Pharmaceutical Sales - Neuroscience Long Term Care (LTC) Specialist - Baltimore, MD

Otsuka Pharmaceutical Companies (U.S.); Baltimore (MD); On-site; USD 116,000 - 167,000; Full time

Benefits offered by this job

Medical insurance

Dental/vision insurance

Life insurance

Tuition reimbursement

401(k) match

Paid time off

Job summary

Otsuka America Pharmaceutical Inc. seeks a Neuroscience LTC Specialist to engage healthcare providers and long-term care facilities both in person and digitally. You will coordinate speaker programs, build strategic relationships, and share market insights to shape local strategy.

The role requires deep LTC regulatory understanding and strong communication with decision-makers. The position focuses on positioning solutions for LTC residents, with a focus on local payer considerations, formulary

Qualifications

• 2+ years of pharmaceutical or medical device sales experience.
• Must reside within a commutable distance of 50 miles from the primary city in the sales territory.
• Experience in pharmaceutical sales, healthcare management, or related field; LTC sector or healthcare providers experience is advantageous.
• Minimum of 4 years of experience in a sales role with healthcare providers, ideally representing multiple products.
• Thorough understanding of LTC environment, regulatory requirements, and clinical needs of LTC residents.
• Proven ability to build and maintain strategic relationships with key LTC stakeholders.
• Ability to thrive in an ambiguous environment undergoing transformation.
• Proven track record in coaching, training, and mentoring peers or others.
• Excellent verbal and written communication skills to engage with healthcare providers and decision-makers.
• Commitment to ethical business practices and regulatory compliance.

Responsibilities

• Understand LTC environment, regulatory requirements, and resident needs to position valuable solutions.
• Identify and cultivate relationships with LTC facility decision-makers such as administrators, directors of nursing, and pharmacy managers.
• Develop tailored communication and sales strategies aligned with LTC facilities' priorities and operations.
• Provide on-label information in compliance with regulations and approved materials.
• Address payer coverage, co-pay options, prior authorization, formulary placement, and access expectations for products.
• Offer guidance on patient care, system protocols, and standard care guidelines.
• Engage customers using virtual or digital tools, including webinars and online platforms.

Skills

Pharmaceutical sales

HCP engagement

Relationship building

Communication skills

Regulatory understanding

Education

Bachelor's degree or higher

Job description

Job Summary

Otsuka America Pharmaceutical Inc. is a global healthcare company with the corporate philosophy: “Otsuka-people creating new products for better health worldwide.” Otsuka researches, develops, manufactures and markets innovative products, with a focus on pharmaceutical products to meet unmet medical needs and nutraceutical products for the maintenance of everyday health.

In Otsuka's evolved customer engagement model, a Neuroscience LTC Specialist will engage HCPs through a variety of in-person, virtual and digital tools, offering expanded expertise regarding products and the approved conditions they treat. The Neuroscience LTC Specialist will report directly to the respective Area Business Lead coordinating with other local Neuroscience Specialists and cross functional colleagues in Medical Affairs (MSLs) and Market Access (RAMs) under appropriate guardrails. You will serve as the primary point of contact for long-term care accounts and healthcare providers (HCPs). Additionally, you'll coordinate speaker programs, organize local provider groups for discussions, and share opportunities and feedback with the Area Business Lead. This includes providing valuable local market insights to help shape local strategy and team objectives.

Position Overview

This position requires a deep understanding of regulatory requirements, operational challenges, and the distinct clinical and quality-of-life needs of LTC (Long Term Care) residents. The specialist will effectively position solutions that add value to LTC facilities and foster strategic relationships with key decision-makers.

Key Responsibilities

• Demonstrate a comprehensive understanding of the LTC environment, including regulatory requirements, operational challenges, and the specific needs of residents. Use this knowledge to effectively position solutions that add value to LTC facilities.
• Identify and cultivate strategic relationships with key decision-makers within LTC facilities, such as administrators, directors of nursing, and pharmacy managers. These stakeholders directly influence purchasing and treatment decisions and can provide critical insights into each facility’s goals and pain points.
• Develop and execute tailored communication and sales strategies that align with the unique priorities of each LTC facility. Ensure your approach speaks directly to their operational demands, patient outcomes, and compliance objectives.
• Provide detailed, on-label information that aligns with the product label, including handling complex on-label details in accordance with approved materials. Ensure compliance with regulatory standards and provide clear, accurate information to healthcare providers.
• Address key aspects of product access, such as local market payor coverage, co-pay options, prior authorization requirements, formulary placement, and availability expectations. This information helps healthcare providers understand how patients can access the products and what financial considerations may be involved.
• Offer established guidance on patient care, including system protocols, standard of care guidelines, discharge protocols, and published expert opinions. This information supports healthcare providers in delivering high-quality care and ensures they are informed about the latest best practices and recommendations.
• Utilize a range of virtual or digital tools to engage customers personally. This can include webinars, virtual meetings, digital newsletters, and interactive online platforms. Personal engagement helps build strong relationships and foster trust and collaboration between the company and its customers.

Experience & Qualifications

• A minimum of 2 years of pharmaceutical or medical device sales experience.
• Must reside within a commutable distance of 50 miles from the primary city in the sales territory.
• Essential experience in pharmaceutical sales, healthcare management, or a related field. Experience within the long-term care (LTC) sector or with healthcare providers is highly advantageous.
• Minimum of 4 years of experience in a sales role with healthcare providers (HCPs), ideally representing multiple products.
• A thorough understanding of the LTC environment, including regulatory requirements, operational challenges, and the clinical needs of LTC residents.
• Proven ability to build and maintain strategic relationships with key stakeholders within LTC facilities.
• Ability to thrive in an ambiguous environment undergoing transformation.
• Proven track record in coaching, training, and mentoring peers or others.
• Excellent verbal and written communication skills to effectively convey complex information and engage with healthcare providers and decision-makers.
• Demonstrates a commitment to ethical business practices, an understanding of regulatory standards, and the ability to execute business activities in compliance with Company policies and guidance.

Key Sales Capabilities

• Territory Analysis / Business Planning
  • Uses competitive data and business reports to track progress and uncover opportunities, including sales data and promotional budget
  • Displays knowledge of territory and business conditions that impact sales results to establish near term priorities for his/her territory business plan
  • Responds compliantly to competitive threats and opportunities
  • Educates office staff on payer guidelines and reimbursement procedures to increase pull through
  • Effectively utilizes promotional materials
• Selling Skills, Engagement & Account Pull Through
  • Maintains ongoing awareness of internal support team resources available throughout the ecosystem and utilizes appropriately
  • Applies market and industry knowledge to overcome objections and influence prescribing habits during the total office call
  • Identifies territory professional groups to network and ensure access/exposure to potential key opinion leaders
  • Builds strong relationships with all key office/practice personnel and focuses on patient health in conversations with all staff members. Takes personal responsibility for follow-through and providing value to the accounts by providing accurate information in response to their needs
  • Delivers effective and balanced office calls and sales presentations utilizing the appropriate approved marketing materials and technical references (e.g. studies, package inserts, etc.) with clarity and confidence to help HCPs enhance patient outcomes; demonstrates competent product knowledge of own product and competition

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 $116,000.00 - Maximum $166,750.00, 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

Come discover more about Otsuka and our benefit offerings; https://ah-prod.com/multi/videoplayer/player.html?v=6385356920112.

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.