US Regional Key Account Lead, Retina - Mid-South

Retina Key Account Lead

The Retina Key Account Lead (RKAL) is responsible for driving the strategic direction and execution of Astellas' designated products across key accounts. In this high-impact role, the RKAL leads efforts to foster a high-quality customer experience through effective account management, contract execution and pull-through strategies. The position also focuses on defining and delivering engagement strategies across the matrix internal team with strong collaboration to expand Astellas' presence and build long-term customer relationships.

As the primary point of contact for senior executives within target accounts, the RKAL is tasked with developing and executing customer-centric business plans and solutions that enhance access to Astellas' therapies. This role requires cross-functional collaboration with internal teams to make strategic decisions that elevate Astellas' market position and improve patient outcomes. The RKAL will play a critical role in shaping business opportunities that support both organizational goals and customer needs.

Responsibilities and Accountabilities:

• Owns the development and execution of account-specific strategies that integrate market insights, customer needs, and Astellas' objectives to move accounts along a continuum for patient benefit.
• Coordinates and collaborates with matrix internal team (market access, sales, marketing, contracting) to orchestrate account engagement and develop tailored plans and solutions that drive success and maximize market access.
• Leads executive-level engagement with key stakeholders (e.g., C-Suite Executives, Practice Managers, Retina Specialists) to foster strong, trust-based relationships and shape critical business opportunities within assigned region.
• Accountable for leading and executing contract pull-through initiatives to meet and exceed objectives. Monitor performance for consistent business growth and alignment with strategic goals.
• Leverages deep understanding of market dynamics and customer decision-making processes to proactively identify and address business challenges with creative, actionable solutions.
• Lead process to identify and elevate real time account-level learnings to bring to Market Access/Leadership Brand Team as appropriate to inform strategic decision making.
• Continuously monitors the competitive landscape and evolving customer needs to provide timely, actionable feedback to leadership and refine strategies that position Astellas as a leader in ophthalmology care.

Required Qualifications:

• Bachelor's degree in Business, Life Sciences, or related field.
• 10+ years of pharmaceutical or equivalent business experience with a strong track record of success in account management or leadership roles (5+ years in a senior capacity).
• Proven ability to develop and execute strategic plans that drive business outcomes and meet market demands.
• Strong negotiation, analytical, and business acumen to effectively navigate complex customer environments and optimize contract execution.
• Exceptional ability to build relationships based on trust and influence, with both clinical and non-clinical stakeholders.
• Track record of success in contract pull through and/or sales growth, demonstrating accountability for achieving objectives.
• Outstanding communication, presentation, and interpersonal skills, with the ability to lead and influence at all levels.
• High-level organizational and project management skills, capable of managing multiple complex projects across competing timelines.
• Ability to travel >50% of the time and maintain a valid driver's license.
• Ability to travel on weekends as needed to attend strategic customer events such as conferences, business summits and other strategic events.

Preferred Qualifications:

• Experience with GPOs, contract negotiations and pull through initiatives
• Experience and deep understanding of the retina ophthalmology therapeutic area
• Experience in leading cross-functional teams and driving organizational change.
• Track record of effective, cross-functional team leadership without authority

Location and Working Environment:

This is a field based position and the territory includes Tennessee, Arkansas,…