Pharmaceutical Sales Customer Engagement, Atlanta E, GA

Otsuka America Pharmaceutical Inc. is a global healthcare company with the corporate philosophy: “Otsuka-people creating new products for better health worldwide.” Otsuka researches, develops, manufactures and markets innovative products, with a focus on pharmaceutical products to meet unmet medical needs and nutraceutical products for the maintenance of everyday health.

In Otsuka's evolved customer engagement model, a Neuroscience LTC Specialist will engage HCPs through a variety of in-person, virtual and digital tools, offering expanded expertise regarding products and the approved conditions they treat. 

The Neuroscience LTC Specialist will report directly to the respective Area Business Lead coordinating with other local Neuroscience Specialists and cross functional colleagues in Medical Affairs (MSLs) and Market Access (RAMs) under appropriate guardrails. You will serve as the primary point of contact for long-term care accounts and healthcare providers (HCPs). Additionally, you'll coordinate speaker programs, organize local provider groups for discussions, and share opportunities and feedback with the Area Business Lead. This includes providing valuable local market insights to help shape local strategy and team objectives.

Position Overview

This position requires a deep understanding of regulatory requirements, operational challenges, and the distinct clinical and quality-of-life needs of LTC (Long Term Care) residents. The specialist will effectively position solutions that add value to LTC facilities and foster strategic relationships with key decision-makers.

Key Responsibilities:

• Demonstrate a comprehensive understanding of the LTC environment, including regulatory requirements, operational challenges, and the specific needs of residents. Use this knowledge to effectively position solutions that add value to LTC facilities.

• Identify and cultivate strategic relationships with key decision-makers within LTC facilities, such as administrators, directors of nursing, and pharmacy managers. These stakeholders directly influence purchasing and treatment decisions and can provide critical insights into each facility’s goals and pain points.

• Develop and execute tailored communication and sales strategies that align with the unique priorities of each LTC facility. Ensure your approach speaks directly to their operational demands, patient outcomes, and compliance objectives.

• Provide detailed, on-label information that aligns with the product label, including handling complex on-label details in accordance with approved materials. Ensure compliance with regulatory standards and provide clear, accurate information to healthcare providers.

• Address key aspects of product access, such as local market payor coverage, co-pay options, prior authorization requirements, formulary placement, and availability expectations. This information helps healthcare providers understand how patients can access the products and what financial considerations may be involved.

• Offer established guidance on patient care, including system protocols, standard of care guidelines, discharge protocols, and published expert opinions. This information supports healthcare providers in delivering high-quality care and ensures they are informed about the latest best practices and recommendations.

• Utilize a range of virtual or digital tools to engage customers personally. This can include webinars, virtual meetings, digital newsletters, and interactive online platforms. Personal engagement helps build strong relationships and fosters trust and collaboration between the company and its customers.

Key Sales Capabilities:

• Territory Analysis / Business Planning

  • Uses competitive data and business reports to track progress and uncover opportunities, including sales data and promotional budget​

  • Displays knowledge of territory and business conditions that impact sales results to establish near term priorities for his/her territory business plan​

  • Responds compliantly to competitive threats and opportunities​

  • Educates office staff on payer guidelines and reimbursement procedures to increase pull through​

  • Effectively utilizes promotional materials​

• Selling Skills, Engagement & Account Pull Through

  • Maintains ongoing awareness of internal support team resources available throughout the ecosystem and utilizes appropriately​

  • Applies market and industry knowledge to overcome objections and influence prescribing habits during the total office call​

  • Identifies territory professional groups to network and ensure access/exposure to potential key opinion leaders​

  • Bu