About the role
Title: Corporate Account Director - Great Lakes
Company:
Ipsen Biopharmaceuticals Inc.
About Ipsen: Ipsen is a mid-sized global biopharmaceutical company with a focus on transformative medicines in three therapeutic areas: Oncology, Rare Disease and Neuroscience. Supported by nearly 100 years of development experience, with global hubs in the U.S., France and the U.K, we tackle areas of high unmet medical need through research and innovation.
Our passionate teams in more than 40 countries are focused on what matters and endeavor every day to bring medicines to patients in 88 countries. We build a workplace that champions human-centric leadership and fosters a culture of collaboration, excellence and impact. At Ipsen, every individual is empowered to be their true selves, grow and thrive alongside the company’s success. Join us on our journey towards sustainable growth, creating real impact on patients and society!
For more information, visit us at
https://www.ipsen.com/
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Job Description:
The Corporate Account Director (CAD) of the is a vital member of the Value & Access (V&A) team and will lead the strategic and tactical execution of Ipsen’s portfolio in key corporate and federal accounts. They will ensure access for Ipsen products thru partnerships with key system decision makers in the Hospitals, IDN’s, Acute-Care GPO, Federal, and Internal Provider Pathway organizations. The CAD will work closely with other V&A team members, field sales, marketing, HEOR, medical affairs and thought leader liaisons to ensure appropriate customer access, medical education, 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 Region’s targeted key accounts by developing, managing, and executing Ipsen’s overall portfolio 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, Provider Pathway organizations and key system and formulary decision makers to ensure patient and physician access to Ipsen’s oncology, neurology and rare portfolio of products.
This CAD role is a field based role responsible for the
Great Lakes region
which includes
(OH, KY, IN, MI).
WHAT - Main Responsibilities & Technical Competencies
Portfolio Quarterback
: Coordinate Ipsen resources at key target accounts to ensure all clinical, economic, access, educational support, and patient services information is made available to provider organizations for a comprehensive review of our medications
Accounts
: Focus access strategies for cross-functional account teams with various organizations such as Integrated Delivery Networks (IDNs), hospital systems, Acute Care Group Purchasing Organizations (eg, Vizient, Premier or HealthTrust), Federal accounts (eg, National VA PBM, National DHA (DoD) Pharmacy Operations Division, Veteran Integrated Service Networks (VISNs), Key VA and DHA (DoD) institutions, Indian Health) and Internal Provider Pathways (eg. Phillips Pathway)
Customers
: Establish and manage relationships with Pharmacy, C-Suite, D-Suite, Heads of Departments and Key Decision Makers (KDMs) in population Health to facilitate access. Work with representatives and leadership in each key target account on opportunities related to pull through of pharmacy initiatives based on preferred pricing, FDA indications and overall value of Ipsen's therapeutic agents
Access
: Ensure Ipsen products have parity or preferred coverage within accounts
Strategy
: Assist and collaborate with brand teams, V&A Verticals, Commercial Leadership in the development of brand strategies and business plans through market insights, data trends, customer protocols and processes, B2B and Top to Top meetings with Executive leadership at accounts and with Ipsen Leaders to ensure a consistent company message for the portfolio. Plan, initiate, negotiate, and manage profitable business relationships with assigned accounts.
Portfolio
: Maintain dialogue with KDMs to raise profile of Ipsen as a strong presence in oncology, neuroscience, and rare diseases
Lead Execution
: Create and lead pull-through strategies with field force to 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 to meet access objectives for the account.
Cross Functional Excellence
: Establish and maintain strong communication, collaboration, and coordination with all internal cross functional Ipsen teams.
Resources
: Develop, negotiate, and execute contracts with key accounts to maximize profitable access for Ipsen in both non-340B, 340B and safety net hospitals. Appropriately engage with HEOR to raise awareness of Ipsen’s products with effectively communicating Ipsen’s Real World Evidence to population TL’s throughout an organization. Create, analyze, and present Budget Impact Model analysis that includes financial savings, performance, and trends.
Business Plans
: Develop and present business plans for geography to senior leadership to ensure alignment with overall product strategy.
Educate
: Educate field teams and cross collaborative partners on opportunities within the Institutions, Acute Care GPOs, Federal, Provider Pathway segments on process, protocol, decision makers, market dynamics, trends, strategy, account management and business acumen.
Compliant
: Ensure compliance with all applicable laws, regulations and regulatory guidelines governing commercial and scientific interactions with healthcare professionals, Provider Pathways, advocacy and other business partner.
HOW - Knowledge & Experience
Knowledge & Experience (essential):
At least 7 years of relevant sales experience within biopharma
Minimum 5-7 years of Account Management experience including institutional experience
Proven track record of consistently meeting or exceeding quantitative and qualitative targets
Experience working with customers and accounts within the Great Lakes region and surrounding area
Exhibits leadership without line authority
Strong presentation and organizational skills, setting and executing against deadlines and delivering on commitments
Experience with both Pharmacy and Medical benefit products, with strong knowledge of Neuroscience, Rare Disease, and Oncology.
Excellent communication and cross-functional collaboration skills
Strong executive presence and exceptional business acumen within the biopharma space
Knowledge of marketplace to advance the organization’s goals
Operating effectively even when things are not certain, or the way forward is not clear to effectively solve problems
Building partnerships and working collaboratively with others to meet shared objectives
Planning and prioritizing work to meet commitments aligned with organizational goals to achieve results
Holding self and others accountable to meet commitments
Knowledge & Experience (preferred):
Oncology, Rare Disease, Neuroscience or Specialty portfolio experience
Experience navigating integrated delivery networks, alternate site of care models, and value-based arrangements
Experience leveraging advanced analytics to inform access and contracting strategy
Education / Certifications (essential):
BA/BS in a related field is required.
Education / Certifications (preferred):
Masters or MBA degree is a plus.
Compensation
The annual base salary range for this position is $165,750 to $235,000
The pay range displayed above is the range of base pay compensation within which Ipsen expects to pay for this role at the time of this posting. Individual compensation within this range depends on a variety of factors, including, but not limited