Regional Business Director, Neuroscience, East

The Regional Business Director (RBD), Neuroscience will help build Ipsen’s sales organization and will lead the assigned region to meet or exceed all assigned goals while maintaining compliance with Ipsen’s Policies that govern field sales activity.

This RBD will develop the business plan for the East region (Maine to Florida, Alabama, southern Mississippi) 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 will be accountable for building the business and market for Ipsen’s portfolio of Neuroscience products in the assigned region area over time. 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 10 Neuroscience Specialty Representatives across the East region.

Main Responsibilities & Technical Competencies

• Lead the Neuroscience sales force activities within the East region, including recruiting, hiring, training, development, performance evaluation, and compliance with Ipsen’s corporate policies
• Responsible for meeting or exceeding the Region’s assigned sales targets and aligning field activities to the strategic initiatives of the brand
• Accountable for analyzing the Region’s business and building short- and long-term business plans that meet/exceed sales goals and drive sales growth
• Responsible for setting clear expectations and evaluating compliance with Ipsen’s Regulatory Standards and Promotional Policies for all members in their Region
• Coaching sales representatives in line with Ipsen’s sales model to drive sustained improvement in core sales competencies; this includes product as well as reimbursement/fulfillment skills
• 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
• Partner with Sales Operations to affect the data input and analysis of physician and other customer profile information to ensure appropriate resources are deployed within the region
• Responsible for allocating and managing the assign region’s budget.
• Build and sustain relationships with the region’s Key Opinion Leaders
• Establish and develop cross-functional partnerships and appropriately leverage Ipsen’s resources to achieve the region’s business objectives
• Set clear expectations for utilization of approved promotional programs
• Communicate competitive market intelligence to brand teams and management
• Develop local opinion leader relationships to achieve aligned objectives.
• Utilizes clinical information to appropriately and effectively address customer questions
• Communicate clear and compelling messages to varied audiences; ensuring that messaging is appropriate and compliant.
  
  

Education, Knowledge & Experience

• BA/BS degree is required; Advanced degree is a plus
• Minimum of 8 years sales experience within biopharma, with a minimum of 3 years of sales leadership experience for Neuroscience products
• Experience with injectable medications and both the buy and bill and specialty pharmacy fulfillment 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
• Live in the defined East region
  
  

The annual base salary range for this position is $188,100 - $235,000.

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.