Neuroscience Hospital Specialist (Wilmington, DE)

Otsuka Pharmaceutical Co., Ltd. • Wilmington, DE

6d • $116,000 - $166,750 • Onsite

About The Position

Otsuka America Pharmaceutical Inc. is a global healthcare company focused on pharmaceutical and nutraceutical products. In an evolved customer engagement model, a Hospital Specialist engages healthcare providers (HCPs) using various tools, offering expertise on products and their approved conditions to enhance patient and HCP experiences. This role operates within an "ecosystem approach" that unifies account management, medical, patient access, and market access teams to engage with local healthcare systems. The Hospital Sales Representative reports directly to the Area Business Lead and coordinates with cross-functional colleagues. This individual serves as the primary point of contact for HCP customers and must possess broad expertise to address complex on-label information.

Requirements

• 3+ years of experience in the Specialist role for the assigned therapeutic area; less Otsuka experience may be considered for those with significant therapeutic area-specific experience or specialized experience (i.e., hospital) prior to joining Otsuka.
• Demonstrates advanced knowledge of sales capabilities at the senior level, as assessed by Area Business Lead and SBD.
• 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.
• Demonstrates advanced knowledge of territory analytics, including how to gather/access key data sources, and incorporate this data into territory business plans with actionable and impactful strategies and tactics for short-term and long-term strategic solutions.
• Demonstrates high level proficiency in utilizing business data, market conditions, and KOL/network mapping to set a clear course of action, ultimately impacting territory sales results and business drivers (e.g., competitive landscape, payer dynamics, institutional/IDN influence, etc.), both near term and long range.
• Proactively identifies and addresses emerging trends and potential competitive threats/barriers within territory and takes action to optimize opportunities.
• Educates office staff on payer guidelines and reimbursement procedures to increase pull through; identifies beneficial payer opportunities specific to practice/key accounts.
• Strategically allocates resources by reviewing and utilizing all available sales data and promotional budget funds for analysis and routing.
• Collaborates with internal support teams to improve outcomes for patients and providers in territory and throughout the ecosystem; appropriately leveraging matrix team expertise and responsibilities to enhance territory or team competence.
• Proficiently applies market and industry knowledge to strategize approaches to customers in territory, as well as to impact customers’ decisions; viewed as valued disease state expert and preferred industry partner by medical professionals.
• Plays active role in territory professional groups (e.g., NP associations, P&T members, etc.), to strategically leverage relationships with key opinion leaders to gain access to hard-to-see or no-see HCPs and form lasting relationships.
• Develops and maintains long-term strategic relationships with accounts based on an in-depth understanding of their business needs, helps HCPs navigate challenging situations to improve care and outcomes. Proactively finds ways to make meaningful contributions for customers and uses savvy/judgement with HCPs and strategic accounts, carefully considering the balance of immediate sales along with long term relationships when warranted.
• Consistently informs & influences HCP prescribing habits by leveraging approved promotional materials, business trends, etc. and articulating technical information that is matched to unique customers’ needs; customizes presentations to the specific circumstances of the customer/account, demonstrating in depth knowledge of own product and competitor products.
• Monitors own performance data, and identifies need to adjust behavior to ensure positive performance trending, proactively sharing the concept/approach with the team to drive overall ecosystem development/performance.
• Goes above and beyond to help the team achieve extraordinary results in line with the broader organizational goals and strategies.
• Acts as a subject matter expert for the internal team, identifying trends and forecasting market changes using business analytics.
• Approaches challenges and obstacles in the sales cycle with enthusiasm/positivity and a clear strategy to adjust the course toward achieving success, while also helping the team adapt to changes by modeling and reinforcing importance of change.
• Prioritizes professional development to fully understand internal systems and technology, enabling the effective use of these tools to uncover valuable insights.
• Consistently models Otsuka values and our culture of integrity, and plays an active role in supporting the local team culture aligned to Otsuka values.

Responsibilities

• Proactively identify and address emerging trends and potential competitive threats within the neuroscience territory, optimizing opportunities.
• Educate office staff on payer guidelines and reimbursement procedures specific to neuroscience to increase pull-through and identify beneficial payer opportunities.
• Strategically allocate resources by reviewing and utilizing all available sales data and promotional budget funds for analysis and routing.
• Collaborate with internal support teams to improve outcomes for neuroscience patients and providers, leveraging matrix team expertise to enhance territory competence.
• Apply market and industry knowledge to strategize approaches to neuroscience customers, impacting their decisions and being viewed as a valued disease state expert.
• Play an active role in neuroscience professional groups to leverage relationships with KOLs and form lasting relationships with healthcare providers.
• Develop and maintain long-term strategic relationships with neuroscience accounts, helping healthcare providers navigate challenging situations to improve care and outcomes.
• Consistently inform and influence healthcare provider prescribing habits by leveraging approved promotional materials and business trends, customizing presentations to specific customer needs.
• Monitor own performance data, adjusting behavior to ensure positive performance trending and sharing concepts with the team to drive ecosystem development.
• Act as a subject matter expert for the internal team, identifying trends and forecasting market changes using business analytics.
• Approach challenges in the sales cycle with enthusiasm and a clear strategy, helping the team adapt to changes and modeling the importance of change.
• Prioritize professional development to fully understand internal systems and technology, enabling effective use of tools to uncover valuable insights.
• Consistently model Otsuka values and support the local team culture aligned with these values.

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
• Paid leave programs

What This Job Offers

• Job Type: Full-time
• Career Level: Senior
• Education Level: No Education Listed