Title:Regional Business Director, Oncology, West
Company:Ipsen Biopharmaceuticals Inc.
Job Description:Summary & Purpose of the PositionAs the Regional Business Director (RBD), you will help build Ipsen's sales organization and will be responsible for leading the oncology sales force in the West region. You will be tasked with developing the business plan for the region and implement national sales strategies and programs to meet or exceed all assigned goals while maintaining compliance with Ipsen's Policies that govern field sales activity. Additionally, you will focus the team on delivering high impact opportunities by identifying issues and implementing customer specific approaches based upon their needs and preferences; you 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.
Your territory will include WA, OR, CA, and NV
Main Responsibilities - You will be accountable for building the business and market for Ipsen's portfolio of oncology products in the West region over time. You will also be 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. You will manage a budget and a team of 8-10 oncology focused sales representatives within the region to achieve short and long-term objectives.
- Detailed Essential Duties & Responsibilities:
- Lead the oncology sales force activities in the West region including: recruiting, hiring, training, development, performance evaluation, and compliance to Ipsen's corporate policies
- Meet or exceed the region's assigned sales targets and align field activities to the strategic initiatives of the brand
- Analyze the region's business and build short and long term business plans that meet/exceed sales goals and drive sales growth
- Set clear expectations and evaluate compliance to Ipsen's Regulatory Standards and Promotional Policies for all members in the region
- Coach sales representatives in line with Ipsen's sales model to drive sustained improvement in core sales competencies; including product and reimbursement/fulfillment skills sets
- Partner with members of the Value & Access team and Product Reimbursement Managers to develop appropriate business strategies that drive access to the brand and support the brand objectives
- Set clear expectations for utilization of approved promotional programs
- Communicate clear and compelling messages to varied audiences; insuring that message is appropriate and compliant.
- Superior presentation, organizational and administrative and skills
- Outstanding communication skills including written and verbal both in-person and via virtual channels (e.g. Zoom, Teams, WebEx, etc.)
- Ability to tactfully handle various situations and make decisions in a professional and unbiased manner.
- Maintain composure and diplomacy when working under pressure, deadlines, and tenuous or ambiguous circumstances.
- Knowledge of pharmaceutical systems used for sales execution & implementation is strongly preferred (ACTO, Veeva, iEngage)
Knowledge & Experience- BA/BS degree is required, an advanced degree would be a plus
- At least 10 years sales experience within the biopharmaceuticals industry
- At least 4 years of sales leadership/management of oncology products
- Extensive knowledge of the payer landscape in the Southeast region and the factors that drive access and product pull through
- Experience with injectable medications and both the buy and bill and specialty pharmacy fulfillment pathways
- Demonstrated leadership skills and a track record of delivering exceptional business results and launching new products
- 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
