Regional Business Director, Rare Disease

Basking Ridge, NJ, United States
Oct 16, 2019
Pharm Country
Required Education
Bachelors Degree
Position Type
Full time
Main responsibilities / job expectations
  • Drive the effective execution of marketing strategies and plans
  • Ensure annual sales objectives associated with assigned brands are achieved. This includes sales, share, and other quantitative and qualitative KPIs as determined in a periodic basis
  • Identify potential significant (+ or -) deviations as early as possible and provide management updates
  • Spend considerable time interacting with customers and observing, monitoring and coaching sales teams
  • Maintain effective and efficient cross-functional collaboration and alignment with marketing colleagues, managed care, reimbursement, business analytics, and others in and outside the Business Unit
  • Maintain effective and efficient collaboration with other Region Sales Directors, one of whom may act permanently or temporarily, as the lead for national coordination, performing additional administrative and coordination activities
  • Develop, recommend and manage Region plans and direct budgets (e.g. meetings, customer programs, travel, etc.) for assigned brands and geographies
  • When course correction is required recommend or make adjustments with a sense of urgency
  • Work with colleagues to seek and implement sales force effectiveness and productivity opportunities
  • Ensure a high-performance sales organization through effective hiring, training, development and coaching
  • Conduct regular and meaningful business reviews, performance assessments, and competency-development discussions with sales teams
  • Develop and deliver clear and comprehensive business reviews to management as required
  • Contribute to BU and company strategies based on robust knowledge of local healthcare and customer environment and trends
  • Coach and support the development of others
  • Act in full compliance with all laws, regulations and policies
  • Utilize only approved resources and messages to meet goals and targets

Functional Competencies (Knowledge/Skills/Abilities)

As a Director of Sales focused on Rare Diseases, the incumbent is expected to have, develop and apply the following functional competencies to a medium-to-advanced level of proficiency:
  • Market, Disease and Product Knowledge
  • Business Analytics and Insights
  • Customer Understanding
  • Operational Planning
  • Customer Engagement

Leadership Competencies

Anticipate when functional course correction is required and make adjustments with a sense of urgency
  • Respect each other and all our stakeholders
  • Empower others
  • Respect & be open to inclusion and diversity
  • Enable feedback and foster a speak-up culture
  • Embrace cross-team collaboration
  • Be transparent and share information

Ensure all sales budgets are met and collaborate with functional leadership to ensure financial objectives are met and resources reassigned if required
  • Be proactive in learning from each other and through experiences
  • Listen and be open to views and needs of all external stakeholders
  • Seek transformation through innovation
  • Innovate

Ensure sales teams are appropriately staffed and are continually developing as individuals and a team
  • Be accountable and responsible
  • Set clear expectations and prioritize
  • Be results and value driven, not task-oriented
  • Bring solutions
  • Seek continuous improvement to be better always
  • Own our Company Social Responsibility strategy

Work closely with the BU Marketing and Patient Services colleagues and others across the organization
  • Walk the talk & talk the walk
  • Ensure that we make ethical decisions, stay compliant at all times
  • Never compromise on quality
  • Care for our employees, patients and society and the environment

We drive to win together
  • Be entrepreneurial within boundaries
  • Fast in turning our ideas into action; be agile
  • Be demanding of ourselves as we strive for success
  • Believe in making a difference
  • Celebrate success in self and others
  • Enable talent inclusion and diversity

Experience and Education

Incumbents should have, as a minimum:
  • Bachelor's degree
  • MBA preferred
  • Biopharma sales leadership at least 10 years, including at least 5 in rare or specialty areas
  • Proven track record for consistently meeting or exceeding quantitative and qualitative targets
  • Demonstrated understanding of the payer and clinical landscape, especially in specialty & rare diseases
  • Proven patient centricity demonstrated by empathy, understanding and commitment to support
  • Superior presentation, organization, administration and written communication skills
  • Proven ability to recruit, hire, develop and retain top sales talent
  • Ability to work independently with minimum administrative support
  • Demonstrated abilities to interact with internal and external stakeholders, including marketing, market access, medical, thought leaders, provider organizations, and others
  • Demonstrated commitment to not only being accountable for own compliance, but also for championing compliance by others.

Other Useful Information
  • Key Internal stakeholders: Rare Disease Franchise Head, Head of Marketing, Rare Diseases, Director(s) of Marketing, Head, Patient Services, Head of Account Specialists, Rare Diseases, Rare Diseases, HR, Legal, Compliance, Patient Advocacy, Medical, Finance, IT, Business Operations, Value & Access, Communications.
  • Key External contacts: Thought Leaders, Key Accounts, Providers, Patients
  • Financial budget:
  • Number of direct reports:
  • Travel: +/- 50% Domestic. Occasional international travel.

The statements contained herein reflect general details as necessary to describe the principles functions for this job, the level of knowledge and skill typically required, and the scope of responsibility, but should not be considered an all-inclusive listing of work requirements. Individuals may perform other duties as assigned, including work in other functional areas to cover absences or relief, to equalize peak work periods or otherwise balance workload.

This description is not intended to be constructed as an exhaustive list of duties, responsibilities, or requirements for the position. This position may change or assume additional duties at any time. The employee may be requested to perform different or additional duties as assigned. All Employees are expected to adhere to all company policies and act as a role model for company values.

IPSEN is an equal opportunity employer that strictly prohibits unlawful discrimination. We recruit, employ, train, compensate, and promote without regard to an individual's race, color, religion, gender, sexual orientation, gender identity/expression, national origin/ancestry, age, mental/physical disability, medical condition, marital status, veteran status, or any other characteristic protected by law.