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Associate Director, Channel Accounts - Central (Remote)

Avanir Pharmaceuticals, Inc
paid holidays, tuition reimbursement, 401(k)
United States
Jul 02, 2024

Otsuka Pharmaceutical Company is a global healthcare company with the corporate philosophy: "Otsuka-people creating new products for better health worldwide." Otsuka researches, develops, manufactures and markets innovative products, with a focus on pharmaceutical products to meet unmet medical needs and nutraceutical products for maintaining everyday health.

The Associate Director, Channel Accounts will represent OAPI with key assigned US channel customers, covering a broad range of retail pharmacy, specialty pharmacy, primary and secondary wholesalers, and specialty distributors. This includes interacting with all appropriate channel customers to achieve and maintain optimal access for all OAPI market brands. You will report to the Director, Channel & Specialty Accounts.

This position is remote. Travel is expected 40% of the time based on business needs.

Job Description:

  • Responsible for the strategy, implementation, relationship management, and daily activities for assigned channel accounts (Wholesalers, SP's, SD's, and Retailers)

  • Highly involved in the development, negotiation, implementation and ongoing management of channel specific contract strategies including multiple Service Agreements (Master, Distribution, etc.) with pertinent wholesalers, specialty distributors, specialty pharmacies and retail pharmacies for products totaling >$2B annually in sales

  • Responsible for the ongoing evaluation of several channel contracting options, financial analysis and communication to the business on associated risks/considerations to the business (e.g. GTN impact) leading cross matrix conversations with the various business functions (market access, pricing & contracting, finance, legal, PxS, brand marketing, sales ecosystem) to create awareness and ensure organizational alignment

  • Strong collaboration with all brand teams across the entire OAPI portfolio for all initiatives to support commercial launches, line extensions, NDC changes, and other such projects

  • Lead / implement opportunities with regional and national retail pharmacy targets (LCC's, IPN etc.)

  • Responsible for the development and facilitation of ongoing business reviews with appropriate channel customers

  • Develop and communicate important messages to internal and external channel partners.

  • Ensure compliance with all OAPI policies and procedures

  • Lead planning for, attend, and represent Otsuka at industry conferences and meetings.

  • Execute all Annual Business Plans

  • Conduct all activities in compliance with all applicable federal, state and local laws and regulations and company policies.

Minimum Qualifications:

  • Bachelor's degree

  • Minimum of ten years of pharmaceutical Team Leadership/Managed Markets Account/Trade Management leadership experience

  • Ten or more years of demonstrated track record of success in pharmaceutical commercial operations.

  • Experience in business development (account targeting, relationship building, strategic contract negotiation, implementation and ongoing management)

  • Experience developing and implementing strategic contracting plans for key customer segments.

  • Experience with accounts within the specialty pharmacy, retail pharmacy, pharmaceutical wholesaler, and specialty distributor spaces.

  • Experience leading enterprise-wide or multi-function strategic projects.

Preferred Knowledge, Skills, and Abilities:

  • MBA

  • Experience in nephrology, neuroscience, oncology, hospital products and medical device products.

  • Experience with pre-launch drugs, product launches and life-cycle management

  • Proven track record of consistently meeting or exceeding quantitative and qualitative targets and goals

  • Ability to work effectively within cross-functional teams and in an environment of rapid change

  • Excellent written, organizational and verbal communication skills

  • Proficient in MS Office

  • Must be based in the Central to Eastern U.S. and have convenient access to an airport providing efficient and economical travel options to account locations.

Our Benefits:

  • Comprehensive medical, dental, vision and prescription drug coverage

  • Company provided Basic Life, AD&D, Short-term and Long-term Disability insurance

  • Tuition reimbursement

  • 401(k) match

  • PTO allotment each calendar year, paid holidays, and paid leave programs as well as other company provided benefits


    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 $160,530.00 - Maximum $240,005.00, plus incentive opportunity: The range shown represents a typical pay range or starting salary for candidates hired to perform the work. Other elements may be used to determine actual salary such as the candidate's job experience, specific skills, and comparison to internal incumbents currently in role. This information is provided to applicants in accordance with states and local laws.

    Company benefits: comprehensive medical, dental, vision and prescription drug coverage, company provided Basic Life, AD&D, Short-term and Long-term Disability insurance, tuition reimbursement, a 401(k) match, PTO allotment each calendar year, 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.


    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 limited in your ability to apply to this job opening as a result of your disability. You can request reasonable accommodations by contacting Accommodation Request.

    Statement Regarding Job Recruiting Fraud Scams

    At Otsuka we take security and protection of your personal information very seriously. Please be aware individuals may approach you and falsely present themselves as our employees or representatives. They may use this false pretense to try to gain access to your personal information or acquire money from you by offering fictitious employment opportunities purportedly on our behalf.

    Please understand, Otsuka will never ask for financial information of any kind or for payment of money during the job application process. We do not require any financial, credit card or bank account information and/or any payment of any kind to be considered for employment. We will also not offer you money to buy equipment, software, or for any other purpose during the job application process. If you are being asked to pay or offered money for equipment fees or some other application processing fee, even if claimed you will be reimbursed, this is not Otsuka. These claims are fraudulent and you are strongly advised to exercise caution when you receive such an offer of employment.

    Otsuka will also never ask you to download a third-party application in order to communicate about a legitimate job opportunity. Scammers may also send offers or claims from a fake email address or from Yahoo, Gmail, Hotmail, etc, and not from an official Otsuka email address. Please take extra caution while examining such an email address, as the scammers may misspell an official Otsuka email address and use a slightly modified version duplicating letters.

    To ensure that you are communicating about a legitimate job opportunity at Otsuka, please only deal directly with Otsuka through its official Otsuka Career website https://vhr-otsuka.wd1.myworkdayjobs.com/en-US/External.

    Otsuka will not be held liable or responsible for any claims, losses, damages or expenses resulting from job recruiting scams. If you suspect a position is fraudulent, please contact Otsuka's call center at: 800-363-5670. If you believe you are the victim of fraud resulting from a job recruiting scam, please contact the FBI through the Internet Crime Complaint Center at: https://www.ic3.gov, or your local authorities.

    Otsuka America Pharmaceutical Inc., Otsuka Pharmaceutical Development & Commercialization, Inc., and Otsuka Precision Health, Inc. ("Otsuka") does not accept unsolicited assistance from search firms for employment opportunities. All CVs/resumes submitted by search firms to any Otsuka employee directly or through Otsuka's application portal without a valid written search agreement in place for the position will be considered Otsuka's sole property. No fee will be paid if a candidate is hired by Otsuka as a result of an agency referral where no pre-existing agreement is in place. Where agency agreements are in place, introductions are position specific. Please, no phone calls or emails.

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