Senior Business Director - South Central

Job Summary

Otsuka America Pharmaceutical, Inc. has launched a new customer engagement approach designed to better deliver on patient, caregiver and HCP needs 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 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.

Reporting to the Vice President of CNS Customer Engagement, the Senior Business Director will oversee a team of Ecosystem Leads, and collaboratively coordinate across functions including

medical, patient support, and market access. The individual will develop and manage the regional P&L, customize messaging and materials within certain guardrails, adapt resourcing within the region, develop local KPIs in line with national metrics, local priorities and guidelines, and collaborate cross-functionally to develop regional business strategy. The individual will interact with various Home Office functions to support the region priorities and will have exposure to senior leadership.

Purpose

While developing and managing the region’s P&L, the Senior Business Director, will work collaboratively with cross-functional colleagues to develop and execute strategic business initiatives across the ecosystems in the region. The Senior Business Director is responsible for guiding the team of Ecosystem Leads to deliver business outcomes such as revenue growth and profitability, while also delivering on cross-functional patient-centric goals.

Job Description

1. Collaborate with regional cross-functional team to develop the regional business plan and strategy to deliver upon the strategic vision and local ecosystem priorities to improve the customer experience, enhance patient outcomes and deliver on business opportunities

• Develop and drive regional commercial business plan

• Analyze and synthesize information from multiple sources in the region to identify key

  priorities and opportunities

• Create and own the regional business plan in collaboration with ecosystem leads and other

  cross-functional colleagues (medical, market access, patient support)

• Manage a regional P&L and drive strategies for maximizing top and bottom-line performance

• Partner with Marketing, Data & Analytics, and other relevant internal stakeholders to develop

  local customer engagement strategies and promotional content to address specific regional

  and local needs

• Regularly evaluate data and business results, analyze sales and customer trends, develop, and

  administer business forecasts and trends and communicate insights to the teams

• Support the development of high levels of customer engagement across the market area,

  including personally engaging with key account customers to share insights and information to

  establish Otsuka as a credible partner who can create joint value.

• Sponsor and initiate local customer and market research interviews to develop insight into customer needs and maintain a pulse on the market perceptions and ensure that these are integrated into the business plan
  • The Business Director will be responsible for pulling through national strategies and tactics as well with some leeway for adapting locally

2. Lead the execution of the commercial business strategy across the region to drive growth and enhance customer experience and engagement

• Lead the broader commercial regional ecosystem teams to ensure the effective implementation of business plans and marketing initiatives to ensure the target region meets or exceeds goals and plans, including net sales and OPEX metrics (e.g., headcount costs, IC plan) recognition programs, and personal recognition to promote and reinforce high performance

• Ensure that the sales goals and forecasts for the region are consistent with the organization’s

  long-range strategic objectives

• Collaborate with cross-functional regional leadership to optimize resource allocation across role mix to meet local customer need

• Oversee the implementation of hiring, training, and retention to deliver the region’s sales and margin plan.

• Create a highly engaged culture and environment that facilitates the development and retention of talent to succeed in an adaptive, patient-centric environment, including identifying and developing talent

• Develop in-depth knowledge of current and future competition and execute strategies across the region to ensure success in a competitive and dynamic market

• Empower the ecosystem teams with approved tools and support to generate opportunities and adapt approaches to local ecosystem and customer needs

• Provide consistent coaching and development to the ecosystem team by identifying the unique needs of the individual and situation to maximize effectiveness, drive accountability and ensure results

• Champion the development and introduction of strategies and tactics, working with appropriate cross-functional colleagues, to improve the efficiency and effectiveness of the ecosystem, including identifying and implementing appropriate change management approaches to accelerate adoption of appropriate new ways of working and support the cultural shift to facilitate delivery in an ecosystem model

3. Lead the regional commercial ecosystem organization to support the achievement of wider business and commercial objectives.

• Establish productive partnerships with external and internal stakeholders to facilitate effective delivery of the strategy and business plan to maximize access to prescribed therapies and improve patient health outcomes.

• Monitor individual sales performance and expenditures within the region and conduct monthly/quarterly business reviews to refine commercial business plans and approaches

• Define regional and ecosystem commercial KPIs (e.g., performance in specific ecosystem) in line with centrally defined national metrics and guidelines

• Motivate, recognize, and reward individual and team achievements utilizing bonuses,

Qualifications - Preferred

• Bachelor’s Degree, preferably in a scientific or analytical discipline, such as pharmacology, biology, engineering, or math: MBA or other related graduate degree preferred

• Previous cross-functional industry experience in commercial life sciences (pharma or biotechnology) or related industry engaging with key healthcare ecosystem players (e.g., payers, health systems), is preferred

• Sophisticated skills for coaching, training and/or mentoring peers or others as assigned; helping such others to better meet or exceed their goals and achieve their full potential in role

• Previous account management or alliance/partnership management experience, including developing and implementing account plans for various health ecosystem players (e.g., health system or hospital), is a strong plus

• Ability to work in a complex multi-faceted environment, including the ability to synthesize information from multiple sources to generate insights and identify underlying patterns and themes

• Ability to operate with a high degree of autonomy in a dynamic ambiguous environment undergoing transformation

• Ability to synthesize, present and gain approval from senior leadership for a comprehensive business plan

• Ability to lead a cross-functional team, align them to a common vision and break down boundaries to facilitate high levels of collaboration to bring the best of Otsuka to our customers

• Ability to develop strategy in a complex stakeholder environment, including strategy administration and pull through

• Strong alignment with core corporate values including patient centricity approach

• Previous field sales management and/or marketing experience in the biotechnology,

  pharmaceutical, or related industry required

• Experience managing a P&L

• Strong understanding of industry legal, regulatory and compliance landscape

#LI-Remote

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 $201,369.00 - Maximum $301,070.00, 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; https://www.otsuka-us.com/careers-join-otsuka.

Disclaimer:  

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. 

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. 

Apply