National Head of Sales

We're seeking passionate individuals who thrive in dynamic environments, embrace new ideas and aren't afraid to take intelligent risks. People who act with unwavering integrity and are deeply committed to making a tangible impact.

Working Environment and Location

• This position is based in São Paulo and will require on-site work in a hybrid set up.


• At Astellas we recognize the importance of work/life balance, and we are proud to offer a hybrid working solution allowing time to connect with colleagues at the office with the flexibility to also work from home. We believe this will optimize the most productive work environment for all employees to succeed and deliver. Hybrid work from certain locations may be permitted in accordance with Astellas’ Responsible Flexibility Guidelines.

Purpose and Scope

The Head of Sales leads the field-based sales team across all local brands. 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.  Acts as a coach and mentor for Sales Leads, to support continues talent development. Works in close collaboration with the Commercial Brand Leads and respective Functional Leads to ensure excellence of the customer journey. Is a Role Model of integrity within the organization and ensure compliance is carried out across the teams.

The Head of Sales reports to the General Manager and is a member of the local management Team. Is not a member of any Brand Team

Role and Responsibilities

• Leads the development, communication and execution of sales-related strategy within the affiliate.


• Accountable for achievement of the affiliate sales goals; in alignment with affiliate objectives and KPIs


• Works in close cooperation with Affiliate operational Excellence team to measure and track KPIs and sales.


• Monitors and ensures Brand Sales teams deliver on sales targets and defines executional needs/ accountabilities. Works with Brand Sales Leads to course-correct if needed.


• Optimizes Field Force operations across the Affiliate.


• Drives appropriate matrix-level collaboration to ensure customer engagement.


• Develops best in class Field Force capabilities and builds a healthy performance-oriented culture amongst the affiliate Sales Team.


• Role-model the co-creational and collaborative working model, sharing best practice across the business, to sustainably grow the sales team’s effectiveness.


• Create the environment to provide frequent feedback across the sales teams’ members.

Continue:Role and Responsibilities

• Ensure Sales Function(s) strictly adopt a culture of E&C; leading by example and appropriately challenging and reporting non-compliance.


• Responsible for optimization of Field Force training and development across the affiliate in coordination with Brand Sales Lead and Operational Excellence to establish a culture of continuous learning.


• Builds/enhances a true performance driven culture. Ensures consistency of Performance management across enterprise sales teams in coordination with Brand Sales Lead.


• Develops and leads Field Force talent management across Affiliate in coordination with HR.


• Leads the communication of portfolio sales performance across the Affiliate.

Essential Qualifications

• Education: University Graduate - University Major: Life/health sciences (e.g.: pharmacy, biology, chemistry, nursing, medical, etc.)


• 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 written and spoken business English

Benefits

Careers | Astellas

Why Astellas

• We're seeking passionate individuals who thrive in dynamic environments, embrace new ideas and aren't afraid to take intelligent risks. 


• People who act with unwavering integrity and are deeply committed to making a tangible impact. 

Learn more at Astellas.com