Proven track record in project management and achieving results.
5+ years of sales experience in biotech preferred.
Experience in field education and training initiatives preferred.
Familiarity with pharmaceutical sales systems (ACTO, Veeva, iEngage) preferred.
Responsibilities
Partner with stakeholders to enhance training curriculums for product knowledge and sales techniques.
Optimize post-new hire training with specific timelines and deliverables.
Enhance sales strategy in collaboration with sales leadership and cross-functional partners.
Assess current skillsets and identify gaps through performance analysis.
Conduct live and virtual training sessions for commercial roles.
Develop engaging training materials, including case studies and e-learning modules.
Monitor sales team performance through coaching and field observations.
Benefits
401(k) with company contributions.
Group medical, dental, and vision coverage.
Life and disability insurance.
Short- and long-term disability insurance.
Flexible spending accounts.
Parental leave and paid time off.
Discretionary winter shutdown and well-being allowance.
Full Job Description
Title: Associate Director, Commercial Training, Neuroscience Business Unit
Company: Ipsen Biopharmaceuticals Inc.
Job Description:
Summary
The Associate Director, Commercial Training, Neuroscience, is responsible for the development of all product, disease state and competitive landscape training for all field personnel for the training of the Neuroscience Portfolio. This role will ensure that all customer-facing employees and Ipsen employees are equipped with the necessary knowledge and skills to drive growth. The development of new training strategies will be aligned with overall business objectives to drive consistent sales performance across the Neuroscience Business Unit. This candidate must have strong leadership skills with the capability to partner cross-functionally to drive change and improvement.
Main Responsibilities
Strategic Training Development:
Partner with key stakeholders to enhance training curriculums, including, but not limited to, product knowledge, sales techniques, objection handling, customer relationship building, resource implementation, and market trends.
Optimize "post" new hire training that ensures appropriate follow-up from the training team and Field Sales Trainers. This will outline specific timelines and deliverables to ensure progress and pull through following onboarding.
Enhance the sales strategy in partnership with sales leadership, the brand, and cross-functional partners.
Assess the current skillset and identify gaps through performance analysis, RBD feedback, field teams and cross-functional business partners.
Training Delivery and Facilitation:
Conduct live and virtual training sessions to sales / leadership and all commercial customer-facing roles to improve capabilities
Develop engaging, real world training materials, including, case studies, KTL presentations, role-playing scenarios, and e-learning modules. Achieve leadership expectations through partnership with cross-functional teams on the brand strategies and BU needs
Develop an advanced training plan for our Neuroscience Specialty Representatives (NSRs) across levels, Regional Business Directors (RBDs) for development and leadership opportunities
Ensure high quality curriculums and deliverables rolled out to field teams, with appropriate follow through
Continue to establish and elevate Neuroscience Academy by identifying the needs in the field and the execution of deliverables to create a robust training plan built around key events and milestones
Performance Coaching and Evaluation:
Monitor sales teams' performance through regular coaching sessions and field observations to identify areas for improvement
Frequent time in the field to further evaluate field effectiveness, identifying gaps and collect insights on real world usage of promotional materials to identify additional training needs or opportunities for improved resources
Provide individual feedback and targeted coaching to enhance selling skills, elevate messaging and strategic pull through
Monitor sales teams' performance through regular coaching sessions and field observations to identify areas for improvement
Frequent time in the field to further evaluate field effectiveness, identifying gaps and collect insights on real world usage of promotional materials to identify additional training needs or opportunities for improved resources
Provide individual feedback and targeted coaching to enhance selling skills, elevate messaging and strategic pull through
Behavioural Competencies Required
Customer (& Patient) Focus: Building strong customer/patient relationships and delivering customer-centric solutions
Displays and echoes the "patients' voice" through all touchpoints;
Understands and integrates the patient ecosystem view;
Ensures we set and shape our "sight" on what matters for patients and society
Business Insights: Applying knowledge of business and the marketplace to advance the organization's goals
Makes decisions based on data, facts, and figures, and considers different perspectives and the patients' voice;
Able to translate to objectives and setting the bar
Excellence in execution: Planning and prioritizing work to meet commitments aligned with organizational goals and consistently achieving results, even under tough circumstances
Approaches priority setting and setting the stage through the lens of execution;
Establishes clarity about the goals, accountabilities, timelines, and next steps; can identify/spot opportunities for real impact on patient and society;
Able to be focused and performance-driven with clear KPIs;
Displays a commitment to best practice sharing and setting;
Communicates Effectively: Developing and delivering multi-mode communications that convey a clear understanding of the unique needs of different audiences
Asks open questions and digs deeper; shows care and respect for different perspectives (both verbally and non-verbally) and able to relate to other points of view;
Communicates transparently, "tells it how it is" while keeping the communication respectful;
Builds clear and crisp messages with structure and focus, uses visual communication and storytelling to make the message easy to digest and connect with the outcomes.
Influences: Using compelling arguments to gain support and commitment of others, and anticipating and balancing the needs of multiple stakeholders
Listens and observes actively (paraphrases, summarizes, uses body language) and reflects on what was said, builds on what others are saying;
Gets insights on objectives of other stakeholders and is able to identify common interests;
Able to embark internal and/or external stakeholders without hierarchical relationships
Knowledge & Experience
BA/BS degree required. Advanced degree (e.g. MBA) a plus
A Minimum of 3 years of pharma/biotech industry experience
Strong facilitation & presentation skills
Demonstrated consistent track record of success in project management and producing results as a team and/or individual contributor
Sales experience in biotech for min 5 years preferred
Experience partnering with internal teams on field education & training initiatives preferred
Knowledge of pharmaceutical systems used for sales execution & implementation is strongly preferred (ACTO, Veeva, iEngage) is preferred
Experience with toxins, buy and bill products, migraine prevention and/or movement disorders is preferred
The annual base salary range for this position is $145,000 - $210,000. This job is eligible to participate in our short-term incentives program. At Ipsen we are proud to offer a comprehensive employee benefits package, including 401(k) with company contributions, group medical, dental and vision coverage, life and disability insurance, short- and long-term disability insurance, as well as flexible spending accounts. Ipsen also provides parental leave, paid time off, a discretionary winter shutdown, well-being allowance, commuter benefits, and much more. The pay range displayed above is the range of base pay compensation within which Ipsen expects to pay for this role at the time of this posting. Individual compensation within this range depends on a variety of factors, including, but not limited to, prior education and experience, job-related knowledge and demonstrated skills.
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