Regional Business Director Neurology

Ipsen; Orlando (FL); On-site; USD 198,000 - 230,000; Full time

Job summary

Ipsen in Orlando, FL is seeking a Regional Business Director - Neuroscience to lead and mentor Neuroscience sales representatives within a defined region. You will build the regional business plan, drive sales growth, and ensure compliance with corporate policies while aligning field activities to brand strategies.

The role requires 8+ years of biopharma sales experience with at least 3 years in neuroscience leadership, plus deep payer and contract knowledge.

Qualifications

• BA/BS degree required; MBA a plus.
• 8+ years sales experience in biopharma with at least 3 years in neuroscience sales leadership.
• Experience with injectable medications and buy-and-bill and specialty pharmacy pathways.
• Deep knowledge of payer landscape, managed care, and contract negotiation.

Responsibilities

• Lead the Neuroscience Sales force within the assigned region, including recruiting, hiring, training, development, performance evaluation and compliance with Ipsen’s policies.
• Analyze the Region’s business and build short- and long-term business plans to meet/exceed sales goals and drive growth.
• Ensure compliance with Ipsen’s Regulatory Standards and Promotional Policies.
• Coach NSRs to drive improvement in core sales competencies including product and reimbursement skills.
• Support NSRs’ development and career aspirations and conduct fair performance management.
• Partner with Value & Access and Regional Reimbursement to develop strategies that drive payer access and brand objectives.
• Collaborate with Business Operations to optimize data input and resource deployment in the region.
• Allocate and manage the region’s budget and build relationships with Key Thought Leaders.
• Develop cross-functional partnerships and leverage Ipsen’s resources to meet region objectives.
• Set expectations for use of approved promotional programs and communicate market intelligence to brand teams and management.
• Develop local opinion leader relationships to achieve aligned objectives.

Skills

Biopharma sales leadership

Neuroscience product sales

Payor landscape knowledge

Account management

Leadership experience

Education

Bachelor's degree

MBA preferred

Job description

Description

You provide the vision, set the pace and inspire success. In this direct hire opportunity as a Regional Business Director - Neuroscience, you will lead, coach, and manage Sales Representatives within a specific geographical area. 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. The Regional Business Director will develop the business plan for their geography 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 Neuroscience Specialty Representatives (NSRs) across the assigned region.

• Lead the Neuroscience sales force activities within the assigned 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
• Support their NSRs’ development and career aspirations
• Conduct appropriate, timely, and fair performance management
• Partner with members of the Value & Access team and Regional Reimbursement Managers to develop appropriate business strategies that drive access to the brand and support the brand objectives
• Partner with Business 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 their region’s budget
• Build and sustain relationships with the region’s Key Thought 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.
• Utilize clinical information to appropriately and effectively address customer questions.

Essential Requirements

• BA/BS degree required, Advanced degree (e.g. MBA) a plus
• 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 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
• Travel as requires for business needs

Desired Requirements

• Experience in preventive and or acute branded treatments for migraine
• Experience in the toxins market for therapeutic indications

The annual base salary range for this position is $198,000 - $230,000

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