Job Summary

In its evolved customer engagement model, a Hospital Specialist engages healthcare providers (HCPs) using in-person, virtual, and digital tools, offering expertise on products and their approved conditions. This model enhances patient, caregiver, and HCP experiences by focusing on local care delivery, aiming to improve patient care and provide a superior experience.

The "ecosystem approach" unifies account management, medical, patient access, and market access teams to engage with local healthcare systems, identifying opportunities to enhance the patient experience. This matrix model ensures coordinated and seamless care, supported by digital tools to bridge care gaps.

These ecosystems are led by Area Business Leads and are organized into regional areas. Regional Leads have significant autonomy to assess unique market priorities and tailor decisions to meet local customer needs. In the future, Otsuka aims to enhance customer engagement quality, accountability, and cohesion between patients and healthcare providers, with a focus on customer-centricity.

The Hospital Sales Representative will report directly to the respective Area Business Lead, coordinating with cross-functional colleagues in Medical, Market Access, and Patient Support under appropriate guidelines. This individual will serve as the primary point of contact for HCP customers and should possess a broad range of expertise, capable of addressing complex on-label information based on approved content.

Purpose

The role of a Neuroscience Hospital Specialist at Otsuka America Pharmaceutical, Inc. involves advanced expertise in neuroscience and strategic engagement within the healthcare ecosystem. This position requires proficiency in territory analytics, strategic planning, and the ability to leverage data to drive impactful business solutions. The specialist must demonstrate high-level proficiency in utilizing business data, market conditions, and key opinion leader (KOL) mapping to set a clear course of action, impacting territory sales results and business drivers such as competitive landscape, payer dynamics, and institutional influence.

Key Responsibilities

• Proactively identify and address emerging trends and potential competitive threats within the neuroscience territory, optimizing opportunities.
• Educate office staff on payer guidelines and reimbursement procedures specific to neuroscience to increase pull-through and identify beneficial payer opportunities.
• Strategically allocate resources by reviewing and utilizing all available sales data and promotional budget funds for analysis and routing.
• Collaborate with internal support teams to improve outcomes for neuroscience patients and providers, leveraging matrix team expertise to enhance territory competence.
• Apply market and industry knowledge to strategize approaches to neuroscience customers, impacting their decisions and being viewed as a valued disease state expert.
• Play an active role in neuroscience professional groups to leverage relationships with KOLs and form lasting relationships with healthcare providers.
• Develop and maintain long-term strategic relationships with neuroscience accounts, helping healthcare providers navigate challenging situations to improve care and outcomes.
• Consistently inform and influence healthcare provider prescribing habits by leveraging approved promotional materials and business trends, customizing presentations to specific customer needs.
• Monitor own performance data, adjusting behavior to ensure positive performance trending and sharing concepts with the team to drive ecosystem development.
• Act as a subject matter expert for the internal team, identifying trends and forecasting market changes using business analytics.
• Approach challenges in the sales cycle with enthusiasm and a clear strategy, helping the team adapt to changes and modeling the importance of change.
• Prioritize professional development to fully understand internal systems and technology, enabling effective use of tools to uncover valuable insights.
• Consistently model Otsuka values and support the local team culture aligned with these values.

Experience & Qualifications:

• 3+ years of experience in the Specialist role for the assigned therapeutic area; less Otsuka experience may be considered for those with significant therapeutic area-specific experience or specialized experience (i.e., hospital) prior to joining Otsuka.
• Demonstrates advanced knowledge of sales capabilities at the senior level, as assessed by Area Business Lead and SBD.
• Demonstrates a commitment to ethical business practices, an understanding of regulatory standards, and the ability to execute business activities in compliance with Company policies and guidance.

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.

Minimum $116,000.00 - Maximum $166,750.00, 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.

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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.

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