Director, Field Strategy and Operations

Otsuka Pharmaceutical Co., Ltd.; Princeton (NJ); On-site; USD 186,000 - 279,000; Full time

Benefits offered by this job

Medical, dental, vision coverage

401(k) match

Tuition reimbursement

Paid time off & holidays

Disability insurance

Job summary

Otsuka America Pharmaceutical Inc. seeks a Director of Field Operations to lead field force activities across CNS and Nephrology, including territory sizing, speaker programs, samples, fleet, and compliance.

You will manage five direct reports and collaborate with cross-functional partners and field/home office leaders. The role requires 7–10 years in pharma field operations, strong leadership, and expertise in CRM and field reporting.

Qualifications

• 7–10 years pharmaceutical industry experience in sales/field operations or related consulting.
• Significant field operations design, development, and change management experience.
• Knowledge of samples/PDMA operations, speaker programs, fleet, and compliance reporting.
• Experience working with senior leadership and cross-functional stakeholders.
• Strong communication, problem solving, and collaboration skills.

Responsibilities

• Lead and oversee field operations supporting CNS and Nephrology commercial and medical teams.
• Manage territory alignment, speaker programs, sample management, and fleet operations.
• Direct reports management, vendor oversight, and cross-functional collaboration.
• Provide data-driven territory deployment analyses to leadership.
• Support quarterly alignment and call planning updates; drive operational improvements.

Skills

Field operations leadership

Territory alignment

Vendor management

Analytical thinking

Cross-functional collaboration

Communication skills

Education

Bachelor's degree

Advanced degree preferred

Tools

CRM software

Field reporting tools

Job description

About Otsuka

We defy limitation, so that others can too. In going above and beyond-under any circumstances-for patients, families, providers, and for each other. It's this deep-rooted dedication that drives us to uncover answers to complex, underserved medical needs, so that patients can push past the limitations of their disease and achieve more than they thought was possible each and every day.

About the Role

The Director of Field Operations will lead and oversee all aspects of field force operations supporting the CNS and Nephrology therapeutic areas with primary responsibilities to lead and manage field force territory alignment and structure, speaker bureau/promotional program operations and technology, Samples Management programs, Fleet, and Field Compliance reporting. This individual reports to the Executive Director of Marketing and Sales Operations and is part of leadership team. Management responsibilities include the management of five direct reports, their respective departmental teams, and vendor management responsibility for multiple vendors. This position will work extensively with cross-functional partners, key stakeholders and field and home office leaders.

Job Expectations/Responsibilities:

• Overall oversight and leadership of field operations enabling field-facing capabilities for commercial, market access, and medical affairs field teams.
• Serves as key point of contact for all sales and non-sales field leaders and teams including multiple business units, market access and medical affairs.
• Leads the field operations team to coordinate all relevant activities of the capabilities which includes sample management and compliance, territory sizing and alignment, speaker bureau/promotional programs, fleet, field on and offboarding, credentialing and other activities including business cards, etc.
• Lead strategic and tactical field-force sizing and territory alignments initiatives across commercial and field medical affairs. Provide accurate and in-depth territory deployment analyses to cross-functional leadership teams.
• Support sales force deployment initiatives that drive sales force effectiveness. Serves as overall project lead for all alignment projects working directly with field leadership, analytics, IT, HR, and other cross-functional teams. Responsible for reporting regular updates on alignment activities.
• Supports trimesterly alignment and call planning updates.
• Collaborate with business analytics and field force effectiveness to fulfill data analysis needs in support of key strategic sales force initiatives to ensure brand strategy is reflected in alignment design. Deliver fact-based recommendations on ways to improve territory deployment and increase overall sales force success in meeting business objectives.
• Collaborate with internal partners to execute business operations, while driving continuous improvements in field operations processes Ensures operational integration of processes with measurable impact on costs or revenues within the function.
• Develop processes for capturing, cataloging, analyzing, and disseminating key lessons learned from initiatives
• Lead a team of professionals and manages performance and talent management for the team. Coach, mentor, develop, and provide direction to direct reports.

Qualifications/ Required

Knowledge/ Experience and Skills:

• 7 - 10 years pharmaceutical industry experience in sales/field operations or similar consulting experience.
• Significant field force alignment design, development, implementation, communications, change management, and assessment experience.
• Strong working knowledge (direct experience preferred) of Samples/PDMA operations and sample programs, speaker bureau/promotional programs process and compliance/Pharma Code regulations, Fleet, and field compliance reporting.
• Solid understanding of field systems (i.e. CRM and field reporting) to support cross-functional understanding and operational effectiveness.
• Experience working with all levels of management and consulting with key business stakeholders. An ability to influence for greater outcomes
• Demonstrated ability to work effectively across key functions within Commercial (Sales, Marketing, Managed Markets, etc.) as well as other key functions that include but are not limited to IT, Finance, Compliance and HR
• Strong communication skills, being able to communicate clearly and concisely, both, orally and in writing and you possess strong critical thinking and active listening skills.
• Strong team player that has a customer service approach and is solution oriented.
• Attention to detail and the ability to work individually, within a multi-disciplinary team, as well as with external partners and vendors
• Proven ability to lead and coach others in a fast-paced, deadline-driven environment with a multi-discipline and multi-level team
• Professional, proactive demeanor
• Proficiency in Microsoft Office Suite (Excel, Outlook, PowerPoint, and Word)

Education/Experience

• Bachelor's degree required; Advanced degree preferred

Competencies

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 $186,489.00 - Maximum $278,875.00, plus incentive opportunity: The range shown represents a typical pay range or starting pay for individuals who are hired in the role to perform in the United States. Other elements may be used to determine actual pay such as the candidate's job experience, specific skills, and comparison to internal incumbents currently in role. Typically, actual pay will be positioned within the established range, rather than at its minimum or maximum. This information is provided to applicants in accordance with states and local laws.

Application Deadline

This will be posted for a minimum of 5 business days.

Company benefits:

Comprehensive medical, dental, vision, prescription drug coverage, company provided basic life, accidental death & dismemberment, short-term and long-term disability insurance, tuition reimbursement, student loan assistance, a generous 401(k) match, flexible time off, paid holidays, and paid leave programs as well as other company provided benefits.

Disclaimer:

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 [e-mail].

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.