Senior National Account Director

JOB DESCRIPTION:

This position is responsible for representing OAPI with the largest and most complex National Payers and/or PBM’s. These accounts represent over 74% of portfolio gross sales. Specific responsibilities include interacting with all levels of the largest Payers within the Trade & Clinical departments. The Senior NAD will lead the creation, negotiation, and execution of OAPI National Account Contracts to ensure profitable portfolio access across the portfolio to enable successful pull-through execution with the internal matrix teams.  This is accomplished through collaboration with internal Otsuka Market Access NAD, RAMs, Market Access Marketing, Sales, and Pricing & Contracting.  The Senior NAD will have direct reporting responsibility for the aligned National Account Director.

This role reports to Senior Director Market Access, National Accounts.

KEY RESPONSIBILITIES:

National Account Contract Strategy & Negotiations:  Plan, initiate, and lead Payer/PBM account negotiations that enable portfolio access and exceptional GTN management.  Work directly with OAPI Pricing and Contracting to analyze and assess contract strategy and profitability.  Develop and implement strategies that increase market access for existing and new products to obtain positive formulary attainment. Conduct monthly reports on contract performance identifying underperforming areas. Develop strategic direction in pull through efforts to be executed by National Account Director and RAMs with information necessary to positively increase contract performance. Management oversite of aligned National Account Director.  Lead and bring customer insights into strategic discussions for the OAPI’s internal teams.   

• Professional Selling. 

  • Maintain and utilize product knowledge and highly effective selling skills to influence targeted National Payers and or PBMs. 

  • Articulate compelling unbranded and branded messaging within PI labeling

  • Establish OAPI as thought leader in Behavioral Health within assigned accounts

  • Serve as the knowledge broker to assigned accounts on OAPI therapeutic areas, US Healthcare Landscape and Access segments of the business

  • Foster deep customer relationships & collaboration within the account and OAPI assets to include Sr. Leadership, Medical, HEOR and C&P

  • Help build compelling Brand Value Propositions that will resonate with our largest and most complex customers

  • Provide detailed Brand clinical information (approved reprints) to Trade & Clinical Departments in Payer/PBM

  • Conduct Quarterly Business Performance reviews with key members of Payer/PBM to ensure contract focus to contract performance & GTN

  • Present approved Health Economic Data and Models to Trade & Clinical Departments in Payer/PBM

  • Expand customer engagement by providing insights/expertise in relevant Therapeutic Areas

  • Leverage and champion core market access resources and sales planning tools

  • Conduct all activities in compliance with applicable local, state and federal laws and regulations and company policies

• Teamwork and Collaboration: Serve as consultant to the Market Access Team and internal matrix teams regarding account and marketplace strategy development

  • Provide clear direction on National Account Business Plan

  • Develop National Account/Regional Account Managers through mentoring of 1-2 peers, leading cross functional projects and influencing senior stakeholders within the organization

  • Provide exceptional leadership during MML/HEOR/Marketing team interactions with Customers

  • Collaborate with Market Access Regional Account Managers/Senior Business Director/Ecosystem Lead/Manufacturer partners to optimize business performance and/or manage complex business issues and/or risks

  • Engage with Otsuka Government Affairs and Advocacy to help shape policy input and direction.  Execute against opportunities and threats in areas of responsibility

  • Subject Matter Expert on Payer/PBM landscape to advise Medical, Brand, and Business Development on impact to current, future products or indications

• Account Penetration:  Develop and maintain strong business relationships with decision makers, influencers of targeted national account for the purposes of informing and influencing their positions on issues of mutual interest

• Account Leadership:  Management oversite of aligned National Account Director.  Communicate effectively with Senior Leadership, Regional Access Managers, Market Access Marketing, Senior Business Directors on formulary changes/positions. Identify, monitor, and analyze healthcare and public policy trends of significance to Payer/PBM & OAPI to inform internal stakeholders

• Strategic Business Plan Develop: Maintain a comprehensive understanding of the account, its business practices, and market conditions in the development of the National Account Business Plan.  Communicate plan to ELT/CLT members, Market Access colleagues, and the National Account Director.   Account strategy will be incorporated into the Market Access Strategy Planning Cycle and Brand Strategy Planning

QUALIFICATIONS:

• Bachelor’s degree from an accredited institution required, advanced degrees from an accredited institution preferred (e.g. MBA, MPH, etc.)

