Regional Sales Manager, Nephrology - Ohio Valley

Job Summary

Otsuka America Pharmaceutical, Inc. maximizes a customer engagement approach designed to better deliver on patient, caregiver and HCP needs in an evolving healthcare environment. 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 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 (EL) 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. Otsuka utilizes 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.

Purpose

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 sales goals and KPI’s.

·         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.

·         Deeply understand the unique needs of each customer in their pursuit of improved patient outcomes 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 wit