Executive Director, Managed Markets

Otsuka Pharmaceutical Co., Ltd.

1d•$249,973 - $388,125

About The Position

The Executive Director, Managed Markets leads Otsuka’s U.S. payer account organization across commercial, government, and healthcare channels. The role translates enterprise and Market Access strategy into account plans and customer engagement, delivers payer access and commercial objectives, supports contracting and financial goals, and maximizes access for in-line and future launch brands. The position leads an organization of approximately 25 professionals across National, Regional, and Federal payer account management and works with alliance partners and internal matrix teams to advance patient access and commercial performance. The Executive Director shapes long-term account strategy, guides contracting and investment decisions, builds capabilities for an expanding behavioral health and rare disease portfolio, and provides market insights to inform business decisions. The position supports a portfolio representing approximately $7 billion in gross revenue and $4 billion in net revenue, balancing patient access, revenue, gross-to-net performance, and long-term enterprise value. It contributes to Market Access strategy, business planning, launch execution, budgeting, forecasting, and resource allocation, while ensuring compliance with Otsuka policies and procedures. The role reports to the Vice President, Market Access. Internal partners include Business Unit leadership, Market Access Marketing, Sales, Government Affairs, Training, Pricing & Contracting, Medical Affairs, HEOR, Legal, Compliance, and Public Affairs and Policy. External relationships include senior executives across payer and customer segments, trade organizations such as PCMA, Asembia, and AMCP, and stakeholders in emerging channels. Candidates may live anywhere in the United States and should have easy access to a hub airport. The role requires 50–75% overnight travel.

Requirements

Bachelor’s degree.
15+ years of Market Access experience, including significant people leadership responsibility.
Demonstrated expertise in payer markets, including major payer segments, payer operations, financial drivers and budgets, formulary access management, coverage decision processes, and utilization management.
Proven track record operating at a senior executive level and leading a Managed Markets team.
Deep understanding of U.S. payer market dynamics, including public, private, and healthcare reform-related channels and their broader business implications.
Experience successfully managing and leading through difficult problems.
Proven record of positive and sustained sales results, including new product launches.
Ability to lead by example, attract and develop talent, strengthen partnerships, and create collaborative, high-performing teams.
Strategic thinking and problem-solving ability, including the ability to lead in a changing environment.
Creativity, resilience, perseverance, and a hands-on work ethic to implement and achieve performance goals in an evolving business environment.
Comfort with uncertainty and sound judgment when precedent may not exist.
Ability to pursue innovative and non-traditional market access approaches while operating within corporate business practices.
Strong cross-functional leadership and communication skills.
Strong strategic and business analysis and negotiation skills.
Ability to put patients’ needs first while also achieving commercial and business objectives.
Ability to meet the requirement for 50–75% overnight travel and have easy access to a hub airport.

Nice To Haves

MBA or a related scientific advanced degree.
Hands-on experience in pricing negotiations.

Responsibilities

Lead an approximately 25-person Managed Markets organization across National, Regional, and Federal payer account management.
Translate Market Access strategy into execution across payer channels, setting priorities and adapting to market dynamics, customer needs, and portfolio priorities.
Drive business performance and execute plans to achieve access and commercial objectives.
Establish aligned incentive compensation plans and promote accountability across National and Regional Account Teams.
Partner with Market Access Marketing and Training to ensure appropriate training plans and team capabilities.
Ensure reporting personnel maintain individual development plans aligned with Market Access priorities; use reviews and feedback to monitor progress and accountability.
Build and maintain strategic relationships with payer stakeholders to secure brand access and provide landscape insights to internal teams.
Anticipate healthcare landscape trends and develop business-planning processes aligned with enterprise strategy and targeted access and gross-to-net goals.
Collaborate with the Home Office Matrix Team to assess customer behavior, market conditions, and formulary or medical policy changes affecting the business.
Execute contracting objectives with internal stakeholders, payers, PBMs, Medicaid, employers, Market Access Marketing, and emerging stakeholders.
Ensure National and Regional Account Teams manage contract processes from proposal request through customer execution.
Analyze brand performance, market share, contract effectiveness, gross-to-net impact, and return on payer investments with Market Access Marketing, Payer Analytics, and Finance.
Achieve payer access, contracting, volume, and revenue goals, balancing access investments and contracting decisions with patient access and enterprise value.
Coordinate negotiation strategy and lead customer negotiations with Pricing & Contracting and Market Access leadership.
Manage budgets and resources within the area of responsibility.
Contribute to the development and execution of Market Access strategies for in-line and future pipeline brands.
Identify and implement opportunities to improve payer access and business performance while maintaining quality and business ethics.
Partner with Sales, Brand, Market Access Marketing, and account teams to translate access and coverage improvements into effective pull-through and sustainable commercial performance.
Provide market access insights for Business Development, HEOR, market research, and global and pipeline planning.
Contribute to payer strategy, contracting, access, business planning, functional strategy, organizational decisions, and cross-functional execution as a senior member of the U.S. Market Access Leadership Team.
Represent Managed Markets on cross-functional project teams, launch teams, and governance forums; recommend priorities and resource needs.
Contribute to Managed Markets planning, budgeting, forecasting, and resource allocation.
Ensure the Market Access team follows Otsuka policies and procedures.
Lead, attract, and develop talent; foster collaboration, open communication, constructive feedback, and high-performing teams.