Area Business Lead, Rare Disease (First Line Leader) - South East (Tennessee, Georgia, Alabama)

Otsuka America Pharmaceutical, Inc. believes in a customer engagement approach designed to better deliver on patient, caregiver and HCP expectations in the treatment of rare diseases. 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 proving patient care.

Otsuka’s Rare Disease Selling Model creates a unified focus among account management, medical, patient access, market access and total office education to engage physicians and identify opportunities to improve the patient experience. Through this matrix model, customers will experience coordinated and seamless support to provide the extraordinary care to the patients they serve.

Position Overview

Summary:

The Area Business Lead, Rare Disease will report directly to the respective Senior Business Director, coordinating with cross functional colleagues in Medical (MSLs), Market Access (RAMs), and Patient Support (PELs), Though Leader Liaison (TLL) under appropriate guardrails. The scope of the job will include leadership of 6 Rare Disease Account Managers and oversight of key accounts, stakeholders and business partners to ensure collaboration and growth of the business.

Purpose:

The Area Business Lead, Rare Disease will work collaboratively with cross functional peers to develop a dynamic business plan and execution strategy for engaging with key systems of care to create joint value for Otsuka, customers, and patients.

Key Responsibilities:

• First line leader who focuses time in the field on coaching and developing Rare Disease Account Managers to support performance and individual development, as well as develop and execute on strategies and tactics with key accounts, KOLs, and local advocacy groups.
• Ensures optimal strategic development and implementation of field team development plans and sales training pull-through to optimize selling skills and virtual engagement skills.
• Develop regional business plans based on national sales goals, expectations and available. resources, including Regional and Territory strategies and tactics, as well as resource allocation.
• Communicates and collaborates with other Regional Sales Directors, field team, brand marketing, market access, managed markets field teams, medical affairs and TLLs, senior management and all other departments necessary to facilitate achievement of business objectives
• Develops in-depth knowledge of current and future competition and executes sales strategies to effectively compete and achieve patient acquisition and revenue goals.
• Demonstrates and leads scientific expertise in renal physiology and immunology disease mechanisms and is well versed in the latest research to internal and external stakeholders.
• Fosters a culture of patient-centricity, accountability, collaboration, compliance, and high-performance.
• Develops strong relationships with KOLs, physicians, private/public payers, academic centers, and other key market stakeholders to foster acceptance of the Company’s products.
• Shapes a culture that provides the right balance of autonomy, support, and development to enable the field team to meet and exceed goals and objectives.
• Partners on the development of customer-centric marketing and promotional plans and ensures strategic alignment and execution by the sales organization.
• Recommends and administers policies and procedures to enhance business operations and sales analytics.
• Demonstrated deep understanding of IDN, MHC, hospital process, Centers of Excellence and community nephrology practices.
• Constantly scans 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 business plans.
• 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.
• Demonstrate strong Account Management skills, KOL ownership, deep clinical mastery of current and competitive market, Payor Landscape and pull thru, understanding of different administration options including self-injectable.
• Familiarity with specialty pharmacy distribution model.
• Identify, attend, and gather intelligence and KOL insights at relevant congresses and society meetings.

Qualifications:

• Bachelor’s degree required; MBA or other related graduate degree preferred
• Minimum 3 years previous first line leadership experience in the Rare Disease space.
• Nephrology and/or Immunology leadership experience highly preferred.
• Rare Disease launch experience preferred.
• Proven track record in coaching, training and/or mentoring peers helping to meet or exceed goals, targets, and other responsibilities.
• Proven track record for consistently meeting or exceeding financial and/or other quantitative targets/goals.
• Well organized with the ability to multitask, prioritize, and manage shifting responsibilities in a dynamic and cross-functional team environment.
• Demonstrated ability and experience in leading a high performing sales organization.
• Strong understanding of healthcare compliance, legal and regulatory landscape.
• Ability to effectively manage performance, engage and motivate team members, provide coaching, and respond to dynamic business environment.

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 $174,984.00 - Maximum $261,625.00, 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.

Application Deadline : This will be posted for a minimum of 5 business days.

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.

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Disclaimer:

This 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.

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