Astellas Pharma Market Access Director, MS in United States

Developing innovative therapies is one of the most challenging, most essential and personally rewarding fields in science. This is the most exciting time to be a part of Astellas, a company with a uniquely collaborative and patient-focused culture.

There's something special about working at Astellas. It's reflected in our focus on the people we serve, the way we treat each other and the results we achieve together as a company.

Astellas is announcing a Market Access Director opportunity. This role can be based in Northbrook, IL or Chertsey, UK.

Purpose & Scope:

Successful market access outcomes are fundamental to the achievement of Astellas's commercial objectives and the evolving, complex pharmaceutical payer environment makes Global Market Access (GMAx) a critical function. GMAx takes a global, as well as business wide, perspective and must adopt a leadership position on strategic questions with respect to the value and access outcomes of assets in development on behalf of Astellas's global enterprise. In adopting a leadership position, it must also exercise a high degree of expertise and influence across other global functions (R&D, Medical, Commercial, and HEOR) and across wide geographies (such as EMEA, Asia Oceania, Japan and Latina).

This leading Market Access position serves as thought and decision leader working among peer members of an expert cross functional team, incorporating Clinical, Commercial and Medical leaders, within several assigned therapeutic areas. They will be able to exert an impact on global development strategies through working in global cross-functional teams (such as GPST - Global Product Strategy Team) and by working through Core Development processes (such as the iGBP - Integrated Global Brand Plan). In these ways, they will ensure that Market Access strategies are embedded in all global and regional development plans.

The role requires expertise covering: the payer value threshold required for assets in development; the price-volume-value relationship; the evolving global, national and regional payer environment; the development of access strategies for pipeline and in-line assets and the growing public and media sensitivity to pricing and access to medicines.

The role holder will also be expected to demonstrate a high degree of market access and price strategy expertise across a 1-2 therapy areas and multiple geographic territories whilst simultaneously being able to drill down and apply their knowledge to situations regarding specific medicines in specific countries.

Furthermore, the role holder will be expected to execute their duties whilst closely integrating with GMS, Medical Affairs, R&D, as well as functional leaders within Astellas's regional businesses, especially Market Access groups, Pricing, HEOR and Medical Affairs.

The results of this role's leadership is to inform strategic decisions with, and on behalf of, Astellas's Senior Leadership which result in consistently positive and measurable market access outcomes.

Essential Job Responsibilities:

  • Provide clear guidance to TA team leaders on strategic commercial and development decisions where they impact future market access outcomes. Apply existing frameworks and knowledge to ensure that strategic decisions are appropriately weighted towards payer & market access requirements. Evaluate and articulate risks and opportunities and recommend courses of action.

  • Provide strategic guidance to senior decision makers in R&D in the pursuit of payer-centric, value based strategies in respect of R&D's strategic investment decisions concerning drug candidate selection, technology investments and indication sequencing in order to raise the payer value potential of the development pipeline.

  • Act as market access expert among global TA leads (commercial and clinical) in respect of identification and delivery of payer oriented, value based clinical & HEOR evidence development strategies which meet the payer's value thresholds and which deliver the best chance of positive access outcomes.

  • Develop and implement value based pricing strategies which capture medicines' value; facilitate patient access; and which fulfill commercial ambition for the medicine.

  • Implement innovative value frameworks and strategies to raise Astellas's market access capability. Embed such frameworks and approaches within global market access practice and implement them at regional levels and in-markets.

  • Manage cross-functional teams (inc. HEOR, Comm, Regions) to develop & implement brand pricing & market access strategies effectively across markets and regions (EMEA, Asia-Oceania, Japan & Latin markets). Provide advice and guidance on prioritizing competing regional evidence requirements; selecting preferred regional strategy and/or negotiating with regions to find compromise evidence solutions. Manage team resources (time, money) in pursuit of TA access objectives.

