance management skills.
Adapts coaching style based on individual capability, experience, and development needs.
Assesses talent, identifies development opportunities, and supports succession planning.
Prioritizes competing demands while maintaining focus on patients, customers, and business outcomes.
Partners and collaborates across a matrix organization to support aligned execution.
Uses CRM, activity, market, and performance data to coach teams and inform regional decisions.
Demonstrates commitment to ethics, compliance, inclusion, and continuous improvement.
Travels regularly throughout the assigned region, including overnight travel and field rides with team members.

Skills

Ophthalmology/retina
Buy-and-bill
Leadership
Access
Reimbursement
Practice economics
Specialty product launches
Cross-functional initiatives
Business acumen
Judgment
Field execution
Coaching
Communication
Collaboration
Performance management
Talent assessment
Succession planning
Prioritization
Matrix organization collaboration
CRM
Activity data analysis
Market data analysis
Performance data analysis
Ethics
Compliance
Inclusion
Continuous improvement

Location

West Coast Region
Field based

Work Type

Field based
Remote work is available
Hybrid working solution

Experience Level

8+ years of specialty pharmaceutical or biotechnology sales experience
Minimum of 3 years of demonstrated experience successfully leading commercial teams preferred

Education Level

Bachelor's degree required

Salary/Compensations

$158,935 – 239,000

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
Company fleet vehicle for eligible positions
Referral bonus program

About the Company

Astellas is a global life sciences company committed to turning innovative science into VALUE for patients.
We provide transformative therapies in disease areas that include oncology, ophthalmology, urology, immunology and women's health.
Through our research and development programs, we are pioneering new healthcare solutions for diseases with high unmet medical need.
Learn more at Astellas.com.
Values: Innovation, Integrity and Impact sit at the heart of what we do.
Behaviors: We come together as One Astellas, working with courage and a sense of urgency. We are outcome focused and consistently take accountability for our personal contribution.