Rare Disease Account Manager - San Francisco, CA

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. Through this matrix model, customers will experience coordinated and seamless support to provide the extraordinary care to the patients they serve.

The Rare Disease Account Manager will report directly to the Area Business Lead, Rare Disease, coordinating with cross functional colleagues in Medical (MSLs), Market Access (RAMs), and Patient Support (PELs), Thought Leader Liaison (TLL) under appropriate guardrails. This individual will serve as the main point of contact/connection to healthcare provider (HCP) customers and accounts and should have a wide breadth of expertise, (e.g. able to address complex on label information based on approved content in a competitive landscape.

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

• Demonstrates advanced knowledge of territory analytics, including how to gather/access key data sources, and incorporate this data into territory business plans with actionable and impactful strategies and tactics for short-term and long-term strategic solutions.
• Demonstrates high level proficiency in utilizing business data, market conditions, and KOL/network mapping to set a clear course of action, ultimately impacting territory sales results and business drivers (e.g., competitive landscape, payer dynamics, institutional/IDN influence, etc.), both near term and long range.
• Proactively identifies and addresses emerging trends and potential competitive threats/barriers within territory and takes action to optimize opportunities.
• Educates office staff on payer guidelines and reimbursement procedures to increase pull through; identifies beneficial payer opportunities specific to practice/key accounts.
• Strategically allocates resources by reviewing and utilizing all available sales data and promotional budget funds for analysis and routing.

Selling Skills, Engagement & Account Pull Through

• Collaborates with internal support teams to improve outcomes for patients and providers in territory and throughout the ecosystem; appropriately leveraging matrix team expertise and responsibilities to enhance territory or team competence.
• Proficiently applies market and industry knowledge to strategize approaches to customers in territory, as well as to impact customers’ decisions; viewed as valued disease state expert and preferred industry partner by medical professionals.
• Plays active role in territory professional groups (e.g., NP associations, P&T members, etc.), to strategically leverage relationships with key opinion leaders to gain access to hard-to-see or no-see HCPs and form lasting relationships.
• Develops and maintains long-term strategic relationships with accounts based on an in-depth understanding of their business needs, helps HCPs navigate challenging situations to improve care and outcomes.
• Proactively finds ways to make meaningful contributions for customers and uses savvy/judgement with HCPs and strategic accounts, carefully considering the balance of immediate sales along with long term relationships when warranted.
• Consistently informs & influences HCP prescribing habits by leveraging approved promotional materials, business trends, etc. and articulating technical information that is matched to unique customers’ needs; customizes presentations to the specific circumstances of the customer/account, demonstrating in depth knowledge of own product and competitor products.

Peer Leadership

• Monitors own performance data, and identifies need to adjust behavior to ensure positive performance trending, proactively sharing the concept/approach with the team to drive overall ecosystem development/performance.
• Goes above and beyond to help the team achieve extraordinary results in line with the broader organizational goals and strategies.
• Acts as a subject matter expert for the internal team, identifying trends and forecasting market changes using business analytics.
• Approaches challenges and obstacles in the sales cycle with enthusiasm/positivity and a clear strategy to adjust the course toward achieving success, while also helping the team adapt to changes by modeling and reinforcing importance of change.
• Prioritizes professional development to fully understand internal systems and technology, enabling the effective use of these tools to uncover valuable insights.
• Consistently models Otsuka values and our culture of integrity, and plays an active role in supporting the local team culture aligned to Otsuka values.

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.