Regional Director – Market Access West

Requisition ID


This position will be responsible for leading a Market Access field account management team.  This includes overseeing customer facing account management functions for all required payer channels for OAPI brands.  This position will have a key role in execution of Market Access strategy as well as ensuring profitable access and contract negotiations. 


This position will also lead the assessment, development of recommendations and plans and execution against the US Payer market in close collaboration with Field Sales.  This applies specifically to National and Regional Payers, Integrated Delivery Networks, VADOD channel and State Medicaid entities.  This position will also include strategic participation in preparation for all upcoming launches. 


The position will report to the Vice President Market Access and will manage a team of Account Executives. The position is field based and requires extensive travel.


Key Job Responsibilities

  • Direct and oversee an account management team
  • Serve as the key communication conduit for the account team on home office initiatives and as the key conduit for informing and advising management of key real-time issues and trends from the market access field 
  • 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 that have immediate and longer-term implications for the business
  • Oversee the development of Account Plans across all payer channels
  • Recommend the design of Incentive Compensation programs for the Account Management Function in collaboration with Sales Operations Incentive Compensation team
  • Ensure compliance with all OAPI policies and procedures
  • Collaborate with the Sales Regional Directors to optimize business performance and/or manage complex business risks and issues
  • Represent OAPI to key Payer Associations
  • Participate in development of product and channel specific strategies including contracting and execution. 
  • Direct Account Management CRM tool and process in collaboration with Sales Operations staff
  • Conduct all activities in compliance with all applicable local, state and federal laws and regulations and company policies
  • Strategic role in looking at and leading a corporate approach to the emerging entities of Integrated delivery networks and IDNs
  • Within the new environment provide strategic planning and execution of the direction of the AE team
  • Work in collaboration with Market Access Marketing in the development of customer facing tools and deliverables




  • 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)
  • Minimum of five years of pharmaceutical Market Access field 
  • Experience leading and developing high performance teams
  • Exceptional track record in business to business negotiations
  • Proven ability to implement strategic initiatives for key payer/customer segments.
  • Expertise in payer markets including understanding of all major payer segments, payer operations/financial drivers and budgets, formulary access management, coverage decision processes and utilization management.
  • Experience in neuroscience, oncology, hospital products and medical device products 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


  • MBA or Master's Degree
  • Sales experience strongly preferred
  • Prior Account management (AE) experience
  • Experience with pre-launch drugs and new product launches


*Field Based - Central to Western US; Travel is up to 75%*


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.


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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