[Hiring] Executive Director, Managed Markets @Otsuka Pharmaceutical Co., Ltd.

Role Description

This highly visible executive leadership position oversees Otsuka’s U.S. Managed Markets organization and is accountable for translating enterprise and Market Access strategy into disciplined execution across commercial, government, and emerging healthcare channels. The role leads a complex organization of approximately 25 professionals and works closely with alliance partners and internal matrix teams to advance patient access and commercial performance.

The successful candidate will combine deep payer expertise, enterprise leadership, financial stewardship, and a commitment to Otsuka’s mission of defying limitation so that others can too.

Job Description

The Executive Director, Managed Markets leads Otsuka's U.S. payer account organization across commercial, government, and healthcare channels, translating enterprise and Market Access strategies into effective account plans and customer engagement approaches. The role is accountable for delivering payer access objectives, supporting contracting and financial goals, and leading a high-performing organization focused on maximizing access for both in-line and future launch brands.

• Reports to the Vice President, Market Access.
• Key internal relationships 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, key trade organizations such as PCMA, Asembia, and AMCP, and stakeholders within emerging channels.

Essential Functions

• Organizational Leadership & Talent:
  • Lead a Managed Markets organization of approximately 25 professionals across National, Regional, and Federal payer account management.
  • Translate Market Access strategy into execution across National, Regional, and Federal payer channels.
  • Drive business performance and execute plans to achieve access and commercial objectives.
  • Create a culture of accountability with aligned and motivating incentive compensation plans.
  • Partner with Market Access Marketing and Training to ensure adequate training plans.
  • Ensure reporting personnel have updated individual development plans.
  • Utilize quarterly reviews and feedback to ensure focus on priorities.
• Payer Strategy & Account Leadership:
  • Establish and maintain strategic relationships with key payer stakeholders.
  • Anticipate and evaluate trends within the healthcare landscape.
  • Collaborate with the Home Office Matrix Team on customer behavioral trends.
• Contracting & Financial Performance:
  • Execute on contracting objectives through sustained account management collaborations.
  • Ensure National and Regional Account teams facilitate all stages of contract management.
  • Partner with Market Access Marketing, Payer Analytics, and Finance to analyze brand performance.
  • Support achievement of payer access, contracting, and financial objectives across a $7 billion gross revenue portfolio.
  • Responsible for the achievement of access, contracting, volume, and revenue goals.
  • Lead execution of customer negotiation strategies.
  • Manage budgets and resources within area of responsibility.
• Market Access Execution & Portfolio Support:
  • Serve as key contributor to the development and execution of Market Access strategies.
  • Develop team capabilities needed to support current and future portfolio needs.
  • Identify and execute opportunities to improve payer access and business performance.
  • Partner with Sales, Brand, Market Access Marketing, and account teams for effective pull-through.
  • Provide market access insights to aid in Business Development and market research.
• Cross-Functional & Enterprise Leadership:
  • Serve as a key contributor to payer strategy, contracting, access, and business-planning decisions.
  • Represent Managed Markets on cross-functional project teams.
  • Recommend priorities and resource needs to support achievement of access and commercial objectives.
  • Ensure compliance with Otsuka policies and procedures.

Qualifications

• Demonstrated expertise in payer markets, including all major payer segments.
• Bachelor’s degree and 15+ years of Market Access experience.
• Proven track record operating at a senior executive level.
• Deep understanding of US payer market dynamics.
• Experience managing and leading through difficult problems.
• Proven track record of positive and sustained sales results.
• Ability to lead by example and create a culture of collaboration.
• Strategic thinking and problem-solving skills.
• Comfort with uncertainty and sound judgment.
• Strong cross-functional leader and communicator.
• Hands-on experience in pricing negotiations strongly preferred.
• Clear understanding of how to best put patients’ needs first.

Physical Requirements

• 50-75% overnight travel required.
• Candidates may live anywhere in the US but should have easy access to a Hub airport.

Educational Qualifications

• Bachelor’s degree or Advanced degree (MBA or related scientific degree) preferred.

Benefits

• Comprehensive medical, dental, vision, and prescription drug coverage.
• Company provided basic life, accidental death & dismemberment insurance.
• Short-term and long-term disability insurance.
• Tuition reimbursement and student loan assistance.
• A generous 401(k) match.
• Flexible time off, paid holidays, and paid leave programs.
• Other company provided benefits.