Sales Leadership Mastery: People + Tech

In this episode of Pharma Sessions, host Jonathan Kaskey is joined by Trevor Landry, the Executive Director of CNS Sales at Otsuka, to unpack how commercial leaders can use data and AI without losing the on-the-ground realities that drive great selling and sustainable revenue growth.

What You’ll Learn:

How to position AI as a co-pilot, not gospel
Why transparency about AI logic is your fastest path to rep buy-in
The precision-targeting evolution from competitor-based to insight-driven segmentation
How to measure strategy agility without creating organizational whiplash
The leadership multiplier effect when managing leaders versus individual contributors

Trevor Landry is the Executive Director of CNS Sales at Otsuka, leading a national field team focused on treating agitation associated with dementia. With over 25 years of experience driving product launches and revenue growth across the pharmaceutical and biotech industries, Trevor brings deep expertise in sales leadership, data-driven strategy, and change management.

Episode Highlights:

[00:00] Introduction
[01:54] From Sports Media to Pharma Sales
[03:22] What Changed Over 25 Years
[04:44] The Leadership Non-Negotiables
[05:39] Five Dysfunctions of a Team
[09:00] Trevor’s 3 Rules for Using AI in the Field
[10:36] How to Win Buy-In When Data Conflicts With Instinct
[12:46] The New Targeting Reality
[16:05] Where AI Shows Up Today
[21:07] Agility vs. Patience: When to Adjust Strategy
[27:10] Leading Leaders vs. Leading Doers

Episode Resources:
Trevor Landry on LinkedIn: https://www.linkedin.com/in/trevorlandry/
Otsuka Pharmaceutical Companies (U.S.) Website: http://www.otsuka-us.com/
Jonathan Kaskey on LinkedIn: https://www.linkedin.com/in/jonkaskey/
XSUNT Corporation Website: http://www.xsunt.com/

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