Sr. Account Executive Market Access - Boston Region (ME, NH, VT, CT, MA, RI)

Requisition ID


Otsuka America Pharmaceutical, Inc. (OAPI) is an innovative, fast-growing healthcare company that commercializes Otsuka-discovered and in-licensed products in the U.S. With a strong focus on neuroscience, oncology, cardio-renal and medical device, OAPI is dedicated to improving patient health and the quality of human life. OAPI is part of the Otsuka Group companies. For more information, visit


This position will be responsible for representing OAPI with key assigned US payer customers.  This includes interacting with all required payer channels and identified customers to attain and maintain optimal access for OAPI market brands.  The position will report to either the East or West Regional Director of OAPI Market Access.


Key Job Responsibilities:

  • Represent OAPI with all assigned payer channels and trade customers in their territory
  • Serve as the key negotiation strategist for business to business transactions between OAPI and Customer targets
  • Assist Headquarters team in assessing customer behavioral trends, market conditions, and changes in formulary/medical policy techniques
  • Execute the development of Account Plans across all payer channels
  • Ensure compliance with all OAPI policies and procedures
  • Execute all regional specific Annual Business Plans
  • Collaborate with Sales Regional Business Director/ District Business Manager peers to optimize business performance and/or manage complex business risks and issues
  • Partners with Clinical Team to provide additional/in depth clinical discussion to customers, as requested
  • Collaborates across Matrix Team to facilitate the sharing of information, alignment of strategy and execution on access opportunities
  • Develops strong relationships with External Business Partners leading to the maximization of customer satisfaction and profitable growth within assigned accounts
  • Represent OAPI to key Trade Industry Associations
  • Contribute to development of product and channel specific contract strategies
  • 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 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)
  • Ten or more years of demonstrated track record of success in pharmaceutical commercial operations.
  • Exceptional track record in business to business negotiations
  • Expertise in payer markets including understanding of all major payer segments, payer operations/financial drivers and budgets, formulary access management, coverage decision processes
  • Proven ability to develop and implement strategic contracting plans for key payer/customer segments
  • 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 – must have convenient access to an airport providing efficient and economical travel options to account locations


  • MBA or Master's Degree
  • Three or more years District Sales Manager Experience; Five years of Business to Business Management experience
  • utilization management experience in neuroscience, oncology, hospital products and medical device products
  • Experience with pre-launch drugs and new product launches

*Field Based; Travel is up to 60%*


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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