Key Accounts Manager

Job Description:The Ecosystem Lead will play a significant role in ensuring the success of the ecosystem strategy. They will work closely with their team members to develop a comprehensive and integrated plan, ensuring that Otsuka's ecosystem offering is value driven, patient-centric, and business-focused. They will also regularly measure and report on the ecosystem strategy, ensuring that it is aligned with current market demands and trends.Roles and Duties:• To maximize the potential of the ecosystem, it is important to implement a flexible and agile commercial strategy that can be adjusted as required• Direct an ecosystem's Health Science Associates (HSAs) to support clinical demand response and enhance the level of satisfaction experienced by patients and customers.• Transform the regional/ecosystem plan to align with patient-centric objectives, and achieve KPIs and performance targets that prioritize patients' well-being.• Always stay up to date with the developments in the healthcare sector and wider commercial context to pinpoint best practices and implement them into Otsuka's innovative account management strategies.• Shape regional business plans based on insights collected from multiple sources, including field force observations and analytical data.• Instruct HSAs on how to create customer plans that reflect current market trends, fulfilling customer requirements while achieving HSA and ecosystem performance targets.• Work collaboratively with ecosystem partners to develop and put into action customer engagement initiatives and strategies that draw insights and perspectives from external customers through active interaction, primary and secondary market research, and field organization.• Implement a partnership strategy that involves engaging with HSAMs in the community and teaming up with prominent senior customers, such as IDN officials, to create patient-centered platforms for successful collaborations.• Obtain a comprehensive comprehension of the unique needs of every individual customer in their pursuit of better patient outcomes, lower costs, and improved quality healthcare. This will require the establishment, maintenance, and exploit of networks and relationships within the healthcare ecosystem alongside collaborative co-creation of solutions with customers.• Encourage coordination among different parties within the healthcare system to achieve a common vision centered on delivering exceptional care and engagement to patients and customers. This may involve devising targeted deployment plans that align with local requirements and developing strategic goals and performance indicators for the wider ecosystem.• To deliver improved patient outcomes, it is crucial to assimilate knowledge from established relationships, synthesize it, and utilize it to develop a comprehensive understanding of the ecosystem and effective means to influence the system.• Conduct business dealings in a manner consistent with Otsuka's strict guidelines and policies regarding ethical and professional behavior.• Foster a culture of collaboration and customer centricity that places a priority on achieving customer satisfaction and delivering positive patient outcomes.• Provide guidance and mentorship that enables the team to develop their skills and knowledge with respect to the business plan and priorities.• For optimal results, it is vital to maintain harmony between the sales objectives and predictions for the region and the broader strategic objectives of the organization.• Drawing upon our expertise in business analysis, we will work closely with Otsuka to identify strategic opportunities that align with its overall vision and mission, while also taking into account factors that could impact the success of these initiatives.• Create a dialogue with your customers to understand their needs and challenges, and use their feedback to inform improvements to the ecosystem.• Cultivate a collaborative spirit that facilitates customers becoming part of the solution team across all departments.Qualifications:• We highly recommend that applicants hold a graduate degree, preferably in business administration or a related field, for this position.• The candidate should possess relevant experience in leading account managers or alliance/partnership managers, creating comprehensive account plans, and contracting with different healthcare providers such as hospitals and health systems.• An added plus is having previous experience in the commercial life sciences (biotechnology or pharmaceuticals) or a related industry, coupled with cross-functional expertise and interaction with major healthcare ecosystem players (e.g. payers, health systems).• Navigating through ambiguity and transformation within the workplace is a strong suit• Proven ability to mentor, train, and coach team members to excel in their roles and exceed performance expectations.• Proven ability to meet or exceed quantitative and qualitative targets, as evidenced by past performance.• Having an in-depth knowledge of strategy development, which includes devising a contracting strategy, overseeing its execution, and ensuring results, can be a significant advantage.• This role would particularly suit candidates with prior experience in sales management or marketing in the Neuroscience or Nephrology industry, or a similar field.• Extensive understanding of healthcare legal, regulatory and compliance requirements.Skills:• Holding Yourself Accountable for Results - Maintain unwavering focus on key strategic targets, hold yourself accountable for superior performance, and play an active role in promoting change.• Use a flexible approach when problem-solving, consider a wide range of potential solutions before settling on the best approach.• Promote a patient-first ethos that keeps us focused on our customers' wellbeing and satisfaction.• Influential Language - Employ articulate, clear and respectful communication to influence listeners in a positive way. Achieve desired results for Otsuka by influencing at all levels.• Work towards common goals by encouraging diverse teams to work together and pool their knowledge and skills.• Professional development is a collaborative effort between employees and employers.About Otsuka:Otsuka America Pharmaceutical, Inc. has recently launched a fresh approach to customer engagement that caters to the changing needs of patients, caregivers, and healthcare providers in a dynamic healthcare environment. The new model is based on the location where patients receive their medical care, ensuring that patients, caregivers, and healthcare providers are provided with better services that enhance the quality of the overall patient experience. The local ecosystem approach facilitates a coordinated focus among account management, medical, patient access, and market access teams to collaborate with local healthcare systems and identify opportunities to enhance patient care. The matrix model has been implemented to offer customers a more integrated and seamless experience, with digital support to bridge gaps in care. The Ecosystem Lead will report to a Sr. Business Director (SBD) and be assigned to a regional area where the SBDs have the autonomy to assess unique market priorities and customize decisions to cater to local customers' specific needs. Otsuka will move towards a team-based approach to foster accountability, quality, and coherence around patients and healthcare providers, ensuring customer satisfaction.