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Regional Sales Manager - Richmond, VA

Employment typeFull-Time

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  • Job Description

      Req#: R6716
      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.


      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 for Otsuka.
      • 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 business plans.
      • Coach HSAs to shape customer plans based on market dynamics to address customer needs

        and deliver performance against HSA 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.

      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 outcomes.
      • 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 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.


      • Bachelor's degree: MBA or other related graduate degree 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.


      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.

      Come discover more about Otsuka and our benefit offerings;


      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.

      Otsuka is an equal opportunity employer. All qualified applicants are encouraged to apply and will be given consideration for employment without regard to race, color, sex, gender identity or gender expression, sexual orientation, age, disability, religion, national origin, veteran status, marital status, or any other legally protected characteristic.

      If you are a qualified individual with a disability or a disabled veteran, you may request a reasonable accommodation, if you are unable or limited in your ability to apply to this job opening as a result of your disability. You can request reasonable accommodations by contacting Accommodation Request.

      Statement Regarding Job Recruiting Fraud Scams

      At Otsuka we take security and protection of your personal information very seriously. Please be aware individuals may approach you and falsely present themselves as our employees or representatives. They may use this false pretense to try to gain access to your personal information or acquire money from you by offering fictitious employment opportunities purportedly on our behalf.

      Please understand, Otsuka will never ask for financial information of any kind or for payment of money during the job application process. We do not require any financial, credit card or bank account information and/or any payment of any kind to be considered for employment. We will also not offer you money to buy equipment, software, or for any other purpose during the job application process. If you are being asked to pay or offered money for equipment fees or some other application processing fee, even if claimed you will be reimbursed, this is not Otsuka. These claims are fraudulent and you are strongly advised to exercise caution when you receive such an offer of employment.

      Otsuka will also never ask you to download a third-party application in order to communicate about a legitimate job opportunity. Scammers may also send offers or claims from a fake email address or from Yahoo, Gmail, Hotmail, etc, and not from an official Otsuka email address. Please take extra caution while examining such an email address, as the scammers may misspell an official Otsuka email address and use a slightly modified version duplicating letters.

      To ensure that you are communicating about a legitimate job opportunity at Otsuka, please only deal directly with Otsuka through its official Otsuka Career website

      Otsuka will not be held liable or responsible for any claims, losses, damages or expenses resulting from job recruiting scams. If you suspect a position is fraudulent, please contact Otsuka's call center at: 800-363-5670. If you believe you are the victim of fraud resulting from a job recruiting scam, please contact the FBI through the Internet Crime Complaint Center at:, or your local authorities.

      Otsuka America Pharmaceutical Inc., Otsuka Pharmaceutical Development & Commercialization, Inc., and ODH, Inc. ("Otsuka") does not accept unsolicited assistance from search firms for employment opportunities. All CVs/resumes submitted by search firms to any Otsuka employee directly or through Otsuka's application portal without a valid written search agreement in place for the position will be considered Otsuka's sole property. No fee will be paid if a candidate is hired by Otsuka as a result of an agency referral where no pre-existing agreement is in place. Where agency agreements are in place, introductions are position specific. Please, no phone calls or emails.
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