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Region Business Director, Mid-Atlantic

Job Description


At Intercept, our mission is to build a healthier tomorrow for patients with progressive non-viral liver diseases. Intercept's lead product, obeticholic acid (OCA), is a first-in-class farnesoid X receptor (FXR) agonist. OCA, marketed under the brand name \"Ocaliva®,\" is approved in the U.S., EU and Canada for certain patients with primary biliary cholangitis (PBC), a rare autoimmune liver disease. Ocaliva® was the first product to be approved for PBC in over twenty years and our team is proud to have been pioneers in providing the first second-line treatment option to patients with such critical need. The Ocaliva® launch in 2016 also marked Intercept's successful transition from a development-stage company to a fully integrated commercial organization with continued growth.

In February 2019, Intercept reported positive topline results from the Phase 3 REGENERATE study of OCA in patients with liver fibrosis due to nonalcoholic steatohepatitis (NASH), which impacts the lives of millions of people in the U.S. alone. Currently, there are no available treatments for NASH, and Intercept is among the leading companies focused on the disease.


The Region Business Director (RBD) is a first-line manager that reports to Vice President of U.S. Sales and is responsible for meeting and exceeding product sales goals and the development and performance of all sales activities in an assigned market. The RBD is responsible for providing oversight and vision to the Territory Business Managers (TBMs) who report directly to them and follow guidance and direction passed down from the Vice President of U.S. Sales. Focus is on building, training, coaching and maintaining a cohesive and effective team of TBMs, setting vision and strategy specific to the unique business needs of the market, developing strong product advocates among key stakeholders, anticipating and uncovering business trends and needs within the market and ensuring that the sales organization and Intercept are in compliance with all laws and regulatory guidance. The RBD will serve as the geographic point for all field promotional efforts including Key Account Managers, Market Access professionals and other sales staff in the geography. Strong collaborative skills that help in marshalling multiple cross-functional individuals and skills in the assigned area will be critical to success.


The successful candidate must be able to perform each of the following satisfactorily:

* Lead team to achieve or exceed sales objectives at launch and beyond
* Recruit, motivate, coach, and develop a team of Territory Business Managers
* Develop and execute a business plan that integrates cross-functional organizational capabilities that align with national and area strategy
* Use data analysis and other reports to understand/predict trends to support business planning
* Evaluate performance of Territory Business Managers and coach to skill and career development through regular field contact
* Manage customer issues and garner additional resources as needed to provide resolution
* Contribute to the development and execution of Sales Training programs
* Establish and maintain high level of disease state, clinical and product knowledge
* Monitor and reinforce the use of any applicable systems
* Develop and monitor performance against budget
* Ensure timely and accurate submission of administrative requirements
* Review and audit expense reports
* Develop key opinion leaders (KOLs) and thought leader support, advocacy groups, and others that can and will impact treatment and disease state management
* Understand the legal and compliance environment and drive collaboration with the Legal and Compliance team
* Drive the spirit of \"ONE Team\" across all functions by supporting a team approach to focus on our patients and customers as our top priorities
* Make Intercept a truly desired place to work

Experience and Skills


* Undergraduate degree required; graduate degree preferred
* 6-8 years of previous pharmaceutical, biotech, or medical marketing/sales experience.
* Prior Regional Business Director (front line management) experience preferred
* Experience in a promoted position and/or developmental role with demonstrated leadership across peer and manager groups preferred; having a cross-functional experience to include roles such as sales operations, training and account management, in addition to marketing and other roles
* Experience in selling and leading teams in specialty markets, HUB/reimbursement experience preferred
* Experience and strong understanding of market access payer landscape required and understanding of specialty pharmacy preferred
* Excellent written and oral communications skills required


* Achieving results through others: role model, coach and lead the team
* Strong verbal and written communications skills
* Learning agility and 'scalability' to take on increasing responsibility as Intercept grows
* Consistent demonstration and embodiment of company core values: Collaboration, Excellence, Innovation, Integrity, Passion, