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Regional Business Director – Great Lakes Chicago United States,  


Posted on : 22 October 2017

Project Description

Position Summary: Intercept is a rapidly growing biopharmaceutical company headquarter in New York. Intercept s first product OCALIVA (obeticholic acid, a farnesoid X receptor (FXR) agonist) was approved on May 27th, 2016 for the treatment of primary biliary cholangitis (PBC) in combination with ursodeoxycholic acid (UDCA) in adults with an inadequate response to UDCA, or as monotherapy in adults unable to tolerate UDCA. In the U.S. OCALIVA has been launched for the use in PBC and we have a fully integrated team, including 45 Territory Business Managers, 6 Regional Business Directors, and 2 Training Directors supporting the full commercialization of the product. OCALIVA is also being evaluated in Phase 2 and Phase 3 trials in other liver diseases, such as Non-Alcoholic Steatohepatitis (NASH) and Primary Sclerosing Cholangitis (PSC). The Regional Business Director (RBD) is the leader of the sales team and is accountable for implementing and directing Intercept s regional sales objectives and for Intercept s regional product portfolio performance. The RBD is responsible for providing oversight and vision to the Territory Business Managers (TBMs) who report directly to them and follow guidance and direction passed down from the VP of Sales. This leadership role serves as an important link between the sales team for the commercial team and must exemplify and champion Intercept s culture and values. The position will require working collaboratively with all functions in the commercial organization and the ability to work in an evolving commercial model. This position covers the Great Lakes territory which includes Michigan, Ohio, Indiana, Illinois, Wisconsin, Idaho, and Minnesota. Core Accountabilities: The following are essential elements required of a candidate: " Ability to cultivate new business and to develop strategic partnerships " Build an effective and united sales team (sales, marketing, and key accounts) " Set Intercept up for success in the context of an evolving healthcare landscape by spearheading a key account strategy  this would involve: identifying top accounts critical for intercept long-term success, working with the VP of Sales to develop account specific strategic plans, and coordinating with the field to execute the plan in a unified manner " Guide sales organization to meet regional goal " Efficiently manage resources, timelines, and budget " Lead team of 8 to 10 Territory Business Managers (TBMS) with vision and direction through setting high standards of excellence " Accountable for Intercept s regional business generated from its product portfolio " Effectively understand complex customer networks, patient access issues, data sets and develop and execute plans that access patients in both rare disease and high incidence diseases. " Assess sales team business performance and needs and course correct if needed " Role-model and reinforce Intercept s core values (integrity, passion, collaboration, excellence, innovation) and commitment to high performance " Able to work collaboratively with a broad and cross-functional team " Communicate with other RBDs in best-practice sharing sessions and strategy development meetings " Act as a liaison for the sales force to the commercial team " Mentor and coach TBMs; including verbal and written feedback to improve performance " Able to lead a cross-functional team in implementing a product launch " Knowledge of scientific studies to ensure TBMs are able to support our stakeholders improve patient outcomes, ensure appropriate usage, and increase patient access " Effectively manage regional speaker plan " Able to work with market research and competitive intelligence to develop a deep understanding of customer needs and use this knowledge to shape business strategy " Responsible for comprehensive regional and territory level business plans that align to corporate strategy " Take responsibility national point assignments on key company initiatives Required Experience: " Minimum of 5 years sales leadership experience " 10 years of overall pharmaceutical/biotechnology commercial/sales experience " Graduate degree preferred, undergraduate degree required " Fluent in English; other languages advantageous Qualifications: " Ideal candidate has experience in sales management, brand management, and with key accounts/managed care " Proven track record in cultivating new business " Experience working on specialty product launches in these markets ideally encompassing orphan disease " Liver disease experience is desired

Locations

United States - Field

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