Rare Disease Account Manager - Charlotte, NC

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

• Works 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.
• Communicates and collaborates within a cross functional team (i.e. other RDAMs, brand marketing, market access, medical affairs and thought leader liaisons) necessary to meet business objectives.
• Develops in-depth knowledge of current and future competition and executes sales strategies to effectively compete and achieve patient acquisition and revenue goals.
• Buils and maintains proficiency in relevant disease states, patient and clinic experience, market landscape and product knowledge.
• Effectively utilizes all available tools, technology and resources to analyze and identify market opportunities trends.

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 his/her territory business plan.
  • Responds compliantly to competitive threats and opportunities.
  • Educates office staff on payer guidelines and reimbursement procedures to increase pull through.
• Selling Skills, Engagement & Account Pull Through
  • Maintains ongoing awareness of internal support team resources available throughout the ecosystem and utilizes 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.
  • Takes personal responsibility for follow-through and providing value to the accounts by providing accurate information in response to their needs.
  • Delivers effective and balanced office calls and sales presentations utilizing the appropriate approved marketing materials and technical references (e.g. studies, package inserts, etc.) with clarity and confidence to help HCPs enhance patient outcomes; demonstrates competent product knowledge of own product and competition.

Qualifications

• Bachelor’s degree
• Preferred: MBA or other related graduate degree
• 3+ years sales experience in rare disease, immunology, renal, oncology, and/or hospital account manager is 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
• Candidate must display intellectual curiosity, business acumen, perseverance, relationship mastery, collaboration, passion for the patient
• Respectsfully collaborates to cultivate partnerships with a variety of internal and external stakeholders and incorporates these diverse views into decision making process within a complex and competitive healthcare environment (e.g., payers, health systems, matrix partners)
• Applies expert knowledge of the marketplace, applicable competitors, industry, and matrix functional activities/plans to anticipate and optimally manage business opportunities and challenges in an ambiguous environment
• 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
• Facilitates 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 to ensure customer needs are met

Competencies

• Accountability for Results
• Strategic Thinking & Problem Solving
• Patient & Customer Centricity
• Influential Communication
• Respectful Collaboration
• Empowered Development

Salary Range

$132,000.00 - $205,395.00, plus incentive opportunity

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
• Paid leave programs

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. 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 status, 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.