at Otsuka America Pharmaceutical Inc. in Augusta, Maine, United States
Job Description
Role Overview
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.
Key Responsibilities
Sales Leadership & Team Build-Out
+ 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.
Strategic Account Management Excellence
+ 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.
Sales Strategy, Execution & Performance
+ 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.
Access, Reimbursement & Treatment Logistics Expertise
+ 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.
Clinical & Disease Area Leadership
+ 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.
Cross-Functional Collaboration
+ 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.
Operating in Ambiguity & Driving Change
+ 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.
Qualifications
Required
+ Bachelor’s degree required; advanced degree desirable
+ 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
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Competencies
Accountability for Results - Stay focused on key strategic objectives, be accountable for high standards of performance, and take an active role in leading change.
Strategic Thinking & Problem Solving - Make decisions considering the long-term impact to customers, patients, employees, and the business.
Patient & Customer Centricity - Maintain an ongoing focus on the needs of our customers and/or key stakeholders.
Impactful Communication - Communicate with logic, clarity, and respect. Influence at all levels to achieve the best results for Otsuka.
Respectful Collaboration - Seek and value others’ perspectives and strive for diverse partnerships to enhance work toward common goals.
Empowered Development - Play an active role in professional development as a business imperative.
Minimum $215,353.00 – Maximum $322,000.00, plus incentive opportunity: The range shown represents a typical pay range or starting pay for individuals who are hired in the role to perform in the United States. Other elements may be used to determine actual pay such as the candidate’s job experience, specific skills, and comparison to internal incumbents currently in role. Typically, actual pay will be positioned within the established range, rather than at its minimum or maximum. This information is provided to applicants in accordance with states and local laws.
Application Deadline : This will be posted for a minimum of 5 business days.
Company 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, and paid leave programs as well as other company provided benefits.
Come discover more about Otsuka and our benefit offerings; https://www.otsuka-us.com/careers-join-otsuka .
Disclaimer:
This job description is intended to describe the general nature and level of the work being performed by the people assigned to this position. It is not intended to include every job duty and responsibility specific to the position. Otsuka reserves the right to amend and change responsibilities to meet business and organizational needs as necessary.
Otsuka is an equal opportunity employer. All qualified applicants are encouraged to apply and will be given consideration for employment without regard to race, color, sex, gender identity or gender expression, sexual orientation, age, disability, religion, national origin, veteran status, marital status, or any other legally protected characteristic.
If you are a qualified individual with a disability or a disabled veteran, you may request a reasonable accommodation, if you are unable or
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