Executive Director, CNS Sales, AAD & LTC

Title: Executive Director, CNS Sales AAD & LTC

Reports to: Vice President, CNS Sales Strategy

Job Summary

The Executive Director, CNS Sales AAD & LTC is responsible for leading the commercial strategy and execution for the AAD (Agitation Associated with Dementia due to Alzheimer's Disease) sales team. This role oversees a national field team, including Long-Term Care (LTC) Directors and Sr. Business Directors, ensuring a cohesive and high-impact approach to customer engagement across key healthcare ecosystems.

As a key member of the CNS Sales leadership team, this individual will develop and implement sales strategies, drive revenue growth, and collaborate cross-functionally to enhance market penetration and ensure strong commercial execution.

Key Responsibilities

Strategic Leadership & Sales Execution

• Lead the AAD sales team, including LTC Directors, ensuring national sales performance meets or exceeds goals.
• Develop and execute a strategic sales plan aligned with Otsuka’s broader CNS business objectives.
• Drive a customer-centric approach focused on delivering value to HCPs, LTC organizations, and healthcare systems.
• Partner with cross-functional teams (Medical, Market Access, Patient Access) to optimize field engagement and customer impact.
• Ensure alignment between AAD field teams and LTC Directors to enhance coordination in customer interactions and account management.

Team Development & Performance Management

• Recruit, develop, and retain top sales talent, fostering a culture of high performance and accountability.
• Provide coaching and leadership to drive execution excellence among regional and national field teams.
• Set clear performance objectives and metrics, ensuring accountability for individual and team goals.
•  Foster ongoing development opportunities for team members.
• Lead incentive and motivation strategies to drive engagement and sales success.

Market Strategy & Business Insights

• Analyze sales trends, market conditions, and competitive intelligence to inform strategy.
• Partner with Brand and Marketing teams to ensure field alignment with commercial campaigns.
• Utilize data analytics to drive targeting, segmentation, and resource allocation for optimized sales impact.
• Lead forecasting efforts for AAD, ensuring accuracy in demand planning and sales projections.

Cross-Functional Collaboration & Stakeholder Engagement

• Work closely with Market Access and Pricing & Contracting to ensure effective pull-through
• Partner with Medical Affairs and HEOR to equip field teams with evidence-based selling tools.
• Engage with key national and regional stakeholders, including LTC organizations, health systems, to improve access and adoption of AAD.
• Collaborate with Marketing and Customer Engagement Operations (CEOps), specifically Business Analysis and Field Force Effectiveness, to enhance field deployment strategies, optimize resource allocation, and improve sales team effectiveness.
• Ensure close collaboration with Leadership, providing regular updates on progress and opportunities

Compliance & Operational Excellence

• Ensure sales execution adheres to Otsuka’s compliance policies, regulatory guidelines, and industry best practices.
• Implement operational efficiencies and best practices to optimize sales team effectiveness.
• Establish and track KPIs and performance metrics, ensuring accountability and continuous improvement.

Qualifications

• Bachelor’s degree required; MBA or advanced degree preferred.
• 15+ years of experience in the pharmaceutical or biotech industry, with a strong track record in sales leadership.
• Experience in CNS, Psychiatry, Neurology, markets strongly preferred.
• Proven expertise in the Long-Term Care (LTC) market is required, including a deep understanding of LTC provider dynamics, reimbursement models, and institutional sales strategies.
• Proven success in leading national sales teams and driving revenue growth in a complex healthcare environment.
• Strong cross-functional collaboration skills, including experience working with Market Access, Medical Affairs, and Marketing.
• Exceptional leadership, coaching, and change management abilities.
• Ability to develop and execute national sales strategies while managing field execution at the regional level.

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 $245,454.00 - Maximum $381,110.00, plus incentive opportunity: The range shown represents a typical pay range or starting salary for candidates hired to perform the work. Other elements may be used to determine actual salary such as the candidate’s job experience, specific skills, and comparison to internal incumbents currently in role. This information is provided to applicants in accordance with states and local laws.

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://www.otsuka-us.com/careers-join-otsuka.

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