Regional Business Director, Liver, Southwest

Ipsen; San Marcos (TX); On-site; USD 166,000 - 245,000; Full time

Job summary

Ipsen is seeking a Regional Business Director for the Liver portfolio in the Southwest (TX, NM, CO, AZ, Southern NV). You will lead Rare Disease field teams, build regional business plans, and align cross-functional resources to accelerate Bylvay and IQVIRO access and performance in PFIC, ALGS, and PBC indications.

The role requires 10 years in biopharma with 5+ years in sales leadership, strong payer knowledge, and a track record of launches. A BA/BS is required.

Qualifications

• 10+ years in biopharma sales/marketing with rare disease focus.
• 5+ years in sales leadership/management roles.
• Strong knowledge of US payer landscape and access dynamics.
• Proven leadership, coaching and cross-functional collaboration.

Responsibilities

• Lead Southwest Rare Disease sales force, recruit and develop CSS talent.
• Assess and shape regional accounts for compliant key partnerships.
• Collaborate with Medical, Patient Support and Value & Access teams to map referral pathways.
• Build and execute short- and long-term regional business plans.
• Align field activities with strategic initiatives and drive performance.
• Develop and deploy promotional peer-to-peer programs while ensuring compliance.
• Coach CSSs to strengthen product knowledge and reimbursement skills.
• Partner with Access teams to enhance payer access for Ipsen brands.
• Drive market intelligence to brand teams and senior management.
• Communicate progress to leadership and request needed support.

Skills

Sales leadership

Rare disease

Payer landscape

People management

Strategic planning

Communication

Analytical thinking

Education

BA/BS degree

Job description

The Regional Business Director, Liver, Southwest is responsible for leading the Rare Disease commercial field force within the Southwest territory. This territory includes TX, NM, CO, AZ and Southern Nevada. The RBD will be responsible for materializing Ipsen’s vision of being recognized by the relevant HCP community as the “Liver company”. Responsibilities include the development and implementation of a thorough regional business plan to successfully 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 Southwest 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 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.

WHAT - Main Responsibilities

• Lead the Southwest Rare Disease sales force activities including recruiting, hiring, training, development, performance evaluation of the team of Clinical Science Specialists (CSS)
• Responsible along with the team of CSSs, for assessing current business practices in each target account across the region, and assess 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, consequently, 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 CSSs in line with Ipsen customer engagement model to drive sustained improvement in core sales competencies, including disease state and product knowledge as well as reimbursement/fulfilment 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 Leader Liaisons
• 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

HOW - Knowledge & Experience

• 10 years of sales/marketing experience within biopharma, with at least 5 years of sales leadership/management of rare disease products
• Extensive knowledge of U.S. 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
• Proven ability to recruit, hire, and retain top sales talent while providing superior coaching skills that drive improvements in sales behaviors and staff development
• Ability to maintain composure and diplomacy when working under pressure, against deadlines, and in tenuous or ambiguous circumstances
• Ability to tactfully handle various situations and make decisions in a professional and unbiased manner.

Education / Certifications

• BA/BS degree is required, an advanced degree would be a plus

Compensation

The annual base salary range for this position is $165,750 - $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.