Key Accounts Long Term Care Pharmaceutical Sales - Fort Worth TX
Company: Otsuka Pharmaceutical
Location: Fort Worth
Posted on: January 27, 2023
Job Description:
Job SummaryOtsuka America Pharmaceutical, Inc. has launched a
new customer engagement approach designed to better deliver on
patient, caregiver and HCP expectations in an evolving healthcare
environment. The new model is built around where patients get their
care-locally, with the intent to better serve patients, caregivers,
and healthcare providers, delivering a higher quality experience.
The "ecosystem approach" creates a unified focus among account
management, medical, patient access and market access to engage
local healthcare systems and identify opportunities to improve the
patient experience. Through this matrix model, customers will now
experience more coordinated and seamless care with digital-enabled
support to bridge care gaps. In Otsuka's evolved customer
engagement model, a Health Science Advisor (HSA) - PBA Key Accounts
will engage HCPs in the healthcare organization setting, focused on
larger accounts. These accounts could include large LTC accounts
(i.e. prescriber groups, nursing home chains, regional pharmacies),
and important groups treating patients with neurological conditions
or traumatic brain injury through in-person, virtual and digital
channels offering expanded expertise regarding PBA and the first
and only approved therapy in the US for this condition. Otsuka is
driving customer engagement quality, accountability, and cohesion
between patients and healthcare providers. Ultimately, it is all
about putting customers at the center of everything we do. The
Health Science Advisor will report directly to the respective
Ecosystem Lead, coordinating with HSA peers, cross-functional
colleagues in Field Medical, Market Access, and Reimbursement
Support under appropriate guardrails. This individual will serve as
the main point of contact/connection to healthcare provider (HCP)
and should have a wide breadth of expertise (e.g. able to address
complex on-label information based on approved content). Working
with your Ecosystem Lead and Senior Business Director, the Key
Account HSA will analyze sales and market trends to effectively
identify business opportunities in your territory and develop and
execute a territory specific business plan.--Job Description
- A Key Account HSA conducts proactive outreach to HCPs on topics
such as:
- Product access: local market payor coverage and co-pay, prior
authorization, formulary placement, and availability
expectations
- On-Label/Consistent-with-label Info: proactively share
information that is on or consistent with the label, including
confidently and skillfully handling complex on-label information
consistent with approved materials provide product and disease
state knowledge and effectively educate and engage healthcare
professionals about product efficacy and safety profiles to support
on-label prescribing for appropriate patients
- Established guidance on patient care: example system protocols,
standard of care guidelines, discharge protocols, and published
expert opinions (or share menu of options and direct accordingly)
In addition to the expectation of conducting proactive outreach, a
Key Account HSA will ensure efficiencies and best practices in the
following areas
- Customer engagement: Personally engage customers through a
variety of virtual or digital tools and can direct customers to
other colleagues (e.g., CSLs); closes the loop on customer
requests, ensuring that they have been met and asking for feedback
on quality of engagement
- Account management: Implement account management strategies and
execute sales force strategies and marketing plans effectively to
meet or exceed sales objectives
- Thought leadership: Facilitate speaker programs; organize local
provider groups for discussions on experiences and outcomes with
local/regional leaders
- Business planning: Elevate opportunities and feedback to
ecosystem lead, including local market insights to inform setting
of local strategy and business goals; compliantly collaborate with
ecosystem team to adjust targeting and call point plans and action
on insights collected from customer-facing rolesQualifications
Required
- Bachelor's degree
- Ability to cover assigned territory and attend ad hoc
national/regional meetings
- Valid driver's license
- Strong understanding of decision makers and influential
stakeholders within a healthcare system and ability to convey
product knowledge effectively to drive a positive impact on the
businessPreferred
- Ability to convey product knowledge effectively to drive
results
- Proven track record for consistently meeting or exceeding
financial and/or other quantitative targets, as well as qualitative
goals
- 4 or more years of experience in pharmaceutical sales role;
including at least 1 year within healthcare accounts and/or LTC
setting
- Clinical nurse or Advanced Practice Nurse (APN) experience
highly valued
- The ability to work in an ambiguous environment undergoing
transformation is a strong plus
- Proven track record for consistently meeting or exceeding
financial and/or other quantitative targets, as well as qualitative
goals
- --Self-starter: ability to seek out relevant information,
prioritize, and apply information to solve complex problems in the
ecosystem
- Ability to communicate complex clinical and product
- Ability to assess data and develop strategic plans in
collaboration with your Ecosystem partners to achieve goals
- --Knowledge of and ability to successfully address operational
issues in the delivery of healthcare products to patients, such as
reimbursement and supply#LI-Remote
Keywords: Otsuka Pharmaceutical, Fort Worth , Key Accounts Long Term Care Pharmaceutical Sales - Fort Worth TX, Healthcare , Fort Worth, Texas
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