Entrepreneurial Spirit, Rooted in Tradition. Mitsubishi Tanabe Pharma America, Inc. (MTPA) is a U.S. subsidiary of Mitsubishi Tanabe Pharma Corporation (MTPC) in Japan, which touts a storied reputation more than 300 years in the making. Our parent company - one of Japan’s most respected - is a research-driven pharmaceutical company that has tirelessly pursued medical breakthroughs with global reach. MTPC has discovered and produced several first-in-class medicines for serious diseases, including multiple sclerosis (MS), diabetes mellitus (DM), and amyotrophic lateral sclerosis (ALS) and Parkinson's (PD).

MTPA is rapidly expanding its operations across all functional areas. MTPA’s commitment to patients and their communities continues with a robust late-stage pipeline of investigational treatments for difficult-to-treat diseases and commercializing products with significant unmet medical needs in North American markets.  In the United States, MTPA launched rare diseases treatments including RADICAVA® (edaravone) injectables in 2017, EXSERVAN™ (riluzole) oral film in 2021, and RADICAVA® (edaravone) oral suspension in 2022.  The company handles research, clinical development, sales, marketing, medical affairs, and business development functions.  MTPA is dedicated to improving the treatment environment for those with debilitating diseases, researching on real-world evidence, and creating hope for all facing illness. 

The Director, National Sales will establish and execute a plan to meet and exceed sales expectations of edaravone (MCI-186), an innovative solution approved in Japan and granted Orphan Drug status by the FDA for patients suffering from Amyotrophic Lateral Sclerosis (ALS), and for future launch brands and product acquisitions. As part of a commercial organization, the incumbent will play a critical role in shaping the sales function and strategy.

The Director, National Sales will hire, develop, and lead the field sales organization and will work effectively within the broader team to ensure seamless alignment and execution of the broader organization goals and launch plan objectives.

The position will require 50% – 60% travel and must be based within 1 hour of a major airport.

• Develops, leads and executes a strategic launch plan with specific goals and targets. Collaborates with other key players to capture broad perspectives and ensure a cohesive approach.
• Recruit/build and manage a highly effective and motivated team of sales specialists and ensure that Mitsubishi Tanabe Pharma America is recognized as among the industry’s best.
• Creates a high-performance team environment based on alignment with common values and vision based on a foundation of trust and respect.
• Fosters ownership and accountability for achieving and/or exceeding individual and company goals and establishes open and honest communication with subordinates, peers, supervisor and senior leadership.
• Effectively coaches competencies of individual team members and applies appropriate coaching styles to develop “industry best in class” selling and account management skills and flawless execution of launch plan.
• Executes a coaching continuum plan for every field work session consistently concluding with a written Field Coaching Report which accurately and clearly communicates observed competency strengths and areas of development, business goals, drivers of success, opportunities and risks and an actionable plan to develop and enhance both competency and business growth drivers and holds sales specialist accountable for measurable progress.
• Continuously attracts, recruits and maintains top industry talent, minimizes regrettable turnover and ensures all vacancies are promptly filled.
• Consistently conducts business analysis, develops and maintains a current business plan, and contributes to the development of national launch business plans. Analyzes and assesses contract strategy and profitability.
• Maintains exceptional knowledge of the customer, related markets and disease states competitive products and the broader healthcare marketplace. Be the content expert for the Neurology specialty channel.
• Identifies and establishes strong personal relationships with key and emerging thought leaders, customers, influencers and networks and devotes the necessary amount of time to influence target HCPs to support the use of MTPA promoted products and establish MTPA as an industry partner of choice.
• Exercises fiscal control, manages expenses and allocates resources appropriately and pragmatically, consistent with written business plan to maximize business growth drivers, and return on investment. Implements necessary stop-loss investments and fully leverages and utilizes but does not exceed all allocated budgets and allocated resources.
• Attends and actively participates in and contributes to all sales and training meetings and completes all required responsibilities on time and by achieving established standards.
• Performs all Company business in accordance with all regulations (e.g., EEO, FDA, DEA, ASHA, PDMA, EPA, PhRMA, etc.) and Company policy and procedures. When violations are noted/observed they are to be immediately reported to management.
• Demonstrates high ethical and performance standards with all business contacts in order to maintain MTPA’s excellent reputation within the medical and pharmaceutical community.

• Bachelor’s Degree is required.
• Master’s degree is preferred.
• Minimum of 12 years of progressively responsible experience in pharmaceutical sales.
• Recent in-depth experience with: Orphan Drug launches; Specialty Pharmacy, Buy and Bill Process, Federal Accounts/VA and Home Infusion in the Neurology/CNS market.
• Minimum of 3 -5 years of direct management experience within Rare/Orphan Disease and a proven record of success against quantitative and qualitative goals.
• Prior product marketing/home office experience is preferred.
• In-depth understanding and existing customer relationships in the Neurology/CNS therapeutic area preferred
• Leads by example, displaying integrity, collaboration, accessibility, adaptability, sound judgment/decision making, and an entrepreneurial, solutions-oriented attitude. Recruit, hires, and coaches’ sales representatives to success.
• Demonstrates responsiveness, attention to detail, and follow-through coupled with ability to prioritize/multi-task effectively.
• Use analytical/strategic skills to synthesize complex information, distill critical insights to inform commercial assessments, and translate to tactical level.
• Outstanding business case development skills, financial acumen and budget management skills.
• Excellent written/verbal communication and presentation skills.
• Highly proficient in MS Office; skilled at using Excel to develop pharmaceutical product forecast models and quantitative analyses.
• Working knowledge and understanding of the Pharma industry, broad therapeutic areas/disease states, drugs/treatments, and related regulatory, commercialization and compliance requirements.
• Must be able to travel 50-60% domestically and internationally for business and project meetings as required.

Our Value Proposition:

Enjoy the fast-moving, entrepreneurial spirit more typically found in a small biotech, complemented by the benefits of a global pharmaceutical/chemical conglomerate.  At this time, Mitsubishi Tanabe Pharma offers our employees unparalleled opportunities for career success coupled with a supportive level of employee benefits.

MTP provides a competitive benefits package inclusive of Medical and Dental health benefits, short-term and long-term disability plans, Company Paid and Supplemental Life insurance and additional voluntary benefits such as Critical Illness Insurance, Accident Insurance, Legal Plan, and ID Theft Protection.  In addition, we provide a generous PTO policy based on tenure, commencing with 24 PTO days, pro-rated based on hire date.

The salary range for this position is $179,000 - $305,000. Factors such as scope and responsibilities of the position, candidate's work experience, education/training, job-related skills, internal peer equity, as well as market and business considerations may influence base pay offered. This salary may be subject to a geographic adjustment (according to a specific city and state and depending on the role), if an authorization is granted to work outside of the location listed in this posting.

This position is eligible to participate in the quarterly sales incentive plan in place at the time.  Specific information about the plan including eligibility rules and target, will be furnished upon hire.

This position is eligible to participate in our Long-Term Incentive (LTI) program.  Specific information about the plan including eligibility rules and target, will be furnished upon hire.