Regional Business Director, Liver, Southwest

Ipsen•Denver, TX

About The Position

The Regional Business Director, Liver, Southwest leads Ipsen’s Rare Disease commercial field force across Texas, New Mexico, Colorado, Arizona, and Southern Nevada. The role is responsible for advancing Ipsen’s goal of being recognized by the relevant healthcare professional community as the “Liver company.” This includes developing and implementing a regional business plan to accelerate performance for Bylvay in Progressive Familial Intrahepatic Cholestasis (PFIC) and Alagille Syndrome (ALGS), and IQVIRO in Primary Biliary Cholangitis (PBC), while implementing national sales strategies and programs. The director focuses the team on high-impact opportunities by assessing account environments and practice models, using analytics to identify issues, and tailoring compliant customer approaches to needs and preferences. The role builds internal matrix partnerships and external relationships with key accounts, healthcare professionals, and opinion leaders to achieve short- and long-term sales and marketing objectives. The director also recruits, develops, coaches, and evaluates a team of Clinical Science Specialists (CSSs), coordinates with cross-functional partners, and communicates market intelligence, progress, opportunities, challenges, and support needs to relevant stakeholders and senior management. A BA/BS degree is required; an advanced degree is a plus. The annual base salary range is $165,750–$245,000, and the role is eligible for the short-term incentives program. Ipsen offers a comprehensive benefits package.

Requirements

At least 10 years of sales or marketing experience within biopharma.
At least 5 years of sales leadership or management experience involving rare disease products.
Extensive knowledge of the U.S. payer landscape and factors driving access and product pull-through.
Demonstrated leadership skills and a track record of delivering exceptional business results.
Familiarity with trade relations, reimbursement environments, government programs, and managed care.
Superior presentation skills and outstanding written and verbal communication skills.
Ability to handle situations tactfully and make decisions professionally and without bias.
Significant experience with payers or integrated health systems and key account management.
Proven ability to recruit, hire, and retain top sales talent and provide coaching that improves sales behaviors and staff development.
Ability to maintain composure and diplomacy under pressure, against deadlines, and in ambiguous or difficult circumstances.
BA/BS degree.

Nice To Haves

Multiple product launch experiences; experience in Rare Disease is a plus.
An advanced degree.

Responsibilities

Lead Southwest Rare Disease sales force activities, including recruiting, hiring, training, developing, and evaluating Clinical Science Specialists (CSSs).
Work with CSSs to assess business practices in target accounts and identify compliant ways to build key partnering relationships.
Leverage Medical, Patient Support Services, Value & Access, and other internal resources, and partner with thought leaders to understand referral pathways in each territory.
Build short- and long-term business plans to serve healthcare professionals and patients and drive performance growth.
Prioritize and align field activities with strategic initiatives.
Oversee deployment of approved promotional peer-to-peer programs.
Coach CSSs using Ipsen’s customer engagement model to improve sales competencies, disease-state and product knowledge, reimbursement and fulfilment skills, and staff development while ensuring compliance with company standards and policies.
Partner with Value & Access to develop business strategies that support brand objectives and access to the brand.
Partner with Patient Support Services to support compliant education of office staff about access and reimbursement and appropriate patient access following prescription.
Partner with Business Operations to use data analytics to inform the field team and drive performance.
Build and sustain relationships with target Thought Leader Liaisons.
Communicate market intelligence systematically to brand teams and senior management.
Keep the direct manager and peers informed about territory plan progress and specific support needs.
Develop and deliver presentations to the organization and senior management about business opportunities and challenges.