Neuroscience LTC Specialist (Albany, NY)

Otsuka•Danbury, CT

About The Position

Otsuka America Pharmaceutical Inc. is a global healthcare company focused on developing and marketing pharmaceutical and nutraceutical products. In its evolved customer engagement model, the Neuroscience LTC Specialist engages healthcare providers through in-person, virtual, and digital channels, providing expanded expertise about products and their approved uses. The specialist serves as the primary point of contact for long-term care accounts and healthcare providers, coordinates speaker programs and local provider discussions, and shares local market insights, opportunities, and feedback with the Area Business Lead. The role coordinates with local Neuroscience Specialists and cross-functional Medical Affairs and Market Access colleagues within appropriate guardrails. The position requires a deep understanding of long-term care regulatory requirements, operational challenges, and the clinical and quality-of-life needs of LTC residents. The specialist positions solutions that provide value to facilities and builds strategic relationships with key decision-makers. This includes tailoring communication and sales strategies to facility priorities; providing accurate, detailed, on-label product information using approved materials; explaining product access considerations; and sharing established patient-care guidance. The role also uses virtual and digital tools to engage customers and support collaboration.

Requirements

At least 2 years of pharmaceutical or medical device sales experience.
At least 4 years of experience in a sales role with healthcare providers, ideally representing multiple products.
Reside within a commutable distance of 50 miles from the primary city in the sales territory.
Experience in pharmaceutical sales, healthcare management, or a related field.
Thorough understanding of the LTC environment, including regulatory requirements, operational challenges, and the clinical needs of LTC residents.
Proven ability to build and maintain strategic relationships with key stakeholders within LTC facilities.
Ability to thrive in an ambiguous environment undergoing transformation.
Proven track record in coaching, training, and mentoring peers or others.
Excellent verbal and written communication skills to convey complex information and engage healthcare providers and decision-makers.
Commitment to ethical business practices, understanding of regulatory standards, and ability to conduct business in compliance with company policies and guidance.

Nice To Haves

Experience within the long-term care sector or with healthcare providers is highly advantageous.

Responsibilities

Understand the LTC environment, including regulatory requirements, operational challenges, and residents’ specific needs, and use that knowledge to position solutions that add value to facilities.
Identify and cultivate strategic relationships with LTC decision-makers, including administrators, directors of nursing, and pharmacy managers.
Develop and execute communication and sales strategies tailored to each facility’s operational demands, patient outcomes, and compliance objectives.
Provide detailed, accurate, on-label product information in accordance with approved materials and regulatory standards.
Explain product access considerations, including local payer coverage, co-pay options, prior authorization requirements, formulary placement, and availability expectations.
Offer established patient-care guidance regarding system protocols, standards of care, discharge protocols, and published expert opinions.
Engage customers using virtual and digital tools, including webinars, virtual meetings, digital newsletters, and interactive online platforms.
Serve as the primary point of contact for LTC accounts and healthcare providers.
Coordinate speaker programs and organize local provider groups for discussions.
Share opportunities, feedback, and local market insights with the Area Business Lead to inform local strategy and team objectives.
Use competitive data and business reports, including sales data and promotional budgets, to track progress and identify opportunities.
Assess territory and business conditions to set priorities for the territory business plan and respond compliantly to competitive threats and opportunities.
Educate office staff about payer guidelines and reimbursement procedures to support pull-through.
Use internal support resources appropriately and apply market and industry knowledge to address objections and influence prescribing habits.
Identify professional groups for networking and access to potential key opinion leaders.
Build relationships with office and practice personnel, focus conversations on patient health, and follow through by providing accurate, valuable responses to account needs.
Deliver balanced office calls and sales presentations using appropriate approved marketing materials and technical references, demonstrating product and competitive knowledge.