Corporate Account Director, Great Lakes / Plains

About the role

The Corporate Account Director (CAD) is a vital member of the Value & Access 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 through partnerships with key system decision makers in Hospitals, IDNs, Acute-Care GPO, Federal, and Internal Provider Pathway organizations. The CAD will work closely with other Value and Access 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 to help Ipsen exceed its commercial objectives. This role will be responsible for the Great Lakes/Plains region, which includes WI, IL, MO, IA, MN, SD, NE, and KS.

Responsibilities

• 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 Ipsen medications.
• Accounts: Focus access strategies for cross-functional account teams with organizations such as Integrated Delivery Networks (IDNs), hospital systems, Acute Care Group Purchasing Organizations (e.g., Vizient, Premier, or HealthTrust), Federal accounts (e.g., 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 (e.g., 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, and 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 the profile of Ipsen as a strong presence in oncology, neuroscience, hematology, and rare diseases.
• Lead Execution: Create and lead pull-through strategies with the 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 by effectively communicating Ipsen’s Real World Evidence to population thought leaders 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 the geography to senior leadership to ensure alignment with overall product strategy.
• Educate: Educate field teams and cross-collaborative partners on opportunities within Institutions, Acute Care GPOs, Federal, and Provider Pathway segments on process, protocol, decision makers, market dynamics, trends, strategy, account management, and business acumen.

Requirements

• At least 10 years of relevant sales experience within biopharma.
• Minimum 2-5 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/Plains region.
• 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 Oncology, Neuroscience, and Rare Disease (emphasis on Oncology).
• Excellent communication and cross-functional collaboration skills.
• Knowledge of business and the marketplace to advance the organization’s goals.
• Ability to operate effectively even when things are not certain or the way forward is not clear to effectively solve problems.
• Skill in 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.

Qualifications

• BA/BS is required.
• MBA or other advanced degree preferred.

Pay

The annual base salary range for this position is $165,750 - $235,000. This role is also eligible to participate in our short-term incentives program.

Benefits

• Comprehensive employee benefits package, including 401(k) with company contributions.
• Group medical, dental, and vision coverage.
• Life and disability insurance (short- and long-term).
• Flexible spending accounts.
• Parental leave and paid time off.
• Discretionary winter shutdown.
• Well-being allowance.
• Commuter benefits.
• Additional benefits and perks.