Otsuka Pharmaceutical→
Neuroscience Pharmaceutical Sales Specialist… at Otsuka… · Springfie…
Job Description
In its evolved customer engagement model, a Hospital Specialist engages healthcare providers (HCPs) using in-person, virtual, and digital tools, offering expertise on products and their approved conditions. This model enhances patient, caregiver, and HCP experiences by focusing on local care delivery, aiming to improve patient care and provide a superior experience.
The "ecosystem approach" unifies account management, medical, patient access, and market access teams to engage with local healthcare systems, identifying opportunities to enhance the patient experience. This matrix model ensures coordinated and seamless care, supported by digital tools to bridge care gaps.
These ecosystems are led by Area Business Leads and are organized into regional areas. Area Business Leads have significant autonomy to assess unique market priorities and tailor decisions to meet local customer needs. In the future, Otsuka aims to enhance customer engagement quality, accountability, and cohesion between patients and healthcare providers, with a focus on customer-centricity.
The Hospital Specialist will report directly to the respective Area Business Lead, coordinating with cross-functional colleagues in Medical, Market Access, and Patient Support under appropriate guidelines. This individual will serve as the primary point of contact for HCP customers and should possess a broad range of expertise, capable of addressing complex on-label information based on approved content.
Position Overview
The Hospital Specialist will report directly to the respective Area Business Lead, coordinating with cross-functional colleagues in Medical, Market Access, and Patient Support under appropriate guidelines. This individual will serve as the primary point of contact for HCP customers and should possess a broad range of expertise, capable of addressing complex on-label information based on approved content.
Purpose:
This position is designed to enhance customer engagement, thought leadership, and business planning within the organization. The role involves proactive outreach to healthcare professionals (HCPs), facilitating discussions, and elevating insights to inform strategic decisions.
Key Responsibilities:
Conduct proactive outreach to HCPs on topics such as product access, on-label information, and established patient care guidance.
Engage customers through various virtual or digital tools and direct them to other colleagues (e.g., MSLs) as needed.
Facilitate speaker programs and organize local provider groups for discussions on experiences and outcomes with local/regional leaders.
Elevate opportunities and feedback to the Area Business Lead, including local market insights to inform local strategy and business goals.
Key Sales Capabilities:
Territory Analysis / Business Planning
Uses competitive data and business reports to track progress and uncover opportunities, including sales data and promotional budget
Displays knowledge of territory and business conditions that impact sales results to establish near term priorities for his/her territory business plan
Responds compliantly to competitive threats and opportunities
Educates office staff on payer guidelines and reimbursement procedures to increase pull through
Effectively utilizes promotional materials
Selling Skills, Engagement & Account Pull Through
Maintains ongoing awareness of internal support team resources available throughout the ecosystem and utilizes appropriately
Applies market and industry knowledge to overcome objections and influence prescribing habits during the total office call
Identifies territory professional groups to network and ensure access/exposure to potential key opinion leaders
Builds strong relationships with all key office/practice personnel and focuses on patient health in conversations with all staff members. Takes personal responsibility for follow-through and providing value to the accounts by providing accurate information in response to their needs.
Delivers effective and balanced office calls and sales presentations utilizing the appropriate approved marketing materials and technical references (e.g. studies, package inserts, etc.) with clarity and confidence to help HCPs enhance patient outcomes; demonstrates competent product knowledge of own product and competition
Qualifications
Required:
Bachelor's degree (BA, BS, or related).
2+ years of pharmaceutical, medical device, or hospital sales experience.
Preferred:
4+ years of experience working in a sales role with healthcare professionals (HCPs), ideally representing multiple products.
Previous cross-functional industry experience in commercial life sciences or related industry.
Ability to work in an ambiguous environment undergoing transformation.
Proven track record in coaching, training, and mentoring peers or others.
Demonstrates a commitment to ethical business practices, an understanding of regulatory standards, and the ability to execute business activities in compliance with Company policies and guidance.
Ability to assimilate and communicate complex clinical and product information
Travel:
Must reside within a commutable distance of 50 miles from the primary city in the sales territory.
Field travel, by car, up to 70% of time depending upon size of ecosystem.
Competencies
Accountability for Results - Stay focused on key strategic objectives, be accountable for high standards of performance, and take an active role in leading change.
Strategic Thinking & Problem Solving - Make decisions considering the long-term impact to customers, patients, employees, and the business.
Patient & Customer Centricity - Maintain an ongoing focus on the needs of our customers and/or key stakeholders.
Impactful Communication - Communicate with logic, clarity, and respect. Influence at all levels to achieve the best results for Otsuka.
Respectful Collaboration - Seek and value others’ perspectives and strive for diverse partnerships to enhance work toward common goals.
Empowered Development - Play an active role in professional development as a business imperative.
Application Deadline: This will be posted for a minimum of 5 business days.
Company benefits: Comprehensive medical, dental, vision, prescription drug coverage, company provided basic life, accidental death & dismemberment, short-term and long-term disability insurance, tuition reimbursement, student loan assistance, a generous 401(k) match, flexible time off, paid holidays, and paid leave programs as well as other company provided benefits.
Come discover more about Otsuka and our benefit offerings; https://www.otsuka-us.com/careers-join-otsuka.
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 be given consideration for employment without regard to race, color, sex, gender identity or gender expression, sexual orientation, age, disability, religion, national origin, veteran status, marital status, or any other legally protected characteristic.
If you are a qualified individual with a disability or a disabled veteran, you may request a reasonable accommodation, if you are unable or limited in your ability to apply to this job opening as a result of your disability. You can request reasonable accommodations by contacting Accommodation Request.
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