Regional Business Director, Liver, Mid-Atlantic

Title:

Regional Business Director, Liver, Mid-Atlantic

Company:

Ipsen Biopharmaceuticals Inc.

Job Description:

The Regional Business Director, Liver, Northeast is responsible for leading the Rare Disease commercial field force within the Mid-Atlantic territory. This territory includes NY state (outside of Manhattan and Long Island), NJ and the eastern part of PA (Philly area).

The RBD will be responsible for the development and implementation of a thorough regional business plan to successfully accelerate the performance of Bylvay in the Progressive Familial Intrahepatic Cholestasis (PFIC) and Alagille Syndrome (ALGS) indications, and IQVIRO in Primary Biliary Cholangitis (PBC).

The RBD will develop the business plan for the Northeast and implement national sales strategies and programs. The RBD will focus the team on delivering high impact opportunities by identifying issues and implementing customer-specific approaches based upon their needs and preferences; the RBD will accomplish this by using robust analytical rigor to frame situations, establishing relationships with key customers and opinion leaders to incorporate new perspectives and ideas.

The RBD is accountable for assessing the current business environment and practice models in each of their accounts to develop and maintain key partnering relationships internally through a matrix team and externally with key accounts and key opinion leaders to achieve short and long-term objectives, which are critical to both sales and marketing objectives. The RBD will manage a team of 7 Clinical Science Specialists across the region.

Main Responsibilities & Job Expectations

• Lead the Mid-Atlantic Rare Disease sales force activities including recruiting, hiring, training, development, performance evaluation of your direct reports (team of Clinical Science Specialists)
• Responsible along with the team of CSSs, for assessing current business practices in each target account across the region, and assess best ways to compliantly build key partnering relationships
• Leverage internal cross-functional resources, such as Medical, Patient Support Services, and Value & Access and partner with key thought leaders to develop a full understanding of referral pathways in each territory
• Build short- and long-term business plans to serve HCPs and patients and, consequently, drive performance growth
• Secure right prioritization and alignment of field activities with strategic initiatives
• Accountable for deployment of target approved promotional peer-to-peer programs
• Coach Clinical Science Specialists (CSSs) in line with Ipsen customer engagement model to drive sustained improvement in core sales competencies, including disease state and product knowledge as well as reimbursement/fulfillment skills, while ensuring compliance with Ipsen standards and policies
• Partner with members of the Value & Access team to develop appropriate business strategies that drive access to the brand and support brand objectives
• Partner with Patient Support Services to ensure compliant education of appropriate offices’ staff on access and reimbursement, and seamless appropriate patient access to product following Rx
• Partner with Business Operations to leverage data analytics to inform the field team and drive performance
• Build and sustain relationships with target Thought Leaders
• Systematically communicate market intelligence to brand teams and senior management
• Ensure frequent communication with direct manager and peers about plan progress for each territory, along with specific support needed
• Develop and deliver presentations to the organization overall and senior management, ensuring clear understanding across the organization of opportunities & challenges

Knowledge, Abilities & Experience

• BA/BS degree is required, an advanced degree would be a plus
• 10 years of sales/marketing experience within biopharma, with at least 5 years of sales leadership/management of rare disease products
• Extensive knowledge of US payer landscape along with factors that drive access and product pull-through
• Demonstrated leadership skills and a track record of delivering exceptional business results
• Multiple product launch experiences; in Rare Disease is a plus
• Familiar with trade relations, reimbursement environment, government programs, and managed care
• Superior presentation skills, outstanding communication skills including written and verbal
• Ability to tactfully handle various situations and make decisions in a professional and unbiased manner
• Significant experience with payer or integrated health systems and key account management
• Located within the defined Mid-Atlantic region with ability to travel, including overnights and weekends when required

Key Technical Competencies Required

• Proven ability to recruit, hire, and retain top sales talent while providing superior coaching skills that drive improvements in sales behaviors and staff development
• Possess superior presentation, organization, administrative, and communication skills with the ability to project a professional and polished impression
• Model only the highest level of professional behavior and ethics and live the Ipsen Values daily
• Ability to maintain composure and diplomacy when working under pressure, against deadlines, and in tenuous or ambiguous circumstances.
• Ability to tactfully handle various situations and make decisions in a professional and unbiased manner.

IPSEN is an equal opportunity employer that strictly prohibits unlawful discrimination. We recruit, employ, train, compensate, and promote without regard to an individual’s race, color, religion, gender, sexual orientation, gender identity/expression, national origin/ancestry, age, mental/physical disability, medical condition, marital status, veteran status, or any other characteristic protected by law.