Director, Commercial Development & Professional Relations

About the role

The Commercial Development Director will lead the team in generating, implementing, and leading specific strategies that deliver upon the Branded Pharmaceutical vision to become an elite Specialty Biopharmaceutical business. This role will be primarily responsible for developing a stronger environment of trust, partnerships, and relationships by acting as an accessible, responsive, and customer-focused consultant with large group practices, advanced practice providers, residents, academic centers/fellowship programs, and scientific associations.

Responsibilities

• Build a strategic platform for large group practices, including community-based and academic-based practices, hand surgery groups, and influential therapeutic experts for XIAFLEX, PD, and DC business.
• Immediately set forward a plan to increase Keenova’s presence at key congresses.
• In collaboration with the Sr. Director Commercial Development and marketing leaders, establish key activities to allocate resources supporting brand initiatives and drive business within target customer segments.
• Secure and analyze relevant information, including region-specific knowledge, market intelligence, environmental factors, and political landscape, to identify key issues and commit to action after developing alternative solutions that align with strategic objectives, resource constraints, and organizational values.
• Identify key medical meetings and conferences targeting urologists, hand surgeons, podiatrists, pediatric endocrinologists, and nurses.
• Develop an annual plan outlining resources, interfaces, and exposure required to increase Keenova’s commitment to customers.
• Develop, drive, and target the most important medical meetings, including identifying new medical societies that align with strategy.
• Identify and interface with key hand and urology fellowship programs to establish relationships that open dialogue on medical content, product positioning in teaching curricula, and tracking of new fellow graduates to practices across the U.S.
• Develop marketing tools targeted by the needs of each customer channel, including promotional materials approved through the MARC process for use in selling situations with key customers.
• Deliver on access and increased relationships with key accounts.
• Develop a clear strategy for the development of fellowship and advanced practice provider programs.
• Create a playbook/game plan for priority medical meetings.
• Provide ongoing updates to the Medical Therapeutics Leadership Team and VP & GM Medical Therapeutics on key activities.

Requirements

• 10+ years of related industry experience, with the most recent 5 years in sales management, commercial development, or patient access capacity (district or regional level).
• Strong record of professional advancement and accomplishments in professional product/brand management.
• Experience within complex selling environments (e.g., expensive therapies, reimbursement).
• BA/BS in Business, Marketing, or Finance required; MBA preferred.
• Demonstrated track record of successfully working with personnel in commercial, clinical, medical, legal, and regulatory functions.
• Experience in specialty therapeutics, including urology, hand surgery products preferred.
• Mastery of Buy & Bill processes, specialty pharmacy, and institutional sales.
• Knowledge of the most influential customers in urology, hand surgery, and podiatry.
• Understanding of strategies for marketed products and U.S. Pharma Business.
• Thorough knowledge of the entire Keenova portfolio (Branded Specialty, Sterile Injectables, and Generics).
• Expert knowledge of regulatory, compliance, and legal realities of the healthcare environment (external and internal).
• Understanding of the MARC process and the need to partner with legal for non-MARC initiatives.

Skills

• Leadership: Enthusiastic, people-focused leader with strategic orientation, strong executive presence, and presentation skills. Ability to quickly gain credibility and respect with internal and external constituents. Strong coaching, leadership development, team-building, and influencing skills. Leads by example to ensure a compliant working environment. Ability to delegate responsibility and motivate a team while maintaining accountability.
• Driving Results: Accomplished track record in leading complex organizations. History of maintaining key relationships; ability to drive strategic marketing solutions, demand, and sustained revenue and profitability for products and specialty businesses.
• Building and Managing Relationships: Comfort and experience interacting with C-suite executives, board members, customers, and consultants. Broad skill set facilitating clear communication and insights from external customers and translating business challenges to internal stakeholders. Strong presence with customers as a sought-after resource for problem-solving and innovative solutions.
• Ability to influence those without immediate supervisory capacity to achieve objectives.
• Results-oriented, detail-oriented, accurate, and able to meet deadlines.
• Ability to interface with key customers, accounts, physicians, pharmacists, industry contacts, and consultants to accomplish corporate objectives.
• Ability to perform complex analyses of data and documents and understand marketing terminology.
• Ability to develop business plans, create and manage budgets, and assess product portfolios and commercial opportunities.
• Strong project management skills, including managing multiple high priorities, identifying resource needs, driving to completion, preparing reports, and evaluating results.
• Excellent interpersonal, oral, and written communication skills. Highly proficient in presenting to various audiences.
• Skilled in Microsoft Office applications (Word, PowerPoint, Excel).
• Ability to travel frequently (estimated travel: 50%); overnights required.