Executive Director, Managed Markets

About the Role

This highly visible executive leadership position oversees Otsuka's U.S. Managed Markets organization and is accountable for translating enterprise and Market Access strategy into disciplined execution across commercial, government, and emerging healthcare channels. The role leads a complex organization of approximately 25 professionals and works closely with alliance partners and internal matrix teams to advance patient access and commercial performance.

Essential Functions

Organizational Leadership & Talent

• Lead a Managed Markets organization of approximately 25 professionals across National, Regional, and Federal payer account management.
• Translate Market Access strategy into execution across National, Regional, and Federal payer channels.
• Drive business performance and execute plans to achieve access and commercial objectives.
• Create a culture of accountability by deploying aligned and motivating incentive compensation plans.
• Partner with Market Access Marketing and Market Access Training to ensure adequate training plans.
• Ensure reporting personnel have completed and updated individual development plans.
• Utilize quarterly reviews and feedback to ensure work is focused on priorities.

Payer Strategy & Account Leadership

• Establish and maintain strategic relationships with key payer stakeholders to secure and maintain access for brands.
• Anticipate and evaluate trends and changes within the healthcare landscape to create business planning processes.
• Collaborate with the Home Office Matrix Team in assessing customer behavioral trends and market conditions.

Contracting & Financial Performance

• Execute on contracting objectives through sustained account management collaborations between internal stakeholders, payers, PBMs, Medicaid, Employers, and Market Access Marketing.
• Ensure the National and Regional Account teams facilitate all stages of the contract management processes.
• Partner with Market Access Marketing, Payer Analytics, and Finance to analyze brand performance, market share trends, contract effectiveness, gross-to-net impact, and return on payer investments.
• Support achievement of payer access, contracting, and financial objectives across a portfolio representing approximately $7 billion in gross revenue and $4 billion in net revenue.
• Responsible for the achievement of access, contracting, volume, and revenue goals.
• Ensure coordinated negotiation strategy with consistent and clearly defined approach.
• Lead execution of customer negotiation strategies in partnership with Pricing & Contracting and Market Access leadership.
• Manage budgets and resources within area of responsibility.

Market Access Execution & Portfolio Support

• Serve as key contributor to the development and execution of Market Access strategies for all in-line and future pipeline brands.
• Develop team capabilities needed to support current and future portfolio needs.
• Identify and execute opportunities to improve payer access and business performance across all customer segments.
• Partner with Sales, Brand, Market Access Marketing, and account teams to translate access and coverage improvements into effective pull-through.
• Provide market access insights to aid in Business Development, HEOR, and market research.
• Contribute U.S. market access insights to support global and pipeline planning.

Cross-Functional & Enterprise Leadership

• Serve as a key contributor to payer strategy, contracting, access, and business-planning decisions.
• Serve as a senior member of the U.S. Market Access Leadership Team.
• Represent Managed Markets on cross-functional project teams, launch teams, and governance forums.
• Recommend priorities and resource needs to support achievement of access and commercial objectives.
• Contribute to planning, budgeting, forecasting, and resource allocation processes for Managed Markets.
• Ensure the market access team remains compliant by following all Otsuka policies and procedures.

Qualifications / Required Knowledge, Experience, and Skills

• Demonstrated expertise in payer markets, including all major payer segments, payer operations, financial drivers and budgets, formulary access management, coverage decision processes, and utilization management.
• Bachelor's degree and 15+ years of Market Access experience, including significant people leadership responsibility.
• Proven track record operating at a senior executive level and capably leading a Managed Markets team.
• Deep understanding of US payer market dynamics, including public, private, and healthcare reform-related channels.
• Experience of successfully managing and leading through difficult problems.
• Proven track record of positive and sustained sales results, including new product launches.
• Ability to lead by example, attract and develop talent, strengthen internal and external partnerships, and create a culture of collaboration.
• Strategic thinking and problem-solving skills with demonstrated ability to successfully lead in a changing environment.
• Creativity and resilience in problem solving with a perseverant, hands-on work ethic.
• Comfort with uncertainty and the ability to exercise sound judgment.
• Operate with a mindset toward innovation and non-traditional market access approaches.
• Strong cross-functional leader and communicator.
• Strong strategic and business analysis and negotiation skills.
• Hands-on experience in pricing negotiations strongly preferred.
• Clear understanding of how to best put patients' needs first while also achieving commercial and business objectives.

Physical Requirements

50-75% overnight travel required. Candidates may live anywhere in US but should have easy access to a Hub airport.