Pharmaceutical Sales Customer Engagement, Nephrology - Baltimore, MD

Otsuka America Pharmaceutical, Inc. has launched a new customer engagement approach designed to better deliver on patient, caregiver and HCP expectations 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 “ecosystem approach” creates a unified focus among account management, medical, patient access and market access to engage physicians and identify opportunities to improve the patient experience. Through this matrix model, customers will now experience more coordinated and seamless support to provide the extraordinary care to the patients they serve.

The Health Science Advisor will report directly to the respective Ecosystem Lead, coordinating with cross functional colleagues in Medical (MSLs), Market Access (RAMs), and Patient Support (PELs) under appropriate guardrails. This individual will serve as the main point of contact/connection to healthcare provider (HCP) customers and should have a wide breadth of expertise, (e.g. able to address complex on label information based on approved content in a competitive landscape.

Primary Responsibilities:

• Health Science Advisors (HSA) will work with the ecosystem lead (EL) to develop a territory-specific business plan to include strategies and tactics aimed at increasing disease-state awareness, implementing diagnostic approaches, identifying and pursuing business opportunities and meeting sales goals in a rare disease space
• Demonstrate experience working in a matrix environment, which will encompass patient support, medical science liaisons, patient access team, and other stakeholders as deemed necessary
• Effectively utilize all available tools, technology and resources including peer to peer education and cross functional partners within the company to address identified unmet clinical educational needs
• Proven ability to navigate and identify opportunities through dynamic healthcare landscape including academic institutions, IDNs, ACOs, private practices and community practices
• Develops and maintain a high-level, in-depth disease and therapeutic clinical and scientific knowledge
• Utilize a consultative selling approach involving a highly technical, solution oriented selling technique enabling the HSA to meet the needs of healthcare professionals who treat ADPKD patients
• Responsible for full lifecycle sales process across various product portfolios
• Attends local, society and industry conferences

Qualifications

Required

• 3 years or more sales experience in rare disease, oncology, hospital and/or renal disease is strongly preferred.
• Ability to interpret, analyze and leverage data to identify trends, gain insights, drive pull through, and lead live engagements with customers in the local business environment.
• Proven track record for consistently meeting or exceeding financial and/or other quantitative targets, as well as qualitative goals.
• Proven track record of success working in a fast paced, highly competitive marketplace.
• Demonstrates strategic thinking to create a customer/account engagement plan, taking a dynamic and collaborative approach to maximize the business.
•  A self-starter, well versed in the following areas: Clinical Selling, Account Management, Problem Solving, Matrix Collaboration and Omni Channel engagement.
• Exhibits intellectual curiosity and maintains ongoing awareness of trends in his/her area of expertise and leverages knowledge and insights to positively impact the business.
• Respectfully collaborates to cultivate partnerships with a variety of internal and external stakeholders and incorporates these diverse views into decision making process within a complex and competitive healthcare environment (e.g., payers, health systems, matrix partners)
• Apply expert knowledge of the marketplace, applicable competitors, industry, and matrix functional activities/plans to anticipate and optimally manage business opportunities and challenges in an ambiguous environment.
• Facilitates clinical dialogue that compels the customer to act on behalf of their patients and engage the entire account to understand any obstacles that exist to provide appropriate solutions to ensure customer needs are met.
• Develop and position Otsuka as a leader with key Nephrology stakeholders and other specialty customers and targeted accounts (large group practices and community practices).

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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 - 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; https://www.otsuka-us.com/careers-join-otsuka.

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