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Regional Business Director, Liver, Northeast

4 weeks ago

Providence, Rhode Island, United States Ipsen Full time

The Regional Business Director, Liver, Northeast is responsible for leading the commercial field force within the Northeast territory. This territory includes MA, CT, RI, VT, NH, ME, and NYC. The RBD will develop and implement a thorough regional business plan to 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 on 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 account 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.

Main Responsibilities & Job Expectations

  • Lead the Northeast Rare Disease sales force activities, including recruiting, hiring, training, development, and performance evaluation of direct reports (team of Clinical Science Specialists)
  • Responsible for assessing current business practices in each target account across the region and assessing 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 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's 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 the 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 Northeast region with ability to travel, including overnights and weekends when required