Executive Director, CNS Sales, AAD & LTC

Title: Executive Director, CNS Sales AAD & LTC

Reports to: Vice President, CNS Sales Strategy

Job Summary

The Executive Director, CNS Sales AAD & LTC is responsible for leading the commercial strategy and execution for the AAD (Agitation Associated with Dementia due to Alzheimer's Disease) sales team. This role oversees a national field team, including Long-Term Care (LTC) Directors and Sr. Business Directors, ensuring a cohesive and high-impact approach to customer engagement across key healthcare ecosystems.

As a key member of the CNS Sales leadership team, this individual will develop and implement sales strategies, drive revenue growth, and collaborate cross-functionally to enhance market penetration and ensure strong commercial execution.

Key Responsibilities

Strategic Leadership & Sales Execution

• Lead the AAD sales team, including LTC Directors, ensuring national sales performance meets or exceeds goals.
• Develop and execute a strategic sales plan aligned with Otsuka’s broader CNS business objectives.
• Drive a customer-centric approach focused on delivering value to HCPs, LTC organizations, and healthcare systems.
• Partner with cross-functional teams (Medical, Market Access, Patient Access) to optimize field engagement and customer impact.
• Ensure alignment between AAD field teams and LTC Directors to enhance coordination in customer interactions and account management.

Team Development & Performance Management

• Recruit, develop, and retain top sales talent, fostering a culture of high performance and accountability.
• Provide coaching and leadership to drive execution excellence among regional and national field teams.
• Set clear performance objectives and metrics, ensuring accountability for individual and team goals.
•  Foster ongoing development opportunities for team members.
• Lead incentive and motivation strategies to drive engagement and sales success.

Market Strategy & Business Insights

• Analyze sales trends, market conditions, and competitive intelligence to inform strategy.
• Partner with Brand and Marketing teams to ensure field alignment with commercial campaigns.
• Utilize data analytics to drive targeting, segmentation, and resource allocation for optimized sales impact.
• Lead forecasting efforts for AAD, ensuring accuracy in demand planning and sales projections.

Cross-Functional Collaboration & Stakeholder Engagement

• Work closely with Market Access and Pricing & Contracting to ensure effective pull-through
• Partner with Medical Affairs and HEOR to equip field teams with evidence-based selling tools.
• Engage with key national and regional stakeholders, including LTC organizations, health systems, to improve access and adoption of AAD.
• Collaborate with Marketing and Customer Engagement Operations (CEOps), specifically Business Analysis and Field Force Effectiveness, to enhance field deployment strategies, optimize resource allocation, and improve sales team effectiveness.
• Ensure close collaboration with Leadership, providing regular updates on progress and opportunities

Compliance & Operational Excellence

• Ensure sales execution adheres to Otsuka’s compliance policies, regulatory guidelines, and industry best practices.
• Implement operational efficiencies and best practices to optimize sales team effectiveness.
• Establish and track KPIs and performance metrics, ensuring accountability and continuous improvement.

Qualifications

• Bachelor’s degree required; MBA or advanced degree preferred.
• 15+ years of experience in the pharmaceutical or biotech industry, with a strong track record in sales leadership.
• Experience in CNS, Psychiatry, Neurology, markets strongly preferred.
• Proven expertise in the Long-Term Care (LTC) market is required, including a deep understanding of LTC provider dynamics, reimbursement models, and institutional sales strategies.
• Proven success in leading national sales teams and driving revenue growth in a complex healthcare environment.
• Strong cross-functional collaboration skills, including experience working with Market Access, Medical Affairs, and Marketing.
• Exceptional leadership, coaching, and change management abilities.
• Ability to develop and execute national sales strategies while managing field execution at the regional level.

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 - Ma