Associate Director, Commercial Development & Professional Relations

Immediate areas of focus specific to the product in Dupuytren's Contracture (DC) and Peyronie's Disease (PD): building upon a strategic platform for large group practices in urology and hand surgery; building customer focused strategies for key medical meetings and Key Opinion Leader (KOL) engagement; execution of strategy and project plan that cultivates relationships with teaching fellowships, advanced practice providers, and residency programs; and development of targeted channel materials based on customer audience needs.

Key Responsibilities

Build a Strategic Platform for Large Group Practices

• Leads development of opportunities within both community based and academic based practices, hand surgery groups, and the most influential KOLs for the business.
• Immediately sets forward a plan to increase Keenova's presence and partnership within a 6-month timeframe.
• Leads franchise specific customer survey to show improvement on reputation and relationships from baseline and versus other similarly sized biopharmaceutical companies.
• Responsible for establishment of key activities to appropriately allocate resources specific to strategies that support the brands key initiatives and ultimately drive business within these customer segments.
• Drives cross-functional collection of relevant information, market intelligence, environmental factors and political landscape, to identify key issues and commits to action after developing alternative solutions.

Key Medical Meetings & Fellowships

• Coordinates executive engagements across key medical meetings and conferences that target elevating Keenova's presence with Urologists and Hand Surgeons.
• Leads development of an annual plan outlining the types of resources, interfaces and exposure required for Keenova to increase its commitment to customers.
• In collaboration with the brand marketing team(s), leads the Commercial Development Team in development of a playbook for every medical meeting attended, including KOL one-on-one meetings, key symposia, and daily post meeting summaries.
• Responsible for development of commercial strategy in both hand and urology fellowships; interfaces with key hand and urology fellowship programs, establishing a relationship that opens the dialogue on medical content, positioning of the product in teaching curriculum, and tracking of new fellow graduates to practices across the U.S.

Channel Marketing

• Leads development of marketing tools targeted by the needs of each customer channel based upon market insights.
• Responsible for development of promotional materials that go through the MARC process to be utilized in selling situations with market specific customer segments.
• Responsible for delivering ongoing updates to Vice President of Commercial Business Unit, Director of Commercial Development, Brand teams.

Qualifications

Education & Experience: Minimum of 10+ years pharmaceutical industry experience of which the most recent 5 years are in a manager level sales / marketing / account management capacity (district / regional / national level) preferred. Background should include a strong record of professional advancement and sales accomplishments. Home office experience in a healthcare company preferred. Experience within complex selling environments required (i.e., expensive therapies, reimbursement, etc.). 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. Experience in urology, hand surgery products preferred. Experience working with field-based sales force and managed care issues and trends, assessing product portfolio and commercial opportunities, developing and implementing business plans.

Knowledge: A mastery of Buy & Bill processes, specialty pharmacy and institutional sales. Knows the most influential customers in both urology and hand surgery preferred. Understand the strategies for marketed products and US Pharma Business. Knowledge of the generic pharmaceutical industry preferred. Expert knowledge of Regulatory, Compliance and Legal realities of the healthcare environment (external & internal). Strong understanding of marketing business processes and pharmaceutical regulatory requirements.

Skills & Abilities: Leadership – high energy, charismatic leader who is strategically oriented, highly ethical with strong executive presence and presentation skills; ability to quickly gain credibility and respect with internal and external constituents; strong coaching, leadership development and team building skills; strong influencing skills including the ability to build internal coalitions while maintaining accountability. Driving Results – accomplished track record in growing complex organizations; history of success maintaining key relationships, driving strategic marketing solutions, executing sales strategy focusing on net sales growth, leveraging existing customer relationships into market share gain, and developing and executing plans to deliver new channels of distribution. Building and Managing Relationships – comfort and experience interacting with key strategic partners, executive leaders, board members, customers and consultants; broad set of skills that facilitates clear communication, dialogue and information-gathering from external customers and clear translation to internal stakeholders; strong presence with customers as a sought-after resource for problem-solving and innovative solutions; ability to influence those over whom there is no immediate supervisory capacity. Results oriented, attention to detail, accurate, able to meet deadlines. Ability to interface with key customers, accounts, physicians, pharmacists, industry contacts, and consultants. Ability to perform complex analyses of data and documents and understand marketing terminology. Ability to develop business plans, create and manage budgets. Strong project management skills, ability to manage multiple high priorities, identify resource needs, drive to completion, prepare reports, and evaluate results.

Physical Demands: Ability to commit to national responsibility and travel frequently (estimated travel: 80%); overnights required.