Title:National Sales Director
Company:Ipsen Biopharmaceuticals Inc.
Job Description:Summary & Purpose of the PositionThe Neuroscience National Sales Director is a critical leadership role in Ipsen's growing Neuroscience franchise. The NSD is responsible for providing sales leadership in the commercialization of Ipsen's Neuroscience portfolio across all segments of the business and the entire US geography.
The NSD will be fully accountable for delivering successful results vs Ipsen sales expectations at the national level and will do so in close collaboration with multiple cross-functional partners including V&A (Reimbursement, Trade, Patient Support Services), Medical, Business Operations & Business Ethics.
The NSD will help the organization listen to the voice of our customers, understand executional challenges, identify customer questions, and take accountability to priorities & address them. The NSD will also provide clear direction, motivate the field team, build a healthy competitive environment among commercial field representatives, drive innovation & best practice sharing, and drive pragmatism with the goal to enhance our impact among appropriate customers and patients served.
Main Responsibilities & Technical CompetenciesThe NSD will be a critical member of the Neuroscience Leadership Team and will:
- Lead the development of a Neuroscience sales plan, inline & potential future launches, covering all states across the US market
- Build a best-in-class neuroscience sales organization, starting with seasoned first line managers
- Lead the field sales team's preparation & training for anticipated launches (indication / product)
- Drive demand uptake across the portfolio and long-term sales & profit goals
- Provide strategic direction to the Neuroscience Sales Leadership ensuring team goals are achieved; support the successful execution across approved therapeutic indications and Ipsen's strategic objectives
- Serve as strategic business partner across the several indications and brand teams providing real time market insights and solutions to achieve corporate objectives
- Lead cross functional field execution for Neuroscience to foster a collaborative environment, creating opportunities and enhancing the Neuroscience sales organization
- Lead a team of Regional Business Directors to implement sales force productivity initiatives including improving and evolving sales force competencies, design and execution of reward systems, sales force deployment strategies, customer relationship management, and talent development
- Lead prioritization of Thought Leader engagement in close collaboration with other functions
- Drive effective sales force execution, participating in the development of Go-To-Market strategies based on market dynamics and deep understanding of customer needs and preferences
- Develop a high-performance sales leadership organization and ensure the sales team has relevant current and future capabilities as well as long and short-term bench strength
- Partner with the marketing team in ensuring excellence in execution of all brand-related tactics
- Collaborate and coordinate with Marketing and Market Access teams to ensure alignment of messages and territory-specific tactics
- Partner with the Business Operations & Strategy team to ensure that field team's analytical and training needs are fully aligned and addressed for maximum impact
- Lead the Business and Account planning process. Develop and deliver Business status updates and reviews to executive leadership (e.g., NALT, NA President)
- Ensure timely and accurate execution of ad-hoc requests by executive leadership.
- Lead with clearly measurable indicators (Key Performance Indicators) to maximize clarity of direction, fairness while providing strategic direction, where necessary
- Oversee the effective communication process for the Neuroscience sales team
- Fully accountable for fostering a culture of compliance within the field force, e.g., winning within the allowed boundaries, by partnering early on and consistently with Regulatory, Legal, and Business Ethics
- Drive recognition and understanding of the changing healthcare landscape and strategically adapt the field organization to succeed in this environment
- Provide leadership, coaching and development to direct reports
- Support and help implement continuous process improvements across all US commercial functions
Knowledge & ExperienceKnowledge & Experience (essential):
- BA/BS degree required
- Minimum 15 years of sales experience within biopharma, with a minimum of 8-10 years of sales leadership experience
- Experience with injectable medications and both the buy and bill and specialty pharmacy fulfilment pathways
- Extensive knowledge of the payer landscape in the assigned region and the factors that drive access and product pull-through
- Familiar with trade relations, reimbursement environment, government programs, managed care, formulary and contract negotiation
- Significant experience with payer or integrated health systems and key account management
Knowledge & Experience (preferred):
- Advanced degree (e.g. MBA) a plus
- Experience in the branded preventive migraine market
- Diverse experience in strategic commercial leadership roles, including Marketing, V&A, and Business Operations
- Experience maximizing life cycle management of different brands (i.e., launch experience, late cycle execution)
The annual base salary range for this position is $166,000 - $245,000.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. 
