Key Accounts Long Term Care Pharmaceutical Sales - Cleveland East, OH

Avanir Pharmaceuticals

Avanir Pharmaceuticals

Sales & Business Development
United States
Posted on Tuesday, August 22, 2023

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.

The “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 bridge care gaps.

In Otsuka’s evolved customer engagement model, a Health Science Advisor (HSA) – PBA Key Accounts will engage HCPs in the healthcare organization setting, focused on larger accounts. These accounts could include large LTC accounts (i.e. prescriber groups, nursing home chains, regional pharmacies), and important groups treating patients with neurological conditions or traumatic brain injury through in-person, virtual and digital channels offering expanded expertise regarding PBA and the first and only approved therapy in the US for this condition.

Otsuka is driving customer engagement quality, accountability, and cohesion between patients and healthcare providers. Ultimately, it is all about putting customers at the center of everything we do.

The Health Science Advisor will report directly to the respective Ecosystem Lead, coordinating with HSA peers, cross-functional colleagues in Field Medical, Market Access, and Reimbursement Support under appropriate guardrails. This individual will serve as the main point of contact/connection to healthcare provider (HCP) and should have a wide breadth of expertise (e.g., able to address complex on-label information based on approved content).

Working with your Ecosystem Lead and Senior Business Director, the Key Account HSA will analyze sales and market trends to effectively identify business opportunities in your territory and develop and execute a territory specific business plan.

Job Description

A Key Account HSA conducts proactive outreach to HCPs on topics such as:

  • Product access: local market payor coverage and co-pay, prior authorization, formulary placement, and availability expectations

  • On-Label/Consistent-with-label Info: proactively share information that is on or consistent with the label, including confidently and skillfully handling complex on-label information consistent with approved materials provide product and disease state knowledge and effectively educate and engage healthcare professionals about product efficacy and safety profiles to support on-label prescribing for appropriate patients

  • 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)

In addition to the expectation of conducting proactive outreach, a Key Account HSA will ensure efficiencies and best practices in the following areas:

  • Customer engagement: Personally engage customers through a variety of virtual or digital tools and can direct customers to other colleagues (e.g., CSLs); closes the loop on customer requests, ensuring that they have been met and asking for feedback on quality of engagement

  • Account management: Implement account management strategies and execute sales force strategies and marketing plans effectively to meet or exceed sales objectives

  • Thought leadership: Facilitate speaker programs; organize local provider groups for discussions on experiences and outcomes with local/regional leaders

  • Business planning: Elevate opportunities and feedback to ecosystem lead, including local market insights to inform setting of local strategy and business goals; compliantly collaborate with ecosystem team to adjust targeting and call point plans and action on insights collected from customer-facing roles



  • Bachelor’s degree

  • Ability to cover assigned territory and attend ad hoc national/regional meetings

  • Valid driver’s license


  • Strong understanding of decision makers and influential stakeholders within a healthcare system and ability to convey product knowledge effectively to drive a positive impact on the business

  • Ability to convey product knowledge effectively to drive results

  • Proven track record for consistently meeting or exceeding financial and/or other quantitative targets, as well as qualitative goals

  • 4 or more years of experience in pharmaceutical sales role; including at least 1 year within healthcare accounts and/or LTC setting

  • 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 communicate complex clinical and product information

  • Ability to assess data and develop strategic plans in collaboration with your Ecosystem partners to achieve goals

  • Knowledge of and ability to successfully address operational issues in the delivery of healthcare products to patients, such as reimbursement and supply


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.

Come discover more about Otsuka and our benefit offerings;


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.

Statement Regarding Job Recruiting Fraud Scams

At Otsuka we take security and protection of your personal information very seriously. Please be aware individuals may approach you and falsely present themselves as our employees or representatives. They may use this false pretense to try to gain access to your personal information or acquire money from you by offering fictitious employment opportunities purportedly on our behalf.

Please understand, Otsuka will never ask for financial information of any kind or for payment of money during the job application process. We do not require any financial, credit card or bank account information and/or any payment of any kind to be considered for employment. We will also not offer you money to buy equipment, software, or for any other purpose during the job application process. If you are being asked to pay or offered money for equipment fees or some other application processing fee, even if claimed you will be reimbursed, this is not Otsuka. These claims are fraudulent and you are strongly advised to exercise caution when you receive such an offer of employment.

Otsuka will also never ask you to download a third-party application in order to communicate about a legitimate job opportunity. Scammers may also send offers or claims from a fake email address or from Yahoo, Gmail, Hotmail, etc, and not from an official Otsuka email address. Please take extra caution while examining such an email address, as the scammers may misspell an official Otsuka email address and use a slightly modified version duplicating letters.

To ensure that you are communicating about a legitimate job opportunity at Otsuka, please only deal directly with Otsuka through its official Otsuka Career website

Otsuka will not be held liable or responsible for any claims, losses, damages or expenses resulting from job recruiting scams. If you suspect a position is fraudulent, please contact Otsuka’s call center at: 800-363-5670. If you believe you are the victim of fraud resulting from a job recruiting scam, please contact the FBI through the Internet Crime Complaint Center at:, or your local authorities.