• Key Account Specialist - Great Lakes South

    Job Locations US-Remote
    Requisition ID
  • Responsibilities

    Position Summary:

    The Key Account Specialist will focus on optimizing opportunities within hospitals and IDNs, developing the market, building customer alliances, establishing product market leadership and achieving short and long-term sales objectives by identifying customer needs and providing solutions to create a professional relationship between the customer and Otsuka. The KAS has two priorities – satisfying the external customer and satisfying the internal stakeholder. They must partner externally and internally to achieve the goal of developing the market, achieving optimal product positioning, formulary pull-through, and resource placement and utilization. As opposed to the traditional pharmaceutical sales role that interfaces with as many individual physicians as possible, Key Account Specialists must thoroughly understand the intricacies of the industry and the structure and processes of specific customers.

    Key Job Responsibilities:

    • Create and execute territory and key account plans to help sales teams achieve aggressive goals and objectives to accelerate growth.
    • Maintain a high level of product, market, reimbursement, formulary, managed care, customer and distribution knowledge to accomplish territory objectives including strengthening current loyalist positions and expanding and building new loyalists.
    • Plan and implement effective professional SEP and peer-to-peer programs as needed.
    • Maintain an expert operating knowledge of all company policies and guidelines including but not limited to those addressing interactions with healthcare professionals, compliance, code of conduct and PhRMA.
    • Demonstrate strong critical analysis and planning skills in reviewing data, understanding trends, preparing and communicating applicable plans, increasing formulary protocols and LAI continuity of therapy plans.
    • Collaboration with Market Access to pull through contracts.Manage budget and accurately report budget activity to the National KAS Director.
    • Develop and maintain strong working relationships with the mental health medical community, with a high science approach focused on identifying needs and providing solutions.
    • Develop and maintain strong working knowledge and relationships with decision makers in the reimbursement and managed health care area as appropriate.
    • Plan, organize and deliver effective and approved presentations to achieve product formulary acceptance.
    • Plan and execute strategic territory and key account plans consistently, utilizing approved tactics and key company messages.
    • Develop and maintain a collaborative approach with Otsuka teammates.
    • Create process to collect and disseminate information across key stakeholders
    • Provide all necessary and requested field data on a timely basis.
    • Actively participate in presentations and discussions during national or regional meetings
    • Influence, guide and support peers in achievement of their individual territory goals.
    • Actively demonstrate the highest level of professionalism, ethical behavior and integrity in all aspects of KAS role.
    • Recognize and demonstrate sensitivity to and maintain a level of confidentiality, as required, both internally and externally.
    • Maintain a professional demeanor consistent with OAPI philosophy, protocols and guidelines.
    • Maintain an excellent level of continuous-improvement, personal and professional growth to grow territory sales and accomplish territory objectives.
    • Maintain a high level of home office and regional interaction necessary to effectively seize external (i.e.: sales, market access) and internal (i.e.: process improvement) opportunities.
    • Demonstrate leadership with peer groups and management helping to propagate a single team approach to the business.



    • Minimum 10 years of professional experience
    • Minimum 3-5 years working within large IDNs, VA’s, large healthcare systems, or ACOs.
    • Experience in specialty sales, reimbursement buy and bill/pharmacy benefit, formulary decision making and drug utilization review process, and understanding of health economics and outcomes are highly desired
    • Scientific or clinical background desirable
    • Bachelor's Degree
    • A valid and active driver’s license is required for this position.
    • Must reside in either Cincinnati or Cleveland area

    * Able to travel up to 60%



    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.


    Keyword: account manager


    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.

    Apply or Share

    Sorry the Share function is not working properly at this moment. Please refresh the page and try again later.
    Share on your newsfeed

    Leap With Us!

    Not ready to apply? Connect with us for general consideration.