Rare Disease Account Manager, Nephrology - Orlando North, Florida

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.

About the Role

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, including the ability to address complex on-label information based on approved content in a competitive landscape.

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.

Responsibilities

• 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 (e.g., other RDAMs, brand marketing, market access, medical affairs, and thought leader liaisons) 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 and trends.
• Navigate and identify opportunities through a 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 cycles and complex patient journeys across a portfolio of products.
• Facilitate clinical dialogue that compels the customer to act on behalf of their patients and engage the entire account to understand any obstacles, providing appropriate solutions to ensure customer needs are met.
• Develop and position Otsuka as a leader with key Nephrology stakeholders and other specialty customers and targeted accounts (large group practices and community practices).

Requirements

• Bachelor’s degree required; MBA or other related graduate degree preferred.
• 3 years or more sales experience in rare disease, immunology, renal, oncology, and/or hospital account management 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.
• Intellectual curiosity, business acumen, perseverance, relationship mastery, collaboration, and passion for the patient.
• Ability to 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 business.
• Intellectual curiosity and ongoing awareness of trends in the area of expertise, leveraging knowledge and insights to positively impact the business.
• Respectful collaboration to cultivate partnerships with a variety of internal and external stakeholders and incorporate diverse views into the decision-making process within a complex and competitive healthcare environment (e.g., payers, health systems, matrix partners).
• 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.
• Commitment to ethical business practices, understanding of regulatory standards, and ability to execute business activities in compliance with company policies and guidance.

Skills

• 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 utilizes 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.
  • 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 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: 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 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.

Pay

Minimum $132,000.00 - Maximum $205,395.00, plus incentive opportunity. The range shown represents a typical pay range or starting pay for individuals 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 the role. Typically, actual pay will be positioned within the established range, rather than at its minimum or maximum.

Benefits

• Comprehensive medical, dental, vision, and prescription drug coverage.
• Company-provided basic life, accidental death & dismemberment, short-term and long-term disability insurance.
• Tuition reimbursement and student loan assistance.
• A generous 401(k) match.
• Flexible time off, paid holidays, and paid leave programs.
• Other company-provided benefits.