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Job Title: Senior Director, National Customer Strategy Lead
Location: Princeton, NJ United States
Position Type: Full Time
Post Date: 09/20/2021
Expire Date: 11/20/2021
Job Categories: Other
Job Description
Senior Director, National Customer Strategy Lead
Job Summary

Otsuka America Pharmaceutical, Inc. has launched a new customer engagement approach designed to better deliver on patient, caregiver and HCP expectations in an evolving healthcare environment. The new model is built around where patie

nts get their care—locally, with the intent to better serve patients, caregivers, and healthcare providers, delivering a higher quality experience that ultimately is focused on improving patient care.

The local “ecosystem approach” creates a unified focus among account management, medical, patient access and market access to engage local healthcare systems and identify opportunities to improve the patient experience. Through this matrix model, customers will now experience more coordinated and seamless care with digital-enabled support to help bridge care gaps. The Customer Strategy Leads will work with the Senior Business Directors across the regions and ecosystems to shape the commercial direction and business plan aligned with the needs across key systems of care. The National Customer Strategy Lead will build this new capability while providing strategic oversight, professional expertise, insight, and challenge to ensure that these busines
plans are robust.

The National Customer Strategy Lead will report to the VP Commercial Operations and provide strategic support to identify business opportunities and oversee the development of an integrated business plan that both synthesizes and informs regional and ecosystem business plans. The National Customer Strategy Lead role offers an opportunity to drive revenue growth by supporting the development of the national strategy in the context of a dynamic environment. The National Customer Strategy Lead will need to take a broad and long-term perspective that takes account of the strategic capabilities of Otsuka API in the context of the evolution of the marketplace in order to drive joint value for Otsuka, for customers and for patients. Ultimately, it is all about putting customers at the center of everything they do.


The National Customer Strategy Lead will provide strategic oversight and cha
ge to the team of Associate Directors, Customer Strategy to shape and support the development and execution of strategic business initiatives to deliver meaning outcomes to patients as well as Rx and revenue growth, profitability and overall value creation for Otsuka.

Job Description

Identify key insights and trends at a national level by synthesizing complex information from multiple sources

Develop and maintain a deep understanding of the national marketplace, customer preferences, the competitive environment and emerging industry trends

Provide constructive challenge to senior leaders and Customer Strategy Leads to ensure identification of strategic gaps and opportunities

Coordinate with commercial, medical, legal, compliance, operations and commercial analytics in a compliant manner to harness all sources of information and continue to enhance data sources and analytics<

Apply deep strategic insight and business acumen to shape a long-term integrated perspective on the OAPI strategy, working in close partnership with senior leaders to facilitate effective decision making and allocation of resources and investments that will deliver long-term value and competitive advantage

Building robust business cases by providing analytical and presentational support for business cases and business reporting, including business reviews

Model national strategic programs and business opportunities to facilitate decision making and maximize value

Advise senior leaders on investment and resource allocation to allow for innovative, tailored customer-centric initiatives and programs that strengthen customer engagement and patient outcomes

Provide Customer Strategy Leads (CSLs) across the regions with capability training, professional leadership,
tive challenge, and insights to sharpen and enhance regional business plans

Review and challenge regional business plans and work collaboratively with CSLs to shape and align regional business plans and ensure alignment with strategic imperatives

Provide a long-term transformational perspective on the US life sciences business environment, including emerging trends, threats and opportunities

Work closely with cross-functional leaders to define the optimal performance measurements and performance management programs required to optimize organization success and provide ongoing understanding of how value is being created and delivered

Monitor and report on business plan execution and support the adaptation of business plans to address changing customer and market conditions where necessary


Bachelor’s degree
: MBA or o
ther related graduate degree preferred, ideally in a discipline with strong strategic, quantitative, and business analysis

Previous experience building, launching, and embedding a patient centric/empowered regions go to market approach

Previous cross-functional industry experience in commercial life sciences (pharma or biotechnology including cross functional experience in roles including, but not limited to sales/sales leadership, marketing, commercial operations, market access, P&L leadership) Exceptional strategic and business acumen skills to uncover underlying trends and insights and understand business performance through different lenses

Leadership and coaching capabilities to support the professional development of strategic capabilities in both leaders and team members

Ability synthesize and communicate complex multi-source information and communicate key insights, themes and op

Ability to work in an ambiguous environment undergoing transformation

Demonstrated ability to lead without authority, need to be able to drive through execution across multiple internal and external functionally diverse stakeholders

Proven track record for consistently meeting or exceeding financial and/or other quantitative targets, as well as qualitative goals

In-depth knowledge of strategy development, including contracting strategy, administration and pull through is a strong plus

Previous field sales management and/or marketing experience in the Neuroscience or Nephrology market, or related industry is preferred

Strong understanding of healthcare compliance, legal and regulatory landscape

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Contact Information
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