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Channel Strategy and Trade Director

Employer
Ipsen Biopharmaceuticals, Inc.
Location
Basking Ridge, New Jersey
Start date
Nov 12, 2021

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Discipline
Marketing, Strategic Marketing
Required Education
Bachelors Degree
Position Type
Contract
Hotbed
Pharm Country

Job Details

Title:

Channel Strategy and Trade Director

Company:

Ipsen Biopharmaceuticals Inc.

Job Description:

The primary objective of the Director, Channel Strategy and Trade (D,CS&T) is to ensure that Ipsen products are positioned with Trade Customers optimally to ensure distribution, stocking, and dispensing within each channel outlet. 

Additionally, the D,CS&T will analyze, recommend and implement customer process and programs to support Brand goals. The D,CS&T will serve as the primary liaison between Ipsen and the Trade Customers (support program examples: refill programs, persistence programs, and educational mechanisms for physicians or patients).

The D,CS&T will be responsible for supporting the development of Specialty Pharmacy and Channel strategy, mentoring and supporting Directors of National Accounts in managing Specialty Pharmacy, educating Ipsen stakeholders on the Channel and Specialty Pharmacy.

Critical to the successful execution of this role and the business relationship management is the ongoing collaboration and involvement of other key stakeholders in the Commercial sphere – namely Reimbursement Hub, Value and Access, Marketing Franchises including the sales leadership, Legal, Compliance, Business Analytics, Senior Manager Channel Intelligence – and other key Ipsen functional areas.

Primary Responsibilities:

Wholesaler, Specialty Distributor, Retail, and Specialty Pharmacy Provider (SPP) Customer Management

  • Drive distribution and dispensing agreements, ensuring adequate data is supplied by customers to develop strategies to support distribution and Managed Care tactics for all applicable products
  • Suggest/Create patient support programs driven by SPP and if appropriate, Retail customer
  • Drives best practices to Compliance/Persistence programs at the Specialty Pharmacy and Retail for Ipsen product(s), ensuring positive results for Ipsen.
  • Strategically partner SPP with MSL and Managed Care Account Directors to coordinate product support and coverage at select MCOs
  • Support Trade developed SPP strategy at Managed Care managed SPPs.
  • Develop relationships within customer base to assist/support other Segments’ initiatives (Managed Care, MSL, Sales, Marketing, Sales Ops)
  • Manage communication and interaction between Ipsen 3PL(s), Supply Chain Group, and customers as necessary, ensuring acceptable outcomes for all parties
  • Maintains consistent contact with key accounts to ensure that they purchase Ipsen product as necessary to meet prescription/utilization demand.
  • Develops and maintains relationships with key stakeholders within assigned Trade accounts, to ensure that product distribution is optimal.
  • Within assigned accounts, monitors the inventory status of Ipsen products in customer warehouses and works with customer to maintain adequate inventory levels to meet demand
  • Recommends purchase amounts to customers upon new product introductions based on projected usage
  • Communicates with other Account Directors any critical information pertaining to accounts or projected sales, to ensure necessary coordination in order to meet group targets.
  • Examines field intelligence data and internally discusses appropriate account strategies.
  • Submits routine reports on field activity by customer, changes in the marketplace, and competitive activity to facilitate informed decision making at Ipsen headquarters which will help drive sales goals

Drive Product Compliance and Coverage

  • Identifies, proposes and implements Retail and SPP Compliance/Persistence programs as appropriate for Ipsen products
  • Develops and implements Specialty Distribution arrangements with appropriate customers and for appropriate products, considering fees and benefit to Ipsen.
  • Assesses the SPP network based on coverage and need; recommends additional SPPs as appropriate to Sr. Director Trade.
  • Develops, coordinates along with marketing department, and executes specific business plans for compliance, share or value-added programs which help achieve quarterly and annual sales objectives.
  • Where appropriate, develops agreements and initiatives with customers in order to drive compliance programs
  • Ensures that customers are informed of the specifications of any new products.
  • Keeps field sales force and management informed of programs in Trade accounts which may impact how time, effort, and influence strategy should be focused.