  • Monitor evolving payer environment acting as expert to TA leadership on questions of pricing, reimbursement & access policy (inc. external HTA decisions). Maintain expertise across global markets in respect of national and regional regulatory/legislative environment.

  • Commission research to identify insights and opportunities for Astellas to deliver value. Utilize payer insights to drive the creation of payer-relevant evidence generation in clinical trials.

  • Ensure that all Market Access activities comply with regulatory agencies, public policies and guidelines, and with corporate policies and procedures.

Quantitative Dimensions:

  • The global market access strategies, for which this role is accountable, will have a direct impact on both current and future sales revenue (and profit) across the 6 regional P&L responsibilities of EMEA, US, Latina, Asia, Oceania & Japan; across 73 global markets; with combined sales of £8bn.

  • Decision support and guidance arising from this role will have a direct impact on Astellas drug pipeline with medicines valued typically at between $100M -- $1B NPV and requiring $50-100M in development spend.

  • The role operates across 1-2 marketed therapeutic groupings (e.g., Oncology or Specialty Products) with multiple in-line products and development products and thus will impact the future commercial profile of Astellas's global business.

  • Provides expert guidance and support to Regional Market Access, affiliate based market access professionals, HEOR professionals in EMEA, Asia-Oceania, US and Japan and consequently must display a high degree of managerial skills such as diplomacy, organizational influence and cross functional leadership.

  • Has direct accountability for a number of critical activities that support value based pricing and access strategies which will have a direct impact on current and future sales potential of the above products.

  • In delivery of value based strategies, controls an annual budget spend of approximately $0.5m. See Job Responsibilities above.

Organizational Context:

  • The role is one four Pricing and Market Access leads which form the Global Market Access team and which collectively reports in to SVP; Head of Global Marketing Strategy, who in turn reports directly to the CEO Hatanaka-san.

  • The individual roles report to the VP; Head of Global Market Access & Pricing and will have a "dotted" line relationship to the VP; TA Head of Global Marketing Strategy.

  • The groups will interact with senior VP business and R&D decision makers as well as country GMs. They will need to convey sufficient credibility to be able to support, influence and make proposals to such senior leaders on matters of strategy, investment and policy from a Market Access functional perspective.* Peer groups: Directors at Global/Regional levels within Commercial Strategy, Clinical Development/MA leads within TAs, Regulatory etc. as well as Pricing, Market Access and HEOR.



  • Bachelor's degree life sciences, finance, marketing/business administration or related field.

  • Further qualification MBA, PhD or equivalent professional qualification.

  • Minimum of 10 years of pharmaceutical business experience which includes:

o Minimum of 3 years health outcomes, marketing, finance or related experience with proven track record in leading development and managing execution of strategy.

o Minimum of 3 years of global Market Access, Pricing or Reimbursement experience in the pharmaceutical/medical device industry with a proven track record of strategy development and execution.

  • Strong understanding and experience of working within the global payer environment and drivers for reimbursement, value based access, and how to integrate into drug development and commercial strategies.

  • Demonstrated expertise in developing evidence generation strategies, informing government strategies including advocacy development, payer value proposition, negotiation workshops, and relevant training programs.

  • Deep knowledge / scientific background on the assigned TA.

  • Experience working in global position and working across regional organizations

Personal Skills:

  • Strong leadership: Ready to take ownership in work streams and exercise influence in the decision making process among diverse functional and geographical areas and at all levels of management.

  • Strategic thinking: Must be able to see operational trends and activities and relate their impact to the "bigger" strategic picture.

  • Strong communication: Both verbal and written, including presentation skills essential. Fluent in written and verbal business English. Proven ability of successfully managing complexity across multi-functional stakeholders, and building strong relationships

  • Analytical thinker: Capable of defining complex problems and identifying novel approaches and solutions. Ability to prioritize and resolve trade-offs between competing demands.


  • Prior global experience in a major pharmaceutical company.


Equal Opportunity Employer Minorities/Women/Protected Veterans/Disabled

Category Marketing