Regional Sales Manager, Neurology/Psych/LTC
Company: Otsuka Pharmaceutical
Posted on: January 25, 2023
Job Summary Otsuka America Pharmaceutical, Inc. has launched a
new customer engagement approach designed to better deliver on
patient, caregiver and HCP needs in an evolving healthcare
environment. The new model is built around where patients get their
care-locally, with the intent to better serve patients, caregivers,
and healthcare providers, delivering a higher quality experience
that ultimately is focused on improving patient care. The local
"ecosystem approach" creates a unified focus among account
management, medical, patient access and market access to engage
local healthcare systems and identify opportunities to improve the
patient experience. Through this matrix model, customers will now
experience more coordinated and seamless care with digital-enabled
support to help bridge care gaps. The Ecosystem Lead will report to
a Sr. Business Director (SBD) and be grouped into a regional area.
The SBDs have significant autonomy to assess unique market
priorities and customize decisions that reflect local customer
needs. In the future, Otsuka will be shifting to a team-based
approach to drive customer engagement quality, accountability, and
cohesion around patients and healthcare providers. Ultimately, it
is all about putting customers at the center of everything we do.
Purpose The Ecosystem Lead will work collaboratively with cross
functional peers to develop the ecosystem business plan and
execution strategy for engaging with key systems of care to create
joint value for Otsuka, customers, and patients. Job Description 1.
Collaborate with ecosystem cross-functional team to develop and
execute on the ecosystem strategy to generate enhanced customer
satisfaction, improved patient outcomes and business opportunities
- Development and drive ecosystem commercial strategy
- Lead a team of Health Science Associates (HSAs) within an
ecosystem to drive appropriate clinical demand and improve patient
and customer experience.
- Execute and adapt the regional/ecosystem plan to achieve
patient centric objectives, KPIs and performance targets.
- Constantly scan the industry and broader commercial environment
to identify best practices in the healthcare ecosystem and
integrate them into Otsuka through the development of innovative
account management processes.
- Consolidate insights gathered from field force and other
sources (e.g., analytics) that will serve as input for regional
- Coach HSAs to shape customer plans based on market dynamics to
address customer needs and deliver performance against HSA and
- Collaborate with ecosystem partners to develop and execute
customer engagement strategies and initiatives, gaining insights
and perspectives through strong external customer interaction,
primary and secondary market research, and field organization.
2. Build, maintain and leverage
networks and relationships in the complex healthcare ecosystem to
gain insight into customer needs and priorities and contribute to
improved customer, patients, and business outcomes.
- In coordination with local HSAMs, partner with senior customers
(e.g., leaders in IDNs) within the ecosystem by improving and
maintaining ongoing relationships, and establish patient centric
platforms for strategic partnership.
- Deeply understand the unique needs of each customer in their
pursuit of improved patient outcomes, lower costs, and improved
quality of care by building, maintaining, and leveraging networks
and relationships in the healthcare ecosystem and co-creating
solutions with customers.
- Collaborate appropriately across ecosystem roles in support of
shared patient-centric and customer engagement quality goals,
including customizing local field deployment based on local needs
and developing ecosystem strategic plans and KPIs.
- Integrate, synthesize, and harness knowledge from established
relationships to develop a deep understanding of the ecosystem and
how to effectively influence the system to deliver improved patient
- Conduct business to the highest ethical and professional
standards, consistent with Otsuka guidelines and policies. 3. Drive
a high performance, patient centric, highly engaged culture within
- Create and foster a culture that is collaborative and customer
centric, to ensure solutions are designed to continuously enhance
customer engagement, satisfaction, and improved patient outcomes.
- Provide adaptive leadership and coaching to the team to
support, motivate and enable them to successfully deliver the
business plan and priorities.
- Ensure that the sales goals and forecasts for the region are
consistent with the organization's long-range strategic objectives.
- Lead business analysis to identify and recommend strategic
opportunities to maximize business results, incorporating input and
ideas from across Otsuka.
- Track the ecosystem customer experience, both formally and
informally, and use this information to enhance customer engagement
- Foster a cross-functional account environment that is
collaborative and customer-centric to engage the customer as
solution partners across the portfolio. Qualifications
- Bachelor's degree: MBA or other related graduate degree
- Previous experience leading account managers or
alliance/partnership managers, including developing and
implementing account plans, contracting for various health
ecosystem players (e.g., health system or hospital), is
- Previous cross-functional industry experience in commercial
life sciences (pharma or biotechnology) or related industry
engaging with key healthcare ecosystem players (e.g., payers,
health systems), is a plus.
- Ability to work in an ambiguous environment undergoing
transformation is a strong plus
- Proven track record in coaching, training and/or mentoring
peers or others as assigned; helping such others to better meet or
exceed their goals, targets, and other responsibilities.
- Proven track record for consistently meeting or exceeding
financial and/or other quantitative targets, as well as qualitative
- Demonstration of in-depth knowledge of strategy development,
including contracting strategy, administration and pull through is
a strong plus.
- Previous field sales management and/or marketing experience in
the Neuroscience or Nephrology market, or related industry is
- Strong understanding of healthcare compliance, legal and
regulatory landscape. Come discover more about Otsuka and our
job description is intended to describe the general nature and
level of the work being performed by the people assigned to this
position. It is not intended to include every job duty and
responsibility specific to the position. Otsuka reserves the right
to amend and change responsibilities to meet business and
organizational needs as necessary.Otsuka is an equal opportunity
employer. All qualified applicants are encouraged to apply and will
receive consideration for employment without regard to their
protected veteran or disabled status, or any protected status.Valid
Proof of COVID-19 Vaccination or AccommodationThe COVID-19
Vaccination is mandatory for incoming new hires and employees.
Uploading documentation with proof of full vaccination record or an
Otsuka approved accommodation will be required during the
pre-employment process as permitted by law. New hires must be fully
vaccinated unless there is an approved accommodation prior to start
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take security and protection of your personal information very
seriously. Please be aware individuals may approach you and falsely
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understand, Otsuka will never ask for financial information of any
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Keywords: Otsuka Pharmaceutical, Stamford , Regional Sales Manager, Neurology/Psych/LTC , Healthcare , Stamford, Connecticut
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