Customer Satisfaction within Assigned Accounts

  • Management of distribution, dispensing,  and contractually required data issues within Distribution Channel
  • Assesses and triages reimbursement issues to the appropriate Ipsen Value & Access department (Managed Care, Reimbursement) with sufficient follow-up to customer
  • Handles customer problems involving returns, credit, back orders, and availability of product; refers problems to appropriate parties if necessary.
  • Works with customers to support Trade shows, conventions, etc.
  • Provides information to appropriate customer contacts to facilitate special purchases or curb investment buying.
  • Initiates contact at all levels within customer accounts to provide information and answer questions, including Directors of Purchasing, Sales and Marketing, Hospital Sales, etc.

Account Analysis and Development

  • Working in conjunction with Sr. Director, Trade, analyze account performance against: expectations, previous periods, forecast, and contractual requirements.
  • Identify shortcomings, developing and implementing tactical plan to enhance Account performance to meet contractual and other requirements
  • Identify untapped opportunities for performance growth, balancing required effort, fees, and corporate support against ROI
  • Support the development and maintenance of Customer Performance Scorecards by working with Business and Upper Management, and other Account Directors on the Scorecard updates/changes

Team Participation, Collaboration, Involvement

  • Consistently strive to share knowledge and information to rest of team to build ‘best practices’
  • Works collaboratively with Marketing, Finance to educate and understand department needs.
  • Proactively communicates customer or industry activities that might or will have impacts to Marketing, Finance, Supply Chain, or other departments
  • Builds deep relationships across departments to enhance communication and participation.

Stocking and Distribution of New Products

  • Ensures that all Channel Strategy Customers are regularly informed of new products
  • Ensures that the product is stocked adequately and responsibly per Marketing forecasts at appropriate sites
  • Provides field sales force with information necessary to maximize their efforts when making pharmacy or hospital calls (e.g., order entry numbers, stocking programs, and stocking information for accounts)
  • Responsible for educating field sales force and other interested parties on the reimbursement mechanics of new Specialty Pharmacy dispensed products.
  • Ensures proper education of Specialty Pharmacy and Specialty Distributor customers on new product handling/dispensing through in services and other avenues as appropriate
  • Works appropriately with internal and external resources to properly address and direct reimbursement questions and situations regarding Ipsen products at Specialty Pharmacy and retail settings.
  • Coordinates with field to ensure that pharmacists are aware of new Ipsen products, were appropriate.

Education, Experience & Qualifications

  • Bachelor’s Degree required; MBA a plus
  • 8-10 years pharmaceutical / biotech industry experience
  • 3-5 years specialty trade and/or channel operations experience, including customer relations, contract negotiations, distribution channel policy development
  • Comprehensive knowledge of the pharmaceutical and biotech distribution channel operations, the role and services of each provider in the channel, and the regulatory requirements that pertain to these relationships
  • Proven ability to establish and manage a complex distribution channel network
  • Proven ability to develop concise business reports, develop and deliver presentations, conduct contractual and business negotiations.
  • Motivated, pro-active leader who works well in a fast paced, changing environment
  • Demonstrated contract negotiation skills; Ability to influence, analytical, highly collaborative with internal and external stakeholders

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.

Company

Ipsen (Euronext: IPN; ADR: IPSEY) is a global, biopharmaceutical group focused on innovation and specialty care. The group develops and commercializes innovative medicines in three key therapeutic areas - Oncology, Neuroscience and Rare Diseases. At Ipsen, we focus our resources, investments and energy on discovering, developing and commercializing new therapeutic options to provide hope for patients whose lives are challenged by difficult-to-treat diseases. Ipsen's North American operations and headquarters are located in Cambridge, Massachusetts, where our fully integrated biopharmaceutical team across External Innovation and Partnering, Research & Development (R&D), Manufacturing and Commercial collaborate. Cambridge is home to Ipsen's third global hub, in addition to R&D centers in Paris-Saclay in France and Oxford in the United Kingdom. With additional offices in Basking Ridge, N.J. and Mississauga, Ontario, Ipsen employs approximately 600 people in North America. For more information on Ipsen in North America, please visit www.ipsenus.com or www.ipsen.ca.

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Company info
Website
Phone
617-679-8500
Location
1 Main Street
Unit 700
Cambridge
MA
02142
United States

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