Otsuka America Pharmaceutical Inc.
Executive Director, Sales and Marketing, Neurology Rare Disease
Otsuka America Pharmaceutical Inc., Concord, New Hampshire, United States, 03306
Job Summary
The Executive Director, Sales and Marketing, Neurology Rare Disease will be responsible for leading the brand strategy and commercial tactical planning and execution for our upcoming Rare Disease, Neurology launch. This role involves leading HCP and patient engagement, understanding the evolving complex journey to diagnosis, leading account teams, and aligning with the broader cross functional organization.
This role provides strategic and operational guidance, proactively coaching and managing account team leadership to ensure no appropriate patient is left behind and deliver on business goals.
The individual will oversee development of national and regional business planning with the objective of meeting or exceeding Net Sales, Operating Income, and engagement targets. The Executive Director, Sales and Marketing, Neurology Rare Disease will also ensure successful implementation of action plans and objectives where analysis of situations or data requires an in-depth knowledge of our customers, our products, the competitive environment, technology and economic or social implications of organizational activities.
Purpose The Executive Director, Sales and Marketing, Neurology Rare Disease is responsible for developing and executing the marketing and sales strategy in support of the strategic imperatives of the brand. This role will lead a team of marketing and customer engagement leaders and oversee the optimization of appropriate patient identification—via educating for more rapid diagnosis including genetic testing, sales, market share, revenue growth, and profitability, both in the short and long term.
Job Description
Lead the development and execution of brand strategy
Build relationships with patient associations and physicians to drive accuracy and urgency in diagnosis
Lead the development of focused education and support material for the account engagement teams and their respective accounts
Proactively identify customer needs and address key insights
Ensure that marketing processes, programs, and internal reports are developed, implemented, and effectively administered to be consistent with corporate guidance and all regulatory, legal, and ethical guidelines
Foster strong partnerships with Medical Affairs, Clinical Development, Market Access, Market Research, Regulatory, Legal, and other functions in developing brand strategy, tactics, and resources
Partner with the Market Access Strategy Team to support reimbursement policy evaluation and action
Work with Finance to monitor spending against budget/forecast and report performance results as requested; manage all projects and responsibilities to agreed-upon project timelines, budgets, and scope
Oversee the development and execution of business strategies for account team leads to deliver the strategic vision and regional priorities to improve the customer experience, enhance patient outcomes and deliver on business opportunities
Shape the regional business plans in collaboration with account team leads, commercial leaders (Marketing, Customer Engagement Operations) and other cross-functional leadership (Field Medical, Market Access, Patient Support)
In conjunction with the account team leads, regularly evaluate KPIs and business results, analyze sales and customer trends, and develop strategic plans for the development and administration of business forecasts and trends that optimally align to the local customer ecosystems resulting in increased customer satisfaction and business performance
Develop strategic plans, in partnership with the Rare Disease BU Head, to engage in new ways of engaging the customer across multiple functional areas, and develop innovative approaches to meet customers’ needs optimally and compliantly
Develop business strategies which lead to revenue growth and a consistent and optimized customer experience
Provide strategic direction to the account team leads and ensure satisfactory execution of business plans, including net sales and OPEX metrics (e.g., headcount, IC, promotional programs, P&L)
Drive operational best practices using tools and technologies to support business opportunities that are adapted to the local needs of customers
Provide consistent coaching and development to field sales and field operations leadership by identifying the unique needs of the individual and situation to maximize effectiveness, drive accountability and ensure optimal investment and return on resources including people and revenue
Champion the development and introduction of approaches to improve the efficiency and effectiveness of customer facing ways of working
Ensure effective tracking against key execution metrics
Support the achievement of wider business and commercial objectives
Establish productive relationships with external and internal stakeholders to facilitate effective delivery of the strategy and business plan to maximize access and benefits to patients and improve patient health outcomes
Motivate, recognize and reward individual and team achievements utilizing bonuses, recognition programs, and personal recognition to promote and reinforce high performance
In collaboration with the Rare Disease BU Head, establish revenue and profit goals and that are consistent with the organization’s long-term strategic objectives
Working closely with the Rare Disease BU Head, generate plans to develop the Rare Disease Sales and Marketing organization including key high potential talent ensuring a robust talent pipeline and succession planning
Qualifications
Bachelor’s Degree, preferably in a business, scientific, or analytical discipline, such as marketing, pharmacology, biology, engineering or math; MBA or other related graduate degree preferred
15+ years of 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 required
10+ years of experience in pharmaceutical marketing, product management, or a related industry
5+ years of experience in rare disease marketing or product management required
Marketing or sales experience with an asset that requires genetic testing before treatment and Early Access Programs highly desirable
Previous account management experience, including developing and implementing account plans for various health ecosystem players (e.g., centers of excellence, health system or hospital), is a strong plus
Broad and deep understanding of commercialization of infused therapies, buy-and -bill therapies preferred
Previous experience building a positive, accountable, highly engaged culture
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 coordinate 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 contracting strategy, administration and pull through
Previous experience managing a complex P&L demonstrating strong financial acumen
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 field sales management and/or marketing experience in the biotechnology, pharmaceutical, or related industry
Previous experience leading broad organizational change initiatives leading to improved performance
Strong understanding of industry legal, regulatory and compliance landscape
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.
Salary Minimum $245,454.00 - Maximum $381,110.00, 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.
Application Deadline This will be posted for a minimum of 5 business days.
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 .
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.
Equal Opportunity 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, 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 (EEAccommodations@otsuka-us.com).
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This role provides strategic and operational guidance, proactively coaching and managing account team leadership to ensure no appropriate patient is left behind and deliver on business goals.
The individual will oversee development of national and regional business planning with the objective of meeting or exceeding Net Sales, Operating Income, and engagement targets. The Executive Director, Sales and Marketing, Neurology Rare Disease will also ensure successful implementation of action plans and objectives where analysis of situations or data requires an in-depth knowledge of our customers, our products, the competitive environment, technology and economic or social implications of organizational activities.
Purpose The Executive Director, Sales and Marketing, Neurology Rare Disease is responsible for developing and executing the marketing and sales strategy in support of the strategic imperatives of the brand. This role will lead a team of marketing and customer engagement leaders and oversee the optimization of appropriate patient identification—via educating for more rapid diagnosis including genetic testing, sales, market share, revenue growth, and profitability, both in the short and long term.
Job Description
Lead the development and execution of brand strategy
Build relationships with patient associations and physicians to drive accuracy and urgency in diagnosis
Lead the development of focused education and support material for the account engagement teams and their respective accounts
Proactively identify customer needs and address key insights
Ensure that marketing processes, programs, and internal reports are developed, implemented, and effectively administered to be consistent with corporate guidance and all regulatory, legal, and ethical guidelines
Foster strong partnerships with Medical Affairs, Clinical Development, Market Access, Market Research, Regulatory, Legal, and other functions in developing brand strategy, tactics, and resources
Partner with the Market Access Strategy Team to support reimbursement policy evaluation and action
Work with Finance to monitor spending against budget/forecast and report performance results as requested; manage all projects and responsibilities to agreed-upon project timelines, budgets, and scope
Oversee the development and execution of business strategies for account team leads to deliver the strategic vision and regional priorities to improve the customer experience, enhance patient outcomes and deliver on business opportunities
Shape the regional business plans in collaboration with account team leads, commercial leaders (Marketing, Customer Engagement Operations) and other cross-functional leadership (Field Medical, Market Access, Patient Support)
In conjunction with the account team leads, regularly evaluate KPIs and business results, analyze sales and customer trends, and develop strategic plans for the development and administration of business forecasts and trends that optimally align to the local customer ecosystems resulting in increased customer satisfaction and business performance
Develop strategic plans, in partnership with the Rare Disease BU Head, to engage in new ways of engaging the customer across multiple functional areas, and develop innovative approaches to meet customers’ needs optimally and compliantly
Develop business strategies which lead to revenue growth and a consistent and optimized customer experience
Provide strategic direction to the account team leads and ensure satisfactory execution of business plans, including net sales and OPEX metrics (e.g., headcount, IC, promotional programs, P&L)
Drive operational best practices using tools and technologies to support business opportunities that are adapted to the local needs of customers
Provide consistent coaching and development to field sales and field operations leadership by identifying the unique needs of the individual and situation to maximize effectiveness, drive accountability and ensure optimal investment and return on resources including people and revenue
Champion the development and introduction of approaches to improve the efficiency and effectiveness of customer facing ways of working
Ensure effective tracking against key execution metrics
Support the achievement of wider business and commercial objectives
Establish productive relationships with external and internal stakeholders to facilitate effective delivery of the strategy and business plan to maximize access and benefits to patients and improve patient health outcomes
Motivate, recognize and reward individual and team achievements utilizing bonuses, recognition programs, and personal recognition to promote and reinforce high performance
In collaboration with the Rare Disease BU Head, establish revenue and profit goals and that are consistent with the organization’s long-term strategic objectives
Working closely with the Rare Disease BU Head, generate plans to develop the Rare Disease Sales and Marketing organization including key high potential talent ensuring a robust talent pipeline and succession planning
Qualifications
Bachelor’s Degree, preferably in a business, scientific, or analytical discipline, such as marketing, pharmacology, biology, engineering or math; MBA or other related graduate degree preferred
15+ years of 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 required
10+ years of experience in pharmaceutical marketing, product management, or a related industry
5+ years of experience in rare disease marketing or product management required
Marketing or sales experience with an asset that requires genetic testing before treatment and Early Access Programs highly desirable
Previous account management experience, including developing and implementing account plans for various health ecosystem players (e.g., centers of excellence, health system or hospital), is a strong plus
Broad and deep understanding of commercialization of infused therapies, buy-and -bill therapies preferred
Previous experience building a positive, accountable, highly engaged culture
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 coordinate 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 contracting strategy, administration and pull through
Previous experience managing a complex P&L demonstrating strong financial acumen
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 field sales management and/or marketing experience in the biotechnology, pharmaceutical, or related industry
Previous experience leading broad organizational change initiatives leading to improved performance
Strong understanding of industry legal, regulatory and compliance landscape
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.
Salary Minimum $245,454.00 - Maximum $381,110.00, 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.
Application Deadline This will be posted for a minimum of 5 business days.
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 .
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.
Equal Opportunity 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, 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 (EEAccommodations@otsuka-us.com).
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