U.S. Commercial Head

Fort Worth, TX
Sep 28, 2021
Required Education
Bachelors Degree
Position Type
Full time


Santen is a specialized pharmaceutical company with a 130-year heritage focused exclusively on ophthalmology. With sales in over 60 countries, Santen’s 4,000 global employees work to deliver life-changing therapies that make hope a reality for people facing vision impairment and loss. Santen Inc., located in Emeryville, CA (North America HQ), contributes important research & development and commercialization efforts. This office is home to about half of our 300-total staff in North America, including our Toronto, Canada site and our recent acquisitions of Eyevance Pharmaceuticals (Fort Worth, TX) and InnFocus (Miami, FL).

We are in search of top talent to help us meet our important goals and large growth plans.


Reporting to our CEO/Regional Head of North America, the Head of U.S. Commercial will:

  • Oversee and expand our U.S. pharmaceutical Sales, Marketing, and Market Access functions
  • Lead post-merger-integration of Eyevance (40+ sales reps) into Santen
  • Be responsible for accelerating sales of our 5 existing ophthalmic pharmaceutical products (from Eyevance) on the U.S. market 
  • Lead the launch of 2 additional pharmaceutical products (developed in-house) over the next 18 months 
  • Be accountable to grow our U.S. business to achieve ambitious revenue goals by 2025 and 2030
  • Continually analyze the U.S. ophthalmic market to prepare recommendations regarding the development and acquisition of future products, and help to evaluate potential business development (BD) and in-license deals


  • Sales Strategy: Sets the sales strategies and plans across all products
    • Develops the long-range sales strategy, including channel management and product forecasts for sales volumes across the portfolio of on-market products
    • Participates in setting strategies for new product launch and brand management to optimize revenue generation and product placement for market share advantage
    • Oversees the structuring and design of the field sales activities to meet revenue and territory requirements for advancing products
  • Strategic Planning: Obtains data, analyzes, and prepares recommendations for financial plans, acquisition activity, operating forecasts, and other requirements in support of the global corporate strategic direction. Provides competitive market intelligence related to strategic activities to support the recommended strategy
  • Market Analysis: helps to develop initial market assessments for early stage products and detailed market plans for later stage projects
  • External Interfaces: Identifies, initiates and develops relationships within the industry including corporations, academic institutions, researchers and key opinion leaders in ophthalmology to support the overall strategic goals of the organization
  • Develops advertising and public relations campaigns to create a positive image in the U.S. market in support of Santen’s strategic objectives. Establishes relationships with key opinion leaders (KOLs), establishes physician advisory boards and participates in industry organizations to maintain awareness of market trends


We are seeking a seasoned pharmaceutical commercial executive who possesses successful product launch experience, with a track record of building high-performing teams and organizational capabilities. 

  • BS/BA, ideally in Life Sciences; MBA strongly preferred
  • 15+ years’ experience in the pharmaceutical industry
  • 10+ years’ experience in commercial leadership positions
  • 5+ years’ experience working in an international environment, ideally with direct interaction with Japanese colleagues, customers or competitors
  • Thorough understanding of regulatory, market & payer dynamics in the U.S.
  • Familiar with up-to-date US healthcare reform legislation, industry trends, healthcare business practices
  • Ophthalmology experience a plus
  • Excellent verbal and written communication skills; ability to speak and to interact with a diverse group of individuals on technical and business topics in an international arena
  • Highly developed organizational skills with demonstrated strengths in delegation, resource allocation and workload prioritization
  • Ability to negotiate, both internally and externally
  • Ability to manage in a consensus environment through teamwork, trust and shared expectations
  • Ability to serve as an influential senior leader and role model across the local and global organization
  • Ability to build collaborative, trust-based relationships both internally and externally
  • Compatibility with Santen culture and the ongoing ability to help foster an excellent work environment

Key Leadership Attributes:

Ambitious: Ability to “raise the bar” and drive standard of leadership for Santen North America. A strong peer to others on the management team who will show high level of executive presence and ability to influence change at all levels of the organization

Courageous: Not afraid to think out-of-the-box to create new ways of doing business into the future and challenge the status quo

Authentic: Has “walked the walk,” possesses the ability to motivate by being humble, authentic and inspirational to others

Strategy & Execution: Ability to strategically plan and organize multiple lines of the business as well as ability to execute and drive others to execute

Key Capabilities

  • Change agent
  • Strong strategic planning
  • Facilitator and influencer
  • Entrepreneurial mindset
  • Innovative thinker who can pivot quickly during times of uncertainty 
  • Talent builder and driver


Fort Worth, TX preferred.

For more information about our company and the work experience, please visit www.santenusa.com and https://eyevance.com/