Job Summary

The Skilled Nursing Facility National Leader (SNLs) are account managers that are focused on the long-term care market (LTC) and responsible for developing deep business relationships in the skilled nursing facilities (SNF’s), Tier 1 nursing home chains, key consultant pharmacists, and corresponding professional associations.

Job Description

Reports to Sr. Director Market Access (LTC)

• Demonstrate a mastery of new product’s clinical efficacy and a deep understanding of his or her market with special emphasis on new product use in the appropriate patient population; articulate a value proposition for the customer with special emphasis on SNF-based elderly patients; build excellent customer relations with key customers and accounts, as well as conduct customer in-services. This should all be done within HCC guidelines.

• Responsible for building B2B engagements at influential skilled nursing facilities (SNF) at the C and D-suite level (CEO, CFO, CMO, COO, SVPs, Directors of Quality, Directors of Nursing, Directors of Pharmacy, Medical Directors, etc.) with the end-result of driving appropriate new patient and resident starts on new and existing products (as per label).

• Create SNF engagements that lead to quality partnership initiatives like clinical protocol development and new product acceptance with approved, on-label information and resources related to new products

• Strategically develop and implement pull through plans that enable and appropriately influence demand across the skilled nursing facilities, residential nursing homes, and assisted living facilities

• Provide insights, evaluate competitive activity, identify key opportunities, and develop specific business plans with account or market objectives and tactics that optimize business performance

• Develop understanding of organization level of formulary control and willingness or ability to control based on past behavior and initiatives

• Enable patient access to new product in skilled nursing facilities within targeted chain organizations and influence utilization of our new product in prioritized targeted customer settings

• Work collaboratively with internal business partners, including but not limited to, Brand, Field Sales, HSAM, RAM, Channel Strategy, Specialty Accounts, GVRWE, Government Affairs, and Medical Affairs, as appropriate to address market needs, develop strategies, maximize efforts, and achieve business goals

• Account management that includes analyzing and synthesizing information from multiple sources to identify key priorities and opportunities

• Develop account based unique plans and execute strategic key account plans in these key accounts by utilizing approved tactics and key company messages.

• Build network with key LTC professional associations, and channel-specific thought leaders and influence customers at the C&D suite level to support new product’s Strategic Imperatives

• Successfully partner with other Otsuka stakeholders to develop and implement a channel-focused business plan with targeted objectives to enable and influence demand across Tier 1 nursing home chains, referring hospitals and their contracted pharmacies

• Maintain an excellent level of continuous improvement in personal and professional growth

• Track, problem solve, and analyze product performance and communicate key account initiatives broadly with key partners.

• Demonstrate the ability to identify and initiate market shaping opportunities through evolving Account business models

• Maintain a professional demeanor consistent with OAPI philosophy, protocols, and guidelines

Qualifications

Knowledge/ Experience and Skills:

Required:

• Bachelor’s degree, advanced degree preferred (See preferred description)

• Minimum 10 years of demonstrated track record of success in the healthcare or pharmaceutical/biotech industry with a minimum of 5 years working with skilled nursing facilities (SNFs)

• Ability to develop and implement strategic initiatives for key payer/customer segments

• Solid industry working knowledge with existing KOLs, thought leaders, medical societies, lobbying organizations, payers, and HTA relationships. Ability to develop and build relationships with all constituents quickly, both internally and externally, to drive results.

• Minimum 18 months of people leadership experience

• Contracting and negotiating experience

• Organized customer account experience required

• Strong key account relationships within the LTC marketplace

• Expertise with strategy development and execution with LTC payors

• Demonstrated success in autonomous, emerging and pioneering roles

• Able to travel up to 60%

Preferred:

• Advanced Degree: RPh, Pharm D, MBA, MPH, etc

Educational Qualifications

• Bachelor’s degree, Advanced Degree preferred