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Associate Director, National Operations

Company: Otsuka Pharmaceutical
Location: Princeton
Posted on: August 7, 2022

Job Description:

Note territory assignment is pending--Job DescriptionWe are a company that believes in performance excellence, which is based on a framework of Performance, Leadership, and Continuous Improvement.--We will accelerate our sales growth through the leadership and development of our people to outperform the competition. ----The Associate Director is considered to be skilled or advanced in their demonstration of sales and leadership proficiencies.--This leader is fully self-sufficient and able to apply skills successfully in all situations.--Specifically the Associate Director will:--Competitive Landscape and Sales Strategy--

  • Ability to devise strategies and plans (e.g., sales, operations, training) based on an understanding of the competitive landscape and Otsuka's competitive position in the marketplace.--
  • Business Management--
  • Ability to plan, allocate, monitor, organize, and prioritize activities and resources to maximize sales performance and measure progress against plan----Critical Thinking--
    • Ability to understand a situation, issue, or problem by breaking it into smaller components. Ability to collect information, derive inferences, find solutions and make informed decisions and recommendations using data and tools where appropriate --Pharmaceutical Environment--
      • Ability to apply knowledge of pharmaceutical and regulatory environment, including Otsuka policies and procedures and FDA regulations regarding the promotion of pharmaceutical and medical products. Ability to apply knowledge of overall healthcare economy and industry practices.----Therapeutic Area Knowledge--
        • Ability to apply therapeutic area knowledge to the sale of Otsuka's products and/or to increase effectiveness in role --Customer Development--
        • Build and maintain internal and external relationships (e.g. customers, account contacts, stakeholders in Home Office, etc) based on customer needs and organizational politics --Selling --
          • Understand the core selling process, adapt style, and effectively negotiate to bring value to the customer and close the sale---Vendor Management
            • Knowledge of available resourcing options. Understands when and how to use external resources. Knowledge and experience in selecting vendors, working with vendors, and managing the performance of allocated resources according to contractual expectations---Skills and Ability:--Manages Vision and Purpose --
              • Communicates a compelling and inspired vision or sense of core purpose, talks beyond today, talks about possibilities, is optimistic, creates mileposts and symbols to rally support behind the vision, makes the vision sharable by everyone, can inspire and motivate entire units or organizations.--Drive for Results--
                • Can be counted on to exceed goals successfully, is constantly and consistently able to develop top performing teams, very bottom-line oriented, steadfastly pushes self and others for results.--Peer Relationships: --
                  • Can quickly find common ground and solve problems for the good of all, can represent his/her own interests and yet be fair to others, can solve problems with peers, direct reports and matrix team members with a minimum of noise, is seen as a team player and is cooperative, easily gains trust and support of colleagues, encourages collaboration.----Managerial Courage --
                    • Doesn't hold back anything that needs to be said, provides current, direct, complete, and "actionable" positive and corrective feedback to others, lets people know where they stand, faces up to people problems on any person or situation quickly and directly, is not afraid to take negative action when necessary.--Critical Thinking
                      • Establishes standards for collecting and organizing data to assess business trends and opportunities. Demonstrates mastery at identifying relationships from disparate sets of information. Summarizes complex situations or data sets into easily understood information. Acts as a subject matter expert to provide coaching and training on analyzing diverse sets of information. Makes critical decisions using information gathered and develops others in their ability to organize their thoughts, identify patterns in data, and facilitate decisions making. Leads broad problem-solving efforts and guides others in identifying and analyzing problems and determining solutions----Business Plan Development and Execution-Effectively
                        • (consistently and accurately) plans all components of a region level business plan (milestones, tactics, budgets, resources). Continually analyzes performance against plan and is proactive in planning sales activities to maximize customer calls and impact. Able to write an integrated plan, which can be used during execution of multiple projects. Manages multiple constituents at various levels of the organization to drive towards meeting timelines and milestones. Evaluates the results of timelines and resource plans and recommends changes. Evaluates regional performance vs. external benchmarks and works with Regional Directors to coordinate internal resources to improve performance benchmarks --People Development
                          • Executes the regional plans for deployment, including recruiting, hiring, training and development of District Managers. Develops District Manager talent pool for higher levels of responsibility or deepen expertise and proficiency in their chosen therapeutic area. Differentiates performance, provides feedback, and proactively address performance issues. Plans and facilitates regional meetings and coordinates with the matrix team in POA planning and other national meetings. Provides improvement recommendations to matrix team at the conclusion of each regional meeting, Collaboration with & informal leadership of Regional Operation Managers ----Budget Management --
                            • Monitors individual operating budgets and ensures team operates within budget. Provides sound direction regarding the criteria used to determine the quantity of people and resources to achieve a given objective--External Partnerships
                              • Coordinates with alliance partner sales management team within region geography. Coordinates joint meetings and other tactical plans; e.g. staffing of exhibits and physician opinion leader connections occurring within the region. Monitors CSO performance vs. set benchmarks and provides timely feedback to Regional Director to insure CSO is aligned around key business priorities.--Customer Management
                                • Manages key account coordination along with the District Managers to develop relationships leading to increased profitability and better patient outcomes. Coordinates key business initiatives with ROM's and Field Trainers to insure alignment across the Region. Partners with Managed Markets team to understand opportunities and challenges with top payers within region and coordinate action/ pull through plans as appropriate. Represents OAPI before selected customers (key physicians, physician groups and associations)--
                                • Compliance Management Ensures full and complete compliance of all selling activities within the area of responsibility to OAPI standards and to all state and federal regulations. Complies with the letter and spirit of all State and Federal laws, regulations, and guidance as well as PhRMA Code on Interactions with Healthcare Professionals and OAPI standards and policies relating to all promotional activities. Identification of risks and issues associated with noncompliance and implications of regulatory infractionsRequired:--
                                  • Top sales performance as evidenced by Year end evaluations, National Sales awards and recognition--
                                  • 10+ years experience in pharmaceutical industry; holding positions of increasing responsibility--
                                  • Experience in management of personnel--
                                  • Experience in a variety of functional areas e.g. Sales Training, Sales Operations, Marketing, etc --BA/BS in related field Preferred:--
                                  • Neuroscience sales management experience; preferably in the atypical antipsychotic market place--
                                  • Experience with buy and bill reimbursement--
                                  • Strong analytical background--
                                  • Experience in managing sales teams who call on customers at a variety of call points, including: offices, community mental health centers and hospitals--
                                  • Experience in product launch or expansion within sales--
                                  • Master's degree in business, marketing or related fieldWe ask that you not forward the job postings to anyone outside of Avanir as these positions are part of the Avanir/Otsuka integration, and therefore only open to current Avanir employees at this time.#LI-Remote

Keywords: Otsuka Pharmaceutical, Trenton , Associate Director, National Operations, Executive , Princeton, New Jersey

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