Manager – Commercial Capabilities & Training

At Astellas, we believe that nurturing exceptional relationships with our employees delivers exceptional business results.

Everyone at Astellas has a responsibility for creating a brighter future for patients around the world. From the first moment, Astellas will inspire you to put this ethos into practice – with a positive, agile company culture and with well-defined ethical principles, values and systems.

Everything we do is led by our company values of integrity, being patient centric, taking ownership, delivering results and communicating openly. These values are essential to Astellas relationship with its employees and now is an exciting time to join us as we continue to evolve as a cutting-edge, value driven life sciences innovator.

Purpose of the Role

The Manager – Commercial Capabilities & Training is responsible for building and strengthening field force capabilities to drive superior in-clinic execution and business performance. The role focuses on enhancing specialist engagement, therapy knowledge, and coaching excellence through structured learning interventions and field coaching. It will design and implement onboarding programs, capability-building frameworks, and digital learning initiatives aligned with business priorities. Working closely with Sales, Marketing, Medical, HR, and Commercial Excellence, the role ensures that training interventions translate into improved field effectiveness and customer engagement. The position also supports strategic initiatives, product launches, and organizational capability development as the organization continues to grow in complex therapy areas.

What you will do includes:

• Design and implement capability-building programs to enhance in-clinic communication, objection handling, and customer engagement for sales teams.

• Deliver targeted learning interventions aligned to business unit priorities, ensuring strong linkage to field execution and outcomes.

• Conduct field coaching with first-line managers, strengthening coaching quality, feedback mechanisms, and performance improvement.

• Build and sustain therapy and product knowledge excellence through structured assessments and continuous learning initiatives.

• Design and drive standardized onboarding programs for new hires, ensuring readiness in product knowledge, systems, and sales skills within defined timelines.

• Continuously update onboarding and learning curriculum based on market dynamics, product launches, and business feedback.

• Drive high-quality learning experiences with strong learner engagement, feedback mechanisms, and continuous improvement.

• Deliver training calendar commitments and lead strategic capability initiatives aligned to launches, indication expansions, and transformation priorities.

• Leverage digital learning tools and platforms (LMS, microlearning, gamification, etc.) to enhance learning effectiveness and self-learning culture.

• Develop training content and scientific communication materials, translating complex clinical data into simple, field-relevant messaging.

• Use CRM insights, field observations, and performance data to identify capability gaps and design targeted interventions.

• Partner with cross-functional teams including Sales, Marketing, Medical, HR, Compliance, and Commercial Excellence to align capability-building initiatives with business needs.

• Collaborate with regional and global stakeholders to adapt best practices and ensure alignment with broader capability frameworks.

• Lead organization-wide capability initiatives focused on building professional, communication, leadership, and business skills across employees.

Required Qualifications

• Bachelor's degree in Pharmaceutical Sciences, Life Sciences, or a related discipline.

• MBA in Healthcare Management, Pharmaceutical Management, or General Management will be an added advantage.

• 12–15 years of total professional experience, with 6–8 years of relevant experience in training, learning & development, or capability building within the pharmaceutical industry.

• Strong experience in sales capability building, field coaching, and training program design and delivery.

• Experience in super specialty therapy areas such as Oncology, Immunology, Nephrology, or similar will be preferred.

• Exposure to product launches, capability development for specialty sales teams, and cross-functional collaboration.

• Experience working in multinational pharmaceutical environments and alignment with regional/global teams will be an advantage.

Preferred Qualifications

• Strong training and facilitation skills, with the ability to engage and influence diverse audiences.

• Deep understanding of specialty sales processes, in-clinic engagement, and customer interaction dynamics.

• Strong coaching and mentoring capability, particularly in developing first-line managers.

• Excellent communication and storytelling skills, with the ability to simplify complex scientific concepts.

• Strong analytical mindset, with the ability to link training interventions to business outcomes and performance metrics.

• Ability to design structured learning journeys and capability frameworks aligned to business needs.

• High level of stakeholder management and cross-functional collaboration skills.

• Familiarity with digital learning platforms, LMS, and modern learning methodologies.

• Strong execution focus, ownership, and ability to manage multiple priorities in a dynamic environment.

• Growth mindset with continuous learning orientation and adaptability to evolving business needs.

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