Area Business Lead

Job Summary

Otsuka America Pharmaceutical, Inc. customer engagement approach is designed to better deliver on patient, caregiver and HCP needs in an evolving healthcare environment. This 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 Area Business Lead will report to the respective 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.

Purpose

The Area Business Lead will provide strategic leadership and direction to cross-functional peers, guiding the development and execution of a robust ecosystem business plan. This role is accountable for orchestrating engagement with key systems of care to drive collaborative value creation for Otsuka, its customers, and the patients they serve.

Job Description

• Collaborate with the ecosystem cross-functional team to develop and execute the ecosystem strategy to enhance customer satisfaction, improve patient outcomes, and create business opportunities for Otsuka.

• Develop and drive the ecosystem commercial strategy.

• Lead a team of Neuroscience Specialists within an ecosystem to drive appropriate clinical demand and improve patient and customer experiences.

• Execute and adapt the regional/ecosystem plan to achieve patient-centric objectives, KPIs, and performance targets.

• Continuously scan the industry and broader commercial environment to identify best practices in the healthcare ecosystem and integrate them into Otsuka through innovative account management processes.

• Consolidate insights gathered from the field force and other sources (e.g., analytics) to inform regional business plans.

• Coach Neuroscience Specialists to shape customer plans based on market dynamics to address customer needs and deliver performance against Neuroscience Specialists and ecosystem KPIs.

• 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.

• 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, patient, and business outcomes.

• Partner with senior customers (e.g., leaders in IDNs) within the ecosystem by improving and maintaining ongoing relationships and establishing patient-centric platforms for strategic partnership.

• 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 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 effectively influence the system to deliver improved patient outcomes.

• Conduct business to the highest ethical and professional standards, consistent with Otsuka guidelines and policies, ensuring compliance with regulatory standards in all communications and activities.

• Drive a high-performance, patient-centric, highly engaged culture within the ecosystem.

• 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 and strategy.

• Foster a cross-functional account environment that is collaborative and customer-centric to engage the customer as solution partners across the portfolio.

Experience & Qualifications

• Bachelor’s degree; MBA or other related graduate degree preferred.

• Prior experience in CNS, psychiatry, or ADHD preferred.

• Experience launching a new product or new indication preferred.

• 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 required.

• 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 goals.

• 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 preferred.

• Strong understanding of healthcare compliance, legal, and regulatory landscape.

• Valid U.S. driver’s license and acceptable driving record.

• Up to 60-70% travel, including overnight travel, may be required.

Competencies
Accountability for Results - Stay focused on key strategic objectives, be accountable for high standards of performance, and take an active role in leading change.
Strategic Thinking & Problem Solving - Make decisions considering the long-term impact to customers, patients, employees, and the business.
Patient & Customer Centricity - Maintain an ongoing focus on the needs of our customers and/or key stakeholders.
Impactful Communication - Communicate with logic, clarity, and respect. Influence at all levels to achieve the best results for Otsuka.
Respectful Collaboration - Seek and value others’ perspectives and strive for diverse partnerships to enhance work toward common goals.
Empowered Development - Play an active role in professional development as a business imperative.

Minimum $157,700.00 - Maximum $235,750.00, plus incentive opportunity: The range shown represents a typical pay range or starting pay for individuals who are hired in the role to perform in the United States. Other elements may be used to determine actual pay such as the candidate’s job experience, specific skills, and comparison to internal incumbents currently in role. Typically, actual pay will be positioned within the established range, rather than at its minimum or maximum. This information is provided to applicants in accordance with states and local laws.

Company benefits:  Comprehensive medical, dental, vision, prescription drug coverage, company provided basic life, accidental death & dismemberment, short-term and long-term disability insurance, tuition reimbursement, student loan assistance, a generous 401(k) match, flexible time off, paid holidays, and paid leave programs as well as other company provided benefits.

Come discover more about Otsuka and our benefit offerings;https://www.otsuka-us.com/careers-join-otsuka.

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