Senior National Director, Strategic Accounts Rare Neurology

Otsuka Pharmaceutical Co., Ltd.

1d • $215,353 - $322,000 • Remote

About The Position

The Senior National Director, Strategic Accounts is a strategic commercial leader responsible for building, leading, and scaling a high-performing national account management organization while driving sales strategy, execution, and business performance. This role will recruit, develop, and lead a team of ~10 Account Managers, focusing on complex, high-touch healthcare ecosystems requiring advanced account management, access expertise, and strong clinical acumen. The position requires a strategic, hands-on leader who thrives in a fast-changing environment, can navigate ambiguity, and brings a strong sense of ownership in delivering results while embedding Otsuka’s values and patient-centric mission.

Requirements

• Bachelor’s degree required
• 12+ years of progressive experience in pharmaceutical/biotech sales leadership
• 7 years of leadership experience
• Proven rare and/or ultra-rare disease launch experience
• Demonstrated success in leading high-stakes launches with urgency and accountability
• Proven success in building and leading high-performing sales/account management teams
• Experience working in strategic account management in complex healthcare ecosystems including centers of excellence
• Strong working knowledge of complex reimbursement landscapes
• Demonstrated ability to drive sales performance and deliver results, think strategically and execute tactically, and operate effectively in ambiguity and fast-changing environments
• Strong clinical acumen and ability to navigate complex treatment pathways and logistics
• Excellent organizational, prioritization, and time management skills
• Strong coaching, influencing, and leadership capabilities
• High emotional intelligence and ability to lead through change
• Deep understanding of industry compliance, regulatory environment, and standards of practice
• Strong alignment with a patient-centric, values-driven culture

Nice To Haves

• advanced degree desirable

Responsibilities

• Recruit, hire, onboard, and develop a team of ~10 Account Managers, establishing best-in-class account management capability.
• Act as a player-coach, providing hands-on coaching in the field to elevate team performance and impact.
• Build a high-performance, high-accountability culture grounded in Otsuka values.
• Drive engagement, retention, and talent development, including succession planning and capability building.
• Establish clear goals, performance metrics, and operating cadence to ensure consistent execution.
• Lead the development and execution of strategic account plans across key centers of excellence.
• Ensure Account Managers effectively navigate complex stakeholder ecosystems, including HCPs and multi-disciplinary care teams, hospital pharmacy, and financial decision makers within the hospital system including c-suite members.
• Personally engage with top-tier accounts to model best-in-class partnership behaviors.
• Serve as a key member of the commercial leadership team, shaping national sales strategy and execution priorities.
• Own and drive performance across sales targets and account performance metrics.
• Translate national strategy into actionable, field-level center-specific execution plans.
• Ensure agility and rapid recalibration of strategies in response to market dynamics.
• Navigate and coach teams through complex treatment logistics, including site of care considerations, patient onboarding, and therapy initiation barriers.
• Partner closely with Market Access and Patient Support to compliantly remove barriers to therapy.
• Ensure team demonstrates understanding of complex reimbursement dynamics and specialty pharmacy and distribution networks.
• Maintain a strong clinical understanding of disease state, treatment paradigm, and clinical profile.
• Enable the team to confidently engage in scientifically grounded, compliant discussions with healthcare stakeholders.
• Support execution in complex treatment pathways, including rare and specialty disease dynamics.
• Ensure alignment of account strategy, customer engagement, and patient support initiatives.
• Provide field insights to inform brand strategy, access strategy, and lifecycle planning.
• Compliantly align cross‑functional stakeholders behind a shared vision, breaking down silos and fostering collaboration to bring the full power of the organization to customers.
• Thrive in a fast-paced, evolving commercial environment, making decisions with incomplete data.
• Lead team through change, ambiguity, and new ways of working, including evolving engagement models.
• Identify and implement new approaches to account engagement and performance optimization.

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