• At least of eight (8) years successful pharmaceutical sales experience including a minimum of three (3) years as a successful Account Executive or B2B experience, encompassing:

• Demonstrated exceptional track record in successful business to business negotiations

• Proven track record of consistently meeting or exceeding quantitative and qualitative targets

• Ability to work effectively within cross-functional teams and in an environment of rapid change

• Knowledge of account

• Management experience preferred

• Reimbursement/managed care experience preferred

• Strong entrepreneurial mind-set

• Demonstrate organizational and leadership skills

• Demonstrate ability to lead with and without authority

• Ability to demonstrate excellent communication skills

• Proficient in MS Office products including PowerPoint, Word, Outlook, and Excel

• Flexible location – must have convenient access to an airport providing efficient and economical travel

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.

Minimum $234,631.00 - Maximum $350,750.00, plus incentive opportunity: The range shown represents a typical pay range or starting pay for individuals who are hired in the role to perform in the United States. Other elements may be used to determine actual pay such as the candidate’s job experience, specific skills, and comparison to internal incumbents currently in role. Typically, actual pay will be positioned within the established range, rather than at its minimum or maximum. This information is provided to applicants in accordance with states and local laws.

Company benefits:  Comprehensive medical, dental, vision, prescription drug coverage, company provided basic life, accidental death & dismemberment, short-term and long-term disability insurance, tuition reimbursement, student loan assistance, a generous 401(k) match, flexible time off, paid holidays, and paid leave programs as well as other company provided benefits.

Come discover more about Otsuka and our benefit offerings; https://www.otsuka-us.com/careers-join-otsuka.

Statement Regarding Job Recruiting Fraud Scams

At Otsuka we take security and protection of your personal information very seriously. Please be aware individuals may approach you and falsely present themselves as our employees or representatives.  They may use this false pretense to try to gain access to your personal information or acquire money from you by offering fictitious employment opportunities purportedly on our behalf.

Please understand, Otsuka will never ask for financial information of any kind or for payment of money during the job application process. We do not require any financial, credit card or bank account information and/or any payment of any kind to be considered for employment. We will also not offer you money to buy equipment, software, or for any other purpose during the job application process. If you are being asked to pay or offered money for equipment fees or some other application processing fee, even if claimed you will be reimbursed, this is not Otsuka. These claims are fraudulent and you are strongly advised to exercise caution when you receive such an offer of employment.

Otsuka will also never ask you to download a third-party application in order to communicate about a legitimate job opportunity. Scammers may also send offers or claims from a fake email address or from Yahoo, Gmail, Hotmail, etc, and not from an official Otsuka email address. Please take extra caution while examining such an email address, as the scammers may misspell an official Otsuka email address and use a slightly modified version duplicating letters.

To ensure that you are communicating about a legitimate job opportunity at Otsuka, please only deal directly with Otsuka through its official Otsuka Career website https://vhr-otsuka.wd1.myworkdayjobs.com/en-US/External.

Otsuka will not be held liable or responsible for any claims, losses, damages or expenses resulting from job recruiting scams. If you suspect a position is fraudulent, please contact Otsuka’s call center at: 800-363-5670. If you believe you are the victim of fraud resulting from a job recruiting scam, please contact the FBI through the Internet Crime Complaint Center at: https://www.ic3.gov,  or your local authorities.

Otsuka America Pharmaceutical Inc., Otsuka Pharmaceutical Development & Commercialization, Inc., and Otsuka Precision Health, Inc. (“Otsuka”) does not accept unsolicited assistance from search firms for employment opportunities.  All CVs/resumes submitted by search firms to any Otsuka employee directly or through Otsuka’s application portal without a valid written search agreement in place for the position will be considered Otsuka’s sole property.  No fee will be paid if a candidate is hired by Otsuka as a result of an agency referral where no pre-existing agreement is in place. Where agency agreements are in place, introductions are position specific. Please, no phone calls or emails.