Sr. Account Executive (West)

Job Locations US-Remote
Requisition ID


This position will be responsible for representing OAPI with key VA and DoD institutions and national offices and all Non Retail Accounts.   This includes interacting with all required national personnel to attain and maintain optimal access for OAPI market brands. The position will report to the Regional Business Director of OAPI Market Access - West.


  • Represent OAPI within the VA and DoD and all Non-Retail Accounts
  • Serve as the key negotiator with assigned accounts
  • Work collaboratively with VA and DoD and other Non Retail contracting groups for submission of bids and management of contracts
  • Assist in assessing customer behavioral trends, market conditions, and changes in formulary/medical policy techniques
  • Execute the development of Account Plans
  • Ensure compliance with all VA, Non Retail, and OAPI policies and procedures
  • Execute all regional specific Annual Business Plans
  • Collaborate with Sales Regional Business Director/ District Business Manager peers and Sr. Account Executive peers to optimize business performance and/or manage complex business risks and issues.
  • Contribute to development of product and channel specific contract strategies in collaboration with Otsuka Pricing Committee
  • Execute Account Management CRM tool and process

Conduct all activities in compliance with all applicable local, state and federal laws and regulations and company policies. 


  • Bachelor’s degree, MBA preferred.
  • Minimum of five years of pharmaceutical Managed Markets Account Management leadership experience strongly preferred
  • Experience working with the VA and/or DoD at a national level
  • Ten or more years of demonstrated track record of success in pharmaceutical commercial operations
  • Exceptional track record in business to business negotiations with the VA and/or the DoD
  • Proven ability to develop and implement strategic contracting plans for key payer/customer segments.
  • Expertise in payer markets including understanding of the VA and DoD segments, VA and DoD operations/financial drivers and budgets, VA and DoD formulary access management, VA and DoD coverage decision processes and utilization management.
  • Experience in neuroscience, oncology, hospital products and medical device products is preferred
  • Experience with pre-launch drugs and new product launches is preferred
  • Proven track record of consistently meeting or exceeding quantitative and qualitative targets and goals
  • Ability to work effectively within cross-functional teams and in an environment of rapid change
  • Excellent written, organizational and verbal communication skills a must.
  • Proficient in MS Office products including PowerPoint, Word, Access and Excel.
  • Flexible location – West Coast, must have convenient access to an airport providing efficient and economical travel options to account locations


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 Learn more about Otsuka in the U.S. at

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