Regional Operations Manager, Hospital Division, East Region

US-Remote Sales
Requisition ID


Otsuka has several pharmaceutical companies in the U.S. and we are all proud to be a part of the Otsuka Group. We share the global vision of a commitment to creativity and innovation and the consequent development and promotion of new products and innovative solutions for better health worldwide.  OAPI, part of the Otsuka Group, oversees commercial activities in the U.S. across a diverse portfolio of products in neuroscience, oncology and cardio-renal. We have a solid track record in commercializing products developed by Otsuka, as well as in-licensed products, over the last 25 years.


OAPI not only strives to develop and deliver first class medicines, but also to bring first class people into the Otsuka family. Our reputation for market knowledge and a thorough understanding of clinical practice is why we are a magnet for talent.


The Regional Operations Manager (ROM) will work closely with Hospital Regional Sales Directors and will be responsible for providing support on strategic initiatives across the sales organization.


The role will contribute to OAPI’s overall sales objective by performing assigned sales related activities and supporting the efforts of the Regional Sales Directors’ (RSD) focus on core activities with a direct line of sight to the development and performance success of the field sales force. It is expected that the successful incumbent in this role will develop skills and experiences needed to advance to roles of greater strategic importance to the business.


  • Competitive Landscape and Sales Strategy - Ability to devise strategies and plans (e.g., sales, operations, training) based on an understanding of the competitive landscape and Otsuka’s competitive position in the marketplace
  • Business Management - Ability to plan, allocate, monitor, organize, and prioritize activities and resources to maximize sales performance and measure progress against plan
  • Critical Thinking - Ability to understand a situation, issue, or problem by breaking it into smaller components. Ability to collect information, derive inferences, find solutions and make informed decisions and recommendations using data and tools where appropriate
  • Pharmaceutical Environment - Ability to apply knowledge of pharmaceutical and regulatory environment, including Otsuka policies and procedures and FDA regulations regarding the promotion of pharmaceutical and medical products. Ability to apply knowledge of overall healthcare economy and industry practices
  • Therapeutic Area Knowledge - Ability to apply therapeutic area knowledge to the sale of Otsuka’s products and/or to increase effectiveness in role
  • Customer Development - Build and maintain internal and external relationships (e.g. customers, account contacts, stakeholders in Home Office, etc) based on customer needs and organizational politics
  • Selling - Understand the core selling process, adapt style, and effectively negotiate to bring value to the customer and close the sale
  • Vendor Management – Knowledge of available resourcing options. Understands when and how to use external resources. Knowledge and experience in selecting vendors, working with vendors, and managing the performance of allocated resources according to contractual expectations

Key Job Expectations/Responsibilities:

  • Monitors and follows up on region operating issues and activities, e.g. ad hoc requests from home office and field, etc.
  • Assists RSD in development, communication and implementation of region business plans
  • Gathers and processes data related to, but not limited to, sales performance, productivity, incentive compensation, managed care, and promotional programs
  • Assists RSD with tracking and monitoring region and district performance and execution by analyzing results and identifying trends, bringing recommendations and solutions as appropriate
  • Tracks the allocation and utilization of resources, e.g. speakers, programs, sales education presentation (SEP) funds,, and regional operations budget, and monitors adherence to Otsuka policies and procedures
  • Communicates and collaborates with key internal and external stakeholders regarding sales operations and execution Executes approved tactics and initiatives addressing regional business opportunities including payer pull through
  • Coordinates the planning and execution of regional meetings and teleconferences
  • Engages the home office team and District Managers in the development and facilitation of workshops
  • Coaches Account managers directly; provides feedback to develop and maximize skill sets and core behaviors
  • Serves as a liaison between OAPI functional areas to research and resolve operational issues
  • Ability to create and deliver standard and ad hoc reports and correspondence as identified by the ROM and directed by Hospital Regional Sales Directors
  • Demonstrate excellent written and oral communication skills – able to provide compelling and effective communication across all levels of the organization

Compliance Management:

  • Complies with the letter and spirit of all state and federal laws, regulations, and guidance as well as PhRMA Code on Interactions with Healthcare Professionals and OAPI standards and policies relating to all promotional activities



  • B.S. or B.A. degree requires
  • 3 to 5 years of pharmaceutical sales experience
  • Experience with customer base and market knowledge
  • Successful experience working within a matrix organization to accomplish business


Come discover more about Otsuka and our benefit offerings; click here for more information


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 receive consideration for employment without regard to their protected veteran or disabled status, or any protected status.

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