Senior Business Director (Nephrology/ Rare Disease)- EAST

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.

Reporting to the Vice President of Nephrology/Immunology, the Senior Business Director will oversee a team of Ecosystem Leads, and collaboratively coordinate across functions including medical, patient support, and market access. The individual will develop and manage the regional P&L, customize messaging and materials within certain guardrails, adapt resourcing within the region, develop local KPIs in line with national metrics, local priorities and guidelines, and collaborate cross-functionally to develop regional business strategy. The individual will interact with various Home Office functions to support the region priorities and will have exposure to senior leadership.

Purpose

While developing and managing the region’s P&L, the Senior Business Director, will work collaboratively with cross-functional colleagues to develop and execute strategic business initiatives across the ecosystems in the region. The Senior Business Director is responsible for guiding the team of Ecosystem Leads to deliver business outcomes such as revenue growth and profitability, while also delivering on cross-functional patient-centric goals.

Job Description

1. Collaborate with regional cross-functional team to develop the regional business plan and strategy to deliver upon the strategic vision and local ecosystem priorities to improve the customer experience, enhance patient outcomes and deliver on business opportunities

• Develop and drive regional commercial business plan

• Analyze and synthesize information from multiple sources in the region to identify key

  priorities and opportunities

• Create and own the regional business plan in collaboration with ecosystem leads and other

  cross-functional colleagues (medical, market access, patient support)

• Manage a regional P&L and drive strategies for maximizing top and bottom-line performance

• Partner with Marketing, Data & Analytics, and other relevant internal stakeholders to develop

  local customer engagement strategies and promotional content to address specific regional

  and local needs

• Regularly evaluate data and business results, analyze sales and customer trends, develop, and

  administer business forecasts and trends and communicate insights to the teams

• Support the development of high levels of customer engagement across the market area,

  including personally engaging with key account customers to share insights and information to

  establish Otsuka as a credible partner who can create joint value.

• Sponsor and initiate local customer and market research interviews to develop insight into customer needs and maintain a pulse on the market perceptions and ensure that these are integrated into the business plan
  • The Business Director will be responsible for pulling through national strategies and tactics as well with some leeway for adapting locally

2. Lead the execution of the commercial business strategy across the region to drive growth and enhance customer experience and engagement

• Lead the broader commercial regional ecosystem teams to ensure the effective implementation of business plans and marketing initiatives to ensure the target region meets or exceeds goals and plans, including net sales and OPEX metrics (e.g., headcount costs, IC plan) recognition programs, and personal recognition to promote and reinforce high performance

• Ensure that the sales goals and forecasts for the region are cons