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Astellas Pharma Senior Corporate Account Director, DoD/Tricare in Northbrook, Illinois

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. For more information on Astellas, please visit our website at .

This is a field based position but can be worked remotely in Central USA or Eastern USA.

Purpose and Scope:

  • Achieving Formulary Positioning and Access Astellas products within DoD/Tricare

  • Build strong relationships within area of responsibility and position Astellas for corporate partnerships

  • Raise awareness of Astellas products and effectively communicate Astellas business strategy and value propositions within the customer at multiple levels of management

Essential Job Responsibilities:

  • Partner with Department of Defense Contract Officer/s and other essential parties to insure proper execution of DoD National Contract expectations/requirements

  • Deep understanding of the rules of promoting within the DoD system

  • Advance strategic customer relationships towards true partnerships through development of senior executive relationships and involvement between Astellas and accounts

  • Cultivate support from key influencers at the Military Treatment Facilities (MTF) to achieve favorable access of Astellas portfolio and services

  • Optimize Tricare sales by regional support and management of access planning and education on key issues of importance in the DoD, Support development of educational programs, tools and resources in the MTF's of interest to community doctors, and physician targeting support

  • Execute pull-through collaboration with Field Sales within compliance guidelines

  • Continually analyze competitive landscape and environment within assigned accounts to determine trends and provide customer feedback to MACC Leadership

  • Execute upon set MACC strategy and ensure individual business goals and objectives for assigned accounts are achieved

  • Assist National Director, Corporate Accounts in development of MACC strategy

  • Raise awareness of customer initiatives and effectively communicate their business strategy and value propositions to MACC Leadership

  • Coordinate with VA Corporate Account Director on field initiatives and formulary placement.

  • Regular touchpoints with VA Corporate Account Director sharing business updates and streamlining field communication/training

Quantitative Dimensions:

  • Monitor sales and expense budgets for the assigned accounts

  • Monitor performance to sales to ensure objectives are met

  • Create and regularly update Account Business Plans

  • Maximizing Sales Performance (Market Share, Units, Profitability) with assigned customers

Organizational Context:

  • Senior-level individual contributor role in the Account Management field structure

  • Field based role that leads key function/account analysis and decision making with impact on a broad functional or national footprint

  • Reports to National Director, Corporate and Gov't Accounts


  • Bachelors Degree

  • 12+ years of pharmaceutical or equivalent business experience and -

  • 7+ years of experience and a strong track record of success in a people or account management role

  • Demonstrated record of applying creative problem solving techniques to solve business challenges

  • Demonstrated ability to apply independent personal judgment to drive successful results

  • Excellent negotiation skills, business acumen, and analytical ability

  • Demonstrated ability to create appropriate customer relationships built on trust in both clinical and non-clinical groups

  • Excellent interpersonal, oral and written communication and presentation skills

  • Excellent 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

  • Must reside in Central USA or Eastern USA and be a CURRENT Account Manager for the Department of Defense/Tricare


  • Previous Account Management experience (LTC, Pharmaceutical Field Sales Leadership, GPO, Government, Managed Care and/or National Trade Accounts, with a proven track record of success)

  • Excellent working knowledge of Microsoft Word, Outlook, Excel and PowerPoint

  • Proven leadership abilities and strong business acumen, analytical thinking and financial modeling skills

  • Prior key account management with experience calling on major teaching institutions, VA Medical Centers and MTFs, VISN's, VA PBM, DoD and Tricare.

  • Established key contacts at the national, regional and flagship facility level in both VA and DoD


  • 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

  • Referral bonus program


Category US Commercial

Astellas is committed to equality of opportunity in all aspects of employment.

EOE including Disability/Protected Veterans