Director, Long Term Care - Northeast


Position Summary:

Otsuka America Pharmaceutical, Inc. is expanding its engagement team focused on the long-term care market (LTC). The additional members of this team (Director of Long-Term Care (DLTC) are responsible for developing deep and productive business relationships in the LTC market; specifically tier 1 nursing home chains, key LTC pharmacies, large national/regional behavioral health and medical director groups and corresponding professional associations. This role implements strategies and approaches designed to better deliver on patient, caregiver and HCP needs in an evolving healthcare environment.

The Director of Long-Term Care (DLTC) position is part of the Market Access team. This role reports to the Senior Director of LTC for Otsuka America Pharmaceutical Inc. (OAPI).

Job Responsibilities:

  • Responsible for building and cultivating productive B2B engagements with the most influential national and regional Long Term Care customers at the C and D-suite level (CEO, COO, SVPs, Directors of Quality, Medical Directors, CFO, CMO).

  • Build productive network with key LTC professional associations, and channel-specific thought leaders and influence customers at the C&D suite level to support our product’s Strategic Imperatives and promotional guidelines and policies.

  • Successfully partner with other Otsuka stakeholders to develop and implement a channel-focused business plan with targeted objectives to enable and influence demand across LTC, referring hospital networks, and LTC pharmacies.

  • Lead, identify, and initiate market shaping opportunities through evolving business models and strategies.

  • Create LTC market engagements that lead to quality partnership initiatives like clinical protocol development and product acceptance with approved, on-label information and resources related to our disease states.

  • Strategically develop and implement pull through that enable and influence demand across the LTC custodial environment including, assisted living, LTC pharmacies, behavioral health, and medical director groups.

  • Provide insights, evaluate competitive activity, identify key opportunities, and develop specific business plans with account or market objectives and tactics that optimize business performance.

  • Develop understanding of organizations’ formulary control and willingness/ability to control based their business models.

  • Enable patient access to new products in the LTC market within targeted organizations and influence utilization of new products in prioritized customer settings.

  • Work collaboratively with internal and external matrix business partners, including but not limited to, Brand, Field Sales, National and Regional Account Directors, Channel Strategy, Specialty Accounts, Government Affairs, and Medical Affairs, as appropriate to address market needs, maximize efforts, and achieve business goals.

  • Analyze and synthesize information from multiple sources to identify key priorities and opportunities.

  • Lead, develop, and execute strategic account plans clearly and consistently while utilizing approved tactics and messaging.

  • Track, problem solve, and analyze product performance and clearly communicate account initiatives with business partners.

  • Demonstrate continuous improvement in personal and professional growth for self and matrix colleagues.

  • Maintain a professional demeanor consistent with OAPI philosophy, protocols, and guidelines,



  • Minimum 10 years professional experience

  • Minimum 5 years working in the LTC market impacting change in skilled nursing facilities and adjacent accounts.

  • Extensive long term care strategic account experience (5 or more years)

  • Demonstrative leadership training in the last 12 to 24 months

  • Minimum 18 months of people leadership experience

  • Contracting and negotiating experience

  • Extensive organized customer account experience required

  • Strong key account relationships within the LTC marketplace

  • Expertise with strategy development and execution with LTC payor

  • Able to travel up to 60%


  • Northeast, Central/Southeast, and West


  • Advanced Degree: RPh, Pharm D, MBA, MPH, etc.


  • Director

  • Comprehensive medical, dental, vision and prescription drug coverage

  • Company provided Basic Life, AD&D, Short-term and Long-term Disability insurance

  • Tuition reimbursement

  • 401(k) match

  • PTO allotment each calendar year, paid holidays, and paid leave programs as well as other company provided benefits

  • Company vehicle


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 $179,721.00 - Maximum $268,755.00, plus incentive opportunity: The range shown represents a typical pay range or starting salary for candidates hired to perform the work. Other elements may be used to determine actual salary such as the candidate’s job experience, specific skills, and comparison to internal incumbents currently in role. This information is provided to applicants in accordance with states and local laws.

Company benefits: comprehensive medical, dental, vision and prescription drug coverage, company provided Basic Life, AD&D, Short-term and Long-term Disability insurance, tuition reimbursement, a 401(k) match, PTO allotment each calendar year, paid holidays, and paid leave programs as well as other company provided benefits.

Come discover more about Otsuka and our benefit offerings;


This job description is intended to describe the general nature and level of the work being performed by the people assigned to this position. It is not intended to include every job duty and responsibility specific to the position. Otsuka reserves the right to amend and change responsibilities to meet business and organizational needs as necessary. 


Otsuka is an equal opportunity employer.  All qualified applicants are encouraged to apply and will be given consideration for employment without regard to race, color, sex, gender identity or gender expression, sexual orientation, age, disability, religion, national origin, veteran status, marital status, or any other legally protected characteristic.   


If you are a qualified individual with a disability or a disabled veteran, you may request a reasonable accommodation, if you are unable or limited in your ability to apply to this job opening as a result of your disability.  You can request reasonable accommodations by contacting Accommodation Request

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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. 


Job Profile


B2B Engagement Business Development Market Access Medical Relationship building Sales Strategic planning

  • Analyze product performance
  • Build network with key LTC associations
  • Create LTC market engagements
  • Develop B2B engagements
  • Develop strategic account plans
  • Execute strategic account plans
  • Implement channel-focused business plan
  • Lead market shaping opportunities
  • Provide insights and evaluate competitive activity

10 years