• Regional Operations Manager - Southeast

    Job Locations US-Remote Sales
    Requisition ID
  • Responsibilities

    The ROM will work closely with Regional Sales Directors and will be responsible for providing support on strategic initiatives across the sales organization.  Responsible for facilitating execution of sales operations and field force effectiveness processes and activities to address operations needs within respective geographical areas.  Responsible for gathering and analyzing data, making recommendations, and running reports as it relates to increasing operational effectiveness within their region.


    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’ 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.


    The Regional Operations Manager is considered skilled or advanced in their demonstration of sales and leadership proficiencies.  This Individual Contributor is fully self-sufficient and able to apply skills successfully in all situations.  Specifically the ROM will:

    • 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 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 DMs 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.
    • Provides high level communication with alliance partners and ensure our processes are consistent.
    • Ability to create and deliver standard and ad hoc reports and correspondence as identified by the ROM and directed by 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: 

    • Must comply with all state and federal laws, regulations and guidelines including PhRMA Code on Interactions with Healthcare Professionals as well as complying with all OAPI standards and policies relating to all job activities








    • B.S. or B.A. degree required
    • 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 objectives


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



    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.


    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 Pharmaceutical Company is a global healthcare company with the corporate philosophy: “Otsuka-people creating new products for better health worldwide.” Otsuka researches, develops, manufactures and markets innovative products, with a focus on pharmaceutical products to meet unmet medical needs and nutraceutical products for the maintenance of everyday health.

    In pharmaceuticals, Otsuka is a leader in the challenging area of mental health and also has research programs on several under-addressed diseases including tuberculosis, a significant global public health issue. These commitments illustrate how Otsuka is a “big venture” company at heart, applying a youthful spirit of creativity in everything it does.

    Otsuka Pharmaceutical Company is a subsidiary of Otsuka Holdings Co., Ltd. headquartered in Tokyo, Japan. The Otsuka group of companies employed 45,000 people worldwide and had consolidated sales of approximately USD 11 billion (€ 9.9 billion) in 2016. 

    All Otsuka stories start by taking the road less travelled. Learn more about Otsuka Pharmaceutical Company on its global website at www.otsuka.co.jp/en. Learn more about Otsuka in the U.S. at www.otsuka-us.com.

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