Corporate Account Director - Great Lakes

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/ and follow our latest news on LinkedIn and Instagram.

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 to, prior education and experience, job-related knowledge and demonstrated skills.

This job is eligible to participate in our incentive compensation program as well as our long-term incentives program.

At Ipsen we are proud to offer a comprehensive employee benefits package, including 401(k) with company contributions, group medical, dental and vision coverage, life and disability insurance, short- and long term disability insurance, as well as flexible spending accounts. Ipsen also provides parental leave, paid time off, a discretionary winter shutdown, well-being allowance, commuter benefits, and much more.

We are committed to creating a workplace where everyone feels heard, valued, and supported; where we embrace “The Real Us”. The value we place on different perspectives and experiences drives our commitment to inclusion and equal opportunities. When we include diverse ways of thinking, we make more thoughtful decisions and discover more innovative solutions. Together we strive to better understand the communities we serve. This means we also want to help you perform at your best when applying for a role with us. If you require any adjustments or support during the application process, please let the recruitment team know. This information will be handled with care and will not affect the outcome of your application. 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.