Executive Director, Managed Markets

Overview

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

This highly visible executive leadership position oversees Otsuka’s U.S. Managed Markets organization and is accountable for translating enterprise and Market Access strategy into disciplined execution across commercial, government, and emerging healthcare channels. The role leads a complex organization of approximately 25 professionals and works closely with alliance partners and internal matrix teams to advance patient access and commercial performance.

Otsuka is transforming the way it engages with customers. We are seeking a strategic, commercially focused leader who can shape long-term account strategy, guide contracting and investment decisions, and build the organizational capabilities required to support an expanding portfolio in behavioral health and rare disease.

The successful candidate will combine deep payer expertise, enterprise leadership, financial stewardship, and a commitment to Otsuka’s mission of defying limitation so that others can too.

Job Description:

The Executive Director, Managed Markets leads Otsuka's U.S. payer account organization across commercial, government, and healthcare channels, translating enterprise and Market Access strategies into effective account plans and customer engagement approaches. The role is accountable for delivering payer access objectives, supporting contracting and financial goals, and leading a high-performing organization focused on maximizing access for both in-line and future launch brands. Working closely with cross-functional stakeholders, this leader drives execution of strategic priorities, provides market insights that inform business decisions, and helps position the organization for long-term success in an evolving healthcare environment.

RELATIONSHIPS:

The Executive Director, Managed Markets reports to the Vice President, Market Access. Key internal relationships and collaborative partners include Business Unit leadership, Market Access Marketing, Sales, Government Affairs, Training, Pricing & Contracting, Medical Affairs, HEOR, Legal, Compliance, and Public Affairs and Policy. External relationships include senior executives across payer and customer segments, key trade organizations such as PCMA, Asembia, and AMCP, and stakeholders within emerging channels.

ESSENTIAL FUNCTIONS:

Organizational Leadership & Talent

• Lead a Managed Markets organization of approximately 25 professionals across National, Regional, and Federal payer account management, ensuring the organization has the capabilities required to support an increasingly complex portfolio.

• Translate Market Access strategy into execution across National, Regional, and Federal payer channels, establishing priorities and ensuring consistent execution while adapting to evolving market dynamics, customer needs, and portfolio priorities.

• Drive business performance and execute plans to achieve access and commercial objectives

• Create a culture of accountability by deploying aligned and motivating incentive compensation plans for the National and Regional Account Teams

• Partner with Market Access Marketing and Market Access Training to ensure all team members have adequate and appropriate training plans in place to successfully capitalize on evolving market opportunities

• Ensure that reporting personnel have completed and updated individual development plans with progress towards annual goals and measurements that are consistent with the priorities of Market Access

• Utilize quarterly reviews and feedback to ensure work is focused on these priorities and ensure team members understand the level of accountability for the results and measurement process

Payer Strategy & Account Leadership

• Establish and maintain strategic relationships with key payer stakeholders to secure and maintain access for brands and deliver landscape insights to internal stakeholders

• Anticipate and evaluate trends and changes within the healthcare landscape to create business planning processes that align with Enterprise Strategy and deliver targeted access and GTN goals

• Collaborate with the Home Office Matrix Team in assessing customer behavioral trends, market conditions, and changes in formulary/medical policy techniques that have immediate and longer-term implications on the business

Contracting & Financial Performance

• Execute on contracting objectives through sustained account management collaborations between OAPI (all internal stakeholders), payers, PBMs, Medicaid, Employers, and Market Access Marketing along with any emerging stakeholders in a complex environment

• Ensure the National and Regional Account teams facilitate all stages of the contract management processes beginning with the Contract Proposal Request and resulting in contract execution with customers

• Partner with Market Access Marketing, Payer Analytics, and Finance to continually analyze brand performance, market share trends, contract effectiveness, gross-to-net impact, and return on payer investments within the payor/PBM and downstream clients

• Support achievement of payer access, contracting, and financial objectives across a portfolio representing approximately $7 billion in gross revenue and $4 billion in net revenue, ensuring access investments and contracting decisions appropriately balance patient access, revenue, gross-to-net performance, and long-term enterprise value.

• Responsible for the achievement of access, contracting, volume, and revenue goals

• Ensure coordinated negotiation strategy with consistent and clearly defined approach

• Lead execution of customer negotiation strategies in partnership with Pricing & Contracting and Market Access leadership

• Manage budgets and resources within area of responsibility

Market Access Execution & Portfolio Support

• Serve as key contributor to the development and execution of Market Access strategies for all in-line and future pipeline brands

• Develop team capabilities needed to support current and future portfolio needs

• Identify and execute opportunities to improve payer access and business performance across all customer segments while ensuring that quality and business ethics are consistently maintained

• Partner with Sales, Brand, Market Access Marketing, and account teams to translate access and coverage improvements into effective pull-through and sustainable commercial performance.

• Provide market access insights to aid in Business Development, HEOR, and market research

• Contribute U.S. market access insights to support global and pipeline planning

Cross-Functional & Enterprise Leadership

• Serve as a key contributor to payer strategy, contracting, access, and business-planning decisions.

• Serve as a senior member of the U.S. Market Access Leadership Team, contributing to functional strategy, business priorities, organizational decisions, and cross-functional execution.

• Represent Managed Markets on cross-functional project teams, launch teams, and governance forums.

• Recommend priorities and resource needs to support achievement of access and commercial objectives.

• Contribute to planning, budgeting, forecasting, and resource allocation processes for Managed Markets

• Ensure the market access team remains compliant by following all Otsuka policies and procedures

Qualifications / Required Knowledge, Experience, and Skills:

• Demonstrated expertise in payer markets, including all major payer segments, payer operations, financial drivers and budgets, formulary access management, coverage decision processes, and utilization management.

• Bachelor’s degree and 15+ years of Market Access experience, including significant people leadership responsibility.

• Proven track record operating at a senior executive level and capably leading a Managed Markets team

• Deep understanding of US payer market dynamics, including public, private, and healthcare reform-related channels and their implications on broader business considerations

• Experience of successfully managing and leading through difficult problems

• Proven track record of positive and sustained sales results, including new product launches
• Ability to lead by example, attract and develop talent, strengthen internal and external partnerships, and create a culture of collaboration and high performing teams that fosters open communication, constructive feedback, and organizational flexibility
• Strategic thinking and problem-solving skills with demonstrated ability to successfully lead in a changing environment
• Creativity and resilience in problem solving with a perseverant, hands-on work ethic to implement and accomplish performance goals and targets in an evolving business environment
• Comfort with uncertainty and the ability to exercise sound judgment and determine appropriate action where precedent may not exist
• Operate with a mindset toward innovation and non-traditional market access approaches as necessary to meet company goals while operating within corporate business practices
• Strong cross-functional leader and communicator

• Strong strategic and business analysis and negotiation skills

• Hands-on experience in pricing negotiations strongly preferred

• Clear understanding of how to best put patients’ needs first while also achieving commercial and business objectives

PHYSICAL REQUIREMENTS:

• 50-75% overnight travel required

• Candidates may live anywhere in US but should have easy access to a Hub airport

Educational Qualifications:

Bachelor’s degree or Advanced degree (MBA or related scientific 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.

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.

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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 EEAccommodations@otsuka-us.com.

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About Us

Otsuka Pharmaceutical Co., Ltd. is a global healthcare company with the corporate philosophy: “Otsuka–people creating new products for better health worldwide.” In the U.S., Otsuka is comprised of two companies, Otsuka America Pharmaceutical, Inc., and Otsuka Pharmaceutical Development & Commercialization, Inc., that share a deep commitment to the development and commercialization of innovative products in the spaces of neuroscience, nephrology, and digital medicine.