Senior Health Science Advisor, CNS - North Carolina/South Carolina

Company: Otsuka Pharmaceutical
Location: Princeton
Posted on: August 8, 2022

Job Description:

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 patients 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 Sr. Health Science Associate (Sr. HSA) will report directly to the respective Ecosystem Lead, coordinating with cross-functional colleagues in Medical (CSLs), Market Access (HSAMs), and Patient Support (PELs) under appropriate compliance guardrails. The Sr. HSA will serve as a "player-coach" and be responsible for leading, building, developing, and overseeing a team of Health Science Associates (HSAs) while implementing ecosystem goals and objectives for their team. This individual will also serve as the main point of contact/connection to healthcare provider (HCP) customers and should have a wide breadth of expertise, (e.g., able to address complex on-label information based on approved content, able to promote two products. Purpose In Otsuka's evolved customer engagement model, the Sr Health Science Associate (Sr HSA) will work with customers and colleagues to drive value through a variety of in-person and digital tools to offer solutions and expertise that will support enhanced patient outcomes. Job Description 1. Serve as the main point of contact/connection to healthcare provider (HCP) customers within a defined health system or IDN to deeply understand their specific needs and address their clinical and business goals and challenges in support of improved patient outcomes, and improved quality of care. Conduct proactive outreach to HCPs on approved topics such as: 1. On-Label/Consistent-with-label Info: proactively share in formation that is on or consistent with the label, including confidently and skillfully handling complex on-label information consistent with approved materials. 2. Product access: local market pay or coverage and co-pay, prior authorization, formulary placement, specialty pharmacy, REMS and availability expectations. 3. Established guidance on patient care: example system protocols, standard of care guidelines, discharge protocols, and published expert opinions (or share menu of options and direct accordingly). - Share product knowledge, clinical understanding, and insight into the patient experience to educate and enable HCPs to make informed decisions about treatment choices and patient resources. - Develop and apply knowledge of customer and market landscape in the territory to provide advice to favorably position Otsuka's products. - Conduct business to the highest ethical and professional standards, consistent with Otsuka guidelines and policies. 2. Lead a team of Health Science Associates (HSAs) within an ecosystem to drive clinical demand and improve patient and customer experience.

• Implement the regional/ecosystem plan to achieve patient centric objectives, KPIs and performance targets.
• Provide insights gathered from field force and other sources (e.g., analytics) that will serve as input for ecosystem and regional business plans.
• Coach HSAs to shape customer plans based on market dynamics to address customer needs and deliver performance against HSA and ecosystem KPIs.
• Accountable for developing individuals, assessing their performance, salary admin, etc. 3. Contribute to the development and execution of local and ecosystem business plans and strategy to deliver upon the strategic vision and local ecosystem priorities.
  • Elevate opportunities and feedback to ecosystem lead, including local market insights to inform setting of local strategy and business goals; collaborate cross functionally with ecosystem team to adjust targeting and call point plans and action on insights collected from customer-facing roles.
  • Devise and implement customer specific selling strategies within the ecosystem that evaluate and address the practitioners' perspectives and the institution's philosophies within compliance guidelines
    • Keep abreast of customer and healthcare industry trends. Initiate development actions to constantly adapt and grow capabilities to increase impact.
    • Develop and apply therapeutic expertise to position Otsuka products favorably within the ecosystem.
    • Conduct research to validate target potential, assess competitive landscape and likely customer needs. 4. Build and maintain long-term relationships with all key stakeholders to support the achievement of wider business and commercial objectives.
      • Strengthen and expand relationships with HCPs and key staff members to enable a coordinated approach across the care continuum in a complex stakeholder environment in order to enhance clinical practices and patient experience.
      • Be a customer solution provider and support HCPs and their staff in identifying trends, understanding competitive conditions and sharing knowledge of therapeutic practices within the ecosystem.
      • Engage customers through a variety of virtual or digital tools and direct customers to other colleagues (e.g., CSL) on demand; close the loop on customer requests ensuring that they have been met and ask for feedback on quality of engagement.
        • Conduct complex issue resolution for customers by effectively communicating with both customer and appropriate company colleagues.
        • Facilitate speaker programs; organize local provider groups for peer-to-peer product education and clinical experience with local/regional leaders. Qualifications - Preferred
          • Bachelor's degree: Scientific or clinical degree.
            • Previous cross-functional industry experience in commercial life sciences (pharma or biotechnology) or related industry engaging with key healthcare ecosystem players (e.g., payers, health systems), is preferred
              • Demonstrated ability in coaching, training, and/or mentoring peers or others as assigned; helping such others to better meet or exceed their goals, targets and other responsibilities
              • 5 or more years' experience working in a sales role with HCPs, ideally representing multiple products and working across a complex healthcare system environment
                • Experience leading teams (trying to expand to include DM's)
                • Clinical nurse or Advanced Practice Nurse (APN) experience highly valued
                • The ability to work in an ambiguous environment undergoing transformation is a strong plus
                • Proven track record for consistently meeting or exceeding financial and/or other quantitative targets, as well as qualitative goals
                • Self-starter: ability to seek out relevant information, prioritize, and apply information to solve complex problems in the ecosystem
                • Ability to assimilate and communicate complex clinical and product information
                • Knowledge of and ability to successfully addressing operational issues in the delivery of healthcare products to patients, such as reimbursement and supply
                • Strong understanding of industry legal, regulatory, and compliance landscape #LI-Remote

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