Santen Pharmaceutical

• Build authentic, long-term partnerships that create meaningful value for both customers and patients • Uncover new opportunities and turn them into impactful actions • Influence with credibility, clarity, and purpose • Take ownership of your business—acting decisively and adapting with agility in a constantly evolving healthcare environment • Own and deliver ambitious sales and market share targets across your territory • Develop and execute strategic key account plans aligned to regional priorities • Build trusted partnerships with clinicians, decision-makers, and key stakeholders • Drive product adoption by identifying opportunities within secondary care and priority centres • Collaborate cross-functionally (Commercial, Medical, Market Access) to deliver integrated account strategies • Translate insights into action, feeding back market dynamics, barriers, and opportunities • Champion excellence in customer engagement using a structured, value-based selling approach

• 日々の業務運用から中長期的な業務変革・ERP刷新まで、Financeの観点から事業運営を支え、「数字を通じて意思決定の質を高める」役割を担う。 • 製造領域における原価・収益性管理を軸に、Finance業務プロセスの高度化およびデータ活用を推進。 • ERP(SAP)を中心とした業務プロセス変革においてFinance部門の代表として関係者をつなぎ、変化を現場に定着させる役割が期待される。 • 管理会計領域における業務プロセスの理解、改善検討、運用の定着支援。 • 製造・生産領域における原価・収益性に関するデータ分析および示唆出し。 • 関係部門(製造、SCM、Finance、IT 等)と連携した課題整理、改善テーマ検討への参画。 • ERP(SAP等)を活用した業務プロセス改善・高度化・刷新に関わる活動への参画。 • Finance部門のキーユーザ的立場として、業務変更・システム変更時の調整および関係者支援。 • 社内外のステークホルダーとのコミュニケーションおよび調整。

• Identify and build up new accounts in surgical glaucoma. • Conduct and/or support local training with regards to glaucoma drainage surgery. • Initiate and develop sustainable relationship with key opinion leaders across your territory. • Closely collaborate with Santen Pricing & Market-Access Team to maximize the MicroShunt potential in your territory and across the east region. • Develop innovative and efficient acquisition plans on account level to ensure sustainable business development. • Achieve sales targets and develop operational plan for maximum return on investment. • Achieve and demonstrate effective use of agreed KPIs and objectives. • Identify sales-related trends. • Identify profitable business opportunities and align available resources. • Maintain and optimize existing relationships and manage business with existing key customers. • Provide accurate feedback on competitor activities in the field. • Interact with Santen sales management, marketing and customer service to guarantee top services to our customers. • Manage the territory financial budget. • Provide technical expertise for questions, issues or requirements related to product portfolio responsibilities. • Efficiently use the company reporting tools to ensure up to date customer/territory information and sharing valuable information across the organization. • Ensure compliance with company standards and Code of Practice. • Follow Good Distribution Practice guidelines and act in line with it (obligatory for all employees).

• Identify and develop new accounts in glaucoma surgery • Organize and support local surgical training • Collaborate with cross-functional teams to maximize product potential • Achieve sales targets and monitor KPIs

• Enhance company awareness, value, effectiveness, and profitability through successful sales promotion activity implementation. • Collaborate with regional and national internal stakeholders to drive sales and promotional activities. • Engage and manage relationships with opticians, ophthalmic pediatrics, children clinic personnel, and school nurses. • Ensure effective coordination with country managers to implement myopia initiatives consistently across regions and align activities with country-specific needs and regulations. • Provide support to key account managers in implementing myopia-related activities and initiatives to enhance the effectiveness of myopia management programs. • Establish, foster, and enhance customer relations on regional and national levels together with key account managers. • Turn customer feedback into market insights and ensure information sharing across the team and management to improve myopia management programs. • Secure promotional compliance according to country-specific codes of conduct, legislation, and Santen policies, SOPs, and internal guidelines, and complete required administrative duties in a timely manner. • Maintain required medical and commercial knowledge, core competencies, and skillsets, and follow relevant Santen policies, guidelines, and SOPs. • Collect and report safety information and quality-related information to Santen Oy Pharmacovigilance Unit and Quality Assurance department according to current requirements.

• Deliver agreed market access and sales objectives for ophthalmology brands within designated accounts and territories • Own, develop and implement local business plans in line with brand objectives and sales targets • Identify opportunities for each brand in each account; develop and execute strategic account plans • Act as the primary contact for payer accounts and key customer groups • Build strong relationships with ophthalmology stakeholders to maximise formulary inclusion and product adoption • Deliver patient-centred solutions that improve ophthalmic care pathways • Analyse NHS ophthalmology datasets and business intelligence to identify performance gaps • Maintain deep knowledge of key accounts • Develop and manage relationships with Key Opinion Leaders (KOLs) • Share market intelligence and feedback internally to influence strategy and brand planning • Stay informed on NHS policies, funding flows, and healthcare structures impacting ophthalmology prescribing and reimbursement • Ensure accurate CRM usage for customer data, call planning, and reporting • Comply with Code of Practice and company policies • Lead and execute key account management activities.

• 全社戦略の策定および実行を主導 • 経営スキームの構築 • PDCAを通じて進捗管理 • 経営課題の抽出および解決策の実施

• Responsibility for sales in the region (Cologne, Bonn and Koblenz). • Lead and coordinate a motivated field sales team. • Build and maintain long-term customer relationships. • Analyze market trends and competitors.

• Verantwortung für den Vertrieb in der Region (Köln, Bonn und Koblenz) • Führen und Koordinieren eines motivierten Außendienstteams • Aufbau und Pflege langfristiger Kundenbeziehungen • Analyse von Markttrends und Wettbewerbern • Beobachtung der Marktsituation und entsprechende Berichterstattung an die Vertriebsleitung • Entwicklung und Umsetzung von Verkaufs- und Gesprächsstrategien durch gemeinsame Kundenbesuche • Bewertung und Coaching der Mitarbeitenden • Steuerung und Kontrolle der Aktivitäten der Mitarbeitenden • Sicherstellung einer effektiven Durchführung des Performance‑&‑Development‑Prozesses für das Außendienstteam • Ausbau und Pflege von Kontakten zu speziellen Zielgruppen (z. B. Key Opinion Leaders)

• Deliver agreed market access and sales objectives for ophthalmology brands within designated accounts and territories • Own, develop and implement local business plans in line with brand objectives and sales targets • Identify opportunities for each brand in each account; develop and execute strategic account plans • Act as the primary contact for payer accounts and key customer groups • Build strong relationships with ophthalmology stakeholders to maximise formulary inclusion and product adoption • Deliver patient-centred solutions that improve ophthalmic care pathways • Analyse NHS ophthalmology datasets and business intelligence to identify performance gaps • Develop and manage relationships with Key Opinion Leaders (KOLs) in ophthalmology • Ensure accurate CRM usage for customer data, call planning, and reporting • Comply with Code of Practice and company policies