Corporate Account Director, West

Title:

Corporate Account Director, West

Company:

Ipsen Biopharmaceuticals Inc.

Job Description:

The Corporate Account Director, West Region is a vital member of the Value & Access team and will lead the strategic and tactical execution in ensuring access for Ipsen products thru partnerships with key corporate accounts in the Hospital, GPO, Federal and large community practice markets. This person will work closely with other Value and Access team members, as well as marketing, sales, and medical affairs to ensure appropriate medical education, customer access, and innovative programs are in place such that Ipsen can exceed its commercial objectives.

Furthermore, the CAD will be responsible for increasing volume growth and market share within the West region (CA, OR, WA, NV, ID, HI) territory by developing, managing, and executing Ipsen’s overall Institutional, GPO, Federal and large practice strategy. In addition to creating appropriate product demand, this person will build long-term executive-level account relationships within specific Academic Centers, IDN systems, hospital GPO’s, Federal Medical Centers and key formulary decision makers to ensure patient and physician access to Ipsen’s oncology and neuroscience portfolio of products.

Main Responsibilities & Job Expectations

• Establish and manage relationships with key Corporate Accounts in the Hospital, GPO, Federal and large community practice markets, including accounts that operate on both a regional and national level
• Plan, initiate, negotiate and manage profitable business relationships with assigned accounts
• Increase volume growth, market share and profitability through account specific business plans and execution with collaborative partners
• Lead cross functional account teams regionally and nationally to ensure all Ipsen resources and support are applied appropriately in order to meet access objectives for the account
• Develop and present business plans for geography to senior leadership to ensure alignment with overall product strategy
• Develop relationships with TL’s (Pharmacy, Department Heads, Population Health and C-Suite) to facilitate access
• Raise awareness of Ipsen products and effectively communicating Ipsen business strategy and Value Proposition messages in collaboration with HEOR with TL’s that impact population health at multiple levels throughout the organization
• Negotiate and execute contract strategies as needed with key accounts for product access at 340B and Non-340B accounts
• Create, analyze and present budget impact model analysis that includes financial savings, performance and trends
• Provide expert understanding of the oncology and neurology reimbursement and distribution landscape to targeted accounts and Ipsen’s field sales and marketing teams
• Ensure compliance with all applicable laws, regulations and regulatory guidelines governing commercial and scientific interactions with healthcare professionals, payers, advocacy and other business partners
• Assist in the development of brand strategies and business plans to ensure a consistent company sales and marketing message
• Establish and maintain exceptional communication, cooperation, and coordination with internal and cross functional Ipsen teams

Abilities, Education and Experience

• Bachelor’s degree required; advanced degree preferred
• At least 10 years of relevant sales leadership experience within biopharma
• Comprehensive understanding and experience in influencing hospital, IDN and Federal healthcare system formulary decision making processes and the key decision makers involved
• Expertise on how buy and bill purchasing, reimbursement, and payer influence all impact the economics of a hospital system and affect formulary decision making
• Thorough knowledge of contracting process and terminology, language and expectations required
• Experience communicating in a virtual matrix team environment utilizing combinations of virtual conferencing, virtual presentations, and full outlook capabilities
• Proven expertise in interpersonal and relationship building skills is required along with strong influencing & negotiating skills
• Launching of new product/start-up experience is a plus

In order to maintain a safe work environment, Ipsen requires all employees to be fully vaccinated against the Covid 19 virus at the time of employment.

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.