Rare Disease Account Manager (Nashville, TN)

Job Summary
Otsuka America Pharmaceutical, Inc. believes in a customer engagement approach designed to better deliver on patient, caregiver and HCP expectations in the treatment of rare diseases. This 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. Otsuka’s Rare Disease Selling Model creates a unified focus among account management, medical, patient access, market access and total office education to engage physicians and identify opportunities to improve the patient experience.

Purpose
The Rare Disease Account Manager will work collaboratively with cross functional peers to develop a dynamic business plan and execution strategy for engaging with key systems of care to create joint value for Otsuka, customers, and patients.

Key Responsibilities

Work with the Area Business Lead, Rare Disease to develop a territory‑specific business/account 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.

Communicate and collaborate within a cross functional team (i.e. other RDAMs, brand marketing, market access, medical affairs and thought leader liaisons) necessary to meet business objectives.

Develop in‑depth knowledge of current and future competition and execute sales strategies to effectively compete and achieve patient acquisition and revenue goals.

Build and maintain proficiency in relevant disease states, patient and clinic experience, market landscape and product knowledge.

Effectively utilize all available tools, technology and resources to analyze and identify market opportunity trends.

Navigate and identify opportunities through dynamic healthcare landscape including academic institutions, IDNs, community practices, and local patient advocacy groups.

Execute upon a rare disease selling model.

Sponsor and display at relevant congresses and society meetings.

Demonstrate expertise with longer selling cycle and complex patient journey across portfolio of products.

Experience & Qualifications

Bachelor’s degree required; MBA or other related graduate degree preferred.

3+ years sales experience in rare disease, immunology, renal, oncology, and/or hospital account management strongly preferred.

Proven track record for consistently meeting or exceeding financial and/or other quantitative targets, as well as qualitative goals in a fast‑paced dynamic sales environment.

Display intellectual curiosity, business acumen, perseverance, relationship mastery, collaboration, and passion for the patient.

Interpret, analyze and leverage data to identify trends, gain insights, drive pull through, and lead live engagements with customers in the local business environment.

Strategic thinking to create a customer/account engagement plan, taking a dynamic and collaborative approach to maximize the business.

Maintain ongoing awareness of trends in area of expertise and leverage knowledge to positively impact the business.

Respectfully collaborate to cultivate partnerships with a variety of internal and external stakeholders and incorporate these diverse views into decision making within a complex and competitive healthcare environment.

Apply expert knowledge of the marketplace, competitors, industry, and matrix functional activities/plans to anticipate and optimally manage business opportunities and challenges in an ambiguous environment.

Commitment to ethical business practices, understanding of regulatory standards, and ability to execute business activities in compliance with Company policies.

Facilitate 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.

Develop and position Otsuka as a leader with key nephrology stakeholders and other specialty customers and targeted accounts (large group practices and community practices).

Key Sales Capabilities

Territory Analysis / Business Planning

Uses competitive data and business reports to track progress and uncover opportunities, including sales data and promotional budget.

Displays knowledge of territory and business conditions that impact sales results to establish near‑term priorities for the territory business plan.

Responds compliantly to competitive threats and opportunities.

Educates office staff on payer guidelines and reimbursement procedures to increase pull through.

Effectively utilizes promotional materials.

Selling Skills, Engagement & Account Pull Through

Maintains ongoing awareness of internal support team resources available throughout the ecosystem and uses them appropriately.

Applies market and industry knowledge to overcome objections and influence prescribing habits during the total office call.

Identifies territory professional groups to network and ensure access/exposure to potential key opinion leaders.

Builds strong relationships with all key office/practice personnel and focuses on patient health in conversations with all staff members, taking personal responsibility for follow‑through and providing value to the accounts.

Delivers effective and balanced office calls and sales presentations using the appropriate approved marketing materials and technical references (e.g. studies, package inserts) with clarity and confidence to help HCPs enhance patient outcomes; demonstrates competent product knowledge of own product and competition.

Competencies

Accountability for Results – Focused on key strategic objectives, accountable for high standards of performance, and proactive in leading change.

Strategic Thinking & Problem Solving – Makes decisions considering long‑term impact to customers, patients, employees, and the business.

Patient & Customer Centricity – Maintains an ongoing focus on the needs of customers and key stakeholders.

Impactful Communication – Communicates with logic, clarity, and respect, influencing at all levels to achieve best results.

Respectful Collaboration – Seeks and values others’ perspectives, striving for diverse partnerships to enhance common goals.

Empowered Development – Plays an active role in professional development as a business imperative.

Compensation
Minimum $132,000.00 – Maximum $205,395.00, plus incentive opportunity. The range represents typical pay for individuals hired in the role in the United States. Salary may vary based on experience, skills, and internal incumbents.

Benefits
Comprehensive medical, dental, vision, prescription drug coverage; basic life, accidental death & dismemberment, short‑term and long‑term disability insurance; tuition reimbursement; student loan assistance; generous 401(k) match; flexible time off; paid holidays and paid leave programs.

Equal Opportunity Statement
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 expression, sexual orientation, age, disability, religion, national origin, veteran status, marital status, or any other legally protected characteristic.

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