Director, Commercial Development & Professional Relations

Mallinckrodt Pharmaceuticals•Malvern, PA

9d•Onsite

About The Position

The Commercial Development Director will lead the team in the generation, implementation, and leading of specific strategies that deliver upon the Branded Pharmaceutical vision to become an elite Specialty Biopharmaceutical business. This role will be primarily responsible for developing a stronger environment of trust, partnerships, and relationships by acting as an accessible, responsive, and customer-focused consultant with large group practices, advanced practice providers, Residents, academic centers/fellowship programs, and scientific associations. There are several immediate areas of focus for this position specific to Dupuytren’s Contracture (DC) and Peyronie’s Disease (PD) and Plantar Fibromatosis (PFI): 1) building upon a strategic platform for large group practices in urology, hand surgery, and podiatry; 2) building customer-focused strategies for key medical meetings and Key Opinion Leader (KOL) engagement with Keenova’s commercial and medical leaders; 3) execution of strategy and project plan that cultivates relationships with teaching fellowships throughout the country; and 4) development of targeted channel materials that focus on needs based on the customer audience.

Requirements

10+ years related industry experience of which the most recent 5 years are in a sales management, Commercial Development, or patient access capacity (district or regional level).
Background should include a strong record of professional advancement and accomplishments in addition to experience in professional product/brand management.
Home office experience in a healthcare company preferred.
Experience within complex selling environments required (i.e., expensive therapies, reimbursement, etc.).
BA/BS in Business, Marketing, or Finance required, MBA preferred.
Demonstrated track record of successfully working with personnel in commercial, clinical, medical, legal and regulatory.
Experience in specialty therapeutics, including: urology, hand surgery products preferred.
Mastery of Buy & Bill processes, specialty pharmacy and institutional sales.
Knows the most influential customers in both urology, hand surgery and to a reasonable extent podiatry.
Understand the strategies for marketed products and US Pharma Business.
Thorough knowledge of the entire Keenova portfolio (Branded Specialty, Sterile Injectables, and Generics).
Expert knowledge of Regulatory, Compliance and Legal realities of the healthcare environment (external & internal).
Understand the process and procedures for MARC and the need to partner with legal for non-MARC initiatives.
Leadership – The successful candidate must be enthusiastic, people-focused leader who understands strategic orientations and is a highly ethical business executive with strong executive presence and presentation skills.
He/ she will have the skills and ability to quickly gain credibility and respect with both the internal and external constituents.
The successful candidate will bring organizational savvy to bear with strong coaching, leadership development and team building skills.
He/ she will lead by example to ensure a good and compliant working environment, possess strong influencing skills including the ability to delegate responsibility and motivate a team, while at the same time maintaining accountability for delivering upon commitments.
Driving Results – The successful candidate will have an accomplished track record in leading complex organizations.
History of success maintaining key relationships; demonstrated ability to drive strategic marketing solutions; demonstrated ability to drive demand; leading to sustained revenue and profitability for our product and other specialty businesses.
Building and Managing Relationships – The successful candidate will have comfort and experience interacting with key strategic partners: C-suite executive leaders, board members, customers as well as consultants instrumental in the research, development and commercial continuum that defines the operating complexity of the pharmaceutical industry.
Must have broad skill-set that facilitates clear communication and insights from external customers, while having the ability to clearly and succinctly translate to internal stakeholders the addressable business challenges.
Must have a strong presence for Keenova with customers by being a sought after resource for problem-solving and innovative solutions.
Ability to influence those over whom there is no immediate supervisory capacity to achieve objectives.
Results oriented, attention to detail, be accurate, and able to meet deadlines.
Ability to interface with key customers, accounts, physicians, pharmacists, industry contacts, and consultants, accomplish corporate objectives.
Ability to perform complex analyses of data and documents and understand marketing terminology.
Ability to develop business plans, create and manage budgets.
Strong understanding of marketing business processes and pharmaceutical regulatory requirements.
Experience working with field based sales force and managed care issues and trends, assessing product portfolio and commercial opportunities, developing and implementing business plans.
Strong project management skills, ability to manage multiple high priorities, identify resource needs, drive to completion, prepare reports, and evaluate results.
Excellent interpersonal, oral and written communication skills.
Highly proficient in presenting to various audiences.
Skilled in Microsoft Office applications (Word, PowerPoint, Excel).
Ability to travel frequently (estimated travel: 50%); overnights required.

Nice To Haves

Home office experience in a healthcare company preferred.
MBA preferred.
Experience in specialty therapeutics, including: urology, hand surgery products preferred.

Responsibilities

Leads development of opportunities within both community based and academic based practices, hand surgery groups, and the most influential therapeutic experts for XIALFLEX PD and DC business.
Immediately sets forward a plan to increase Keenova’s presence at key congresses.
In collaboration with both the Sr. Director Commercial Development and the marketing leaders, establish key activities to appropriately allocate resources specific to strategies that support the brands key initiatives and ultimately drive business within these customer segments.
Secure and analyze relevant information, knowledge of region, market intelligence, environmental factors and political landscape, to identify key issues and commits to action after developing alternative solutions that take into consideration strategic objectives, resource constraints, and organizational values.
Identify key medical meetings and conferences that target elevating Keenova’s presence with Urologists, Hand Surgeons, Podiatrists and Pediatric Endocrinologists & nurses.
Develop an annual plan outlining the types of resources, interfaces and exposure required for Keenova to increase its commitment to customers.
In collaboration with the brand marketing team, this leader will develop, drive and target the most important medical meetings. Including, being opportunistic on new medical societies that align with strategy.
Identify and interface with key hand and urology fellowship programs, establishing a relationship that opens the dialogue on medical content, positioning of our products in teaching curriculum, and tracking of new fellow graduates to practices across the U.S.
Develop marketing tools targeted by the needs of each customer channel. Materials will be approved and developed as identified opportunities arise.
Accountable for developing promotional materials that go through the MARC process to be utilized in selling situations with key customers.
Deliver on access and increased relationships with key accounts.
A clear strategy for the development of fellowship and APP programs.
A playbook/game plan for priority medical meetings.