The Account Manager is considered to be skilled or advanced in their demonstration of account management capabilities and sales proficiencies. This individual contributor is self-sufficient and able to apply skills successfully in all situations. Specifically the Account Manager will demonstrate ability in the following areas:
Local Market Expertise - Ability to collaborate with internal and external partners to gather and validate key trends and dynamics in the market, map account linkages including stakeholders that exhibit direct and indirect influence on customer behavior. Utilize market knowledge to uncover and prioritize unique opportunities that will allow for mutual value between Otsuka and our customers
Reimbursement - Consistently demonstrates the ability to stay informed on reimbursement dynamics, anticipate and communicate impact on product portfolio to key internal and external partners and problem solve payer access issues (Medicare, Medicaid, Commercial) through the use of Otsuka resources
Business Planning and Execution - Ability to prioritize opportunities, develop strategy & tactics,, allocate resources, monitor progress and adjust direction in an effort 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 productive internal and external relationships (e.g. customers, account contacts, stakeholders and influencers e, etc) based on customer needs and organizational goals
Selling - Understand the core selling process, adapt style, and effectively negotiate to bring value to the customer and close the sale
Key Job Responsibilities:
Drive for Results -Can be counted on to exceed goals successfully, is constantly and consistently able to develop top performing teams, very bottom-line oriented, steadfastly pushes self and others for results.
Peer Relationships - Can quickly find common ground and solve problems for the good of all, can represent his/her own interests and yet be fair to others, can solve problems with peers, direct reports and matrix team members with a minimum of noise, is seen as a team player and is cooperative, easily gains trust and support of colleagues, encourages collaboration.
Critical Thinking Establish standards for collecting and organizing data to assess business trends, opportunities Summarizes complex situations or data sets into easily understood information Makes critical decisions using information gathered and develops others in their ability to organize their thoughts, identify patterns in data, and facilitate decisions making Leads broad problem solving efforts and guides others in identifying and analyzing problems and determining solutions
Business Plan Development and Execution In collaboration with key internal and external partners can effectively (consistently and accurately) lead all components of a business plan (milestones, tactics, budgets, resources)Continually analyzes performance against plan and is proactive in planning sales activities to maximize customer calls and impactAble to write an integrated plan, which can be used during execution of multiple projects Manages multiple constituents at various levels of the organization to drive towards meeting timelines and milestones Evaluates the results of timelines and resource plans and recommends changes Evaluates regional performance vs. external benchmarks and works with Regional Directors to coordinate internal resources to improve performance benchmarks
External Partnerships Coordinate with alliance partner sales management team within region geography
Customer Management Manage key account coordination along with the District Managers to develop relationships leading to increased profitability and better patient outcomes
Compliance Management Ensure full and complete compliance of all selling activities within the area of responsibility to OAPI standards and to all state and federal regulations Comply 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 Identify risks and issues associated with non-compliance and implications of regulatory infractions Qualifications
Knowledge, Skills, Competencies, Education, and Experience Required: Top Performance as evidenced and recognized by National Sales Awards
Sales Performance ranked in the top third nationally within the past 3 years based upon (documented) performance reviews
At least 1 overall performance rating of Exceeds or greater within the past 3 years based upon (documented) performance review No Performance reviews below a Meets Expectations within the past 3 years 2+ years Neuroscience sales experience Bachelor of Arts (BA) or Bachelor of Science (BS) degree from an accredited four year college or university (or the equivalent if education obtained outside of the United States) Valid Driver’s license and a good driving record
Preferred: Experience in the atypical antipsychotic market Experience in a variety of functional areas e.g. Sales Training, Sales Operations, Marketing, etc Master’s degree in business, marketing or related field Travel within the territory as mapped
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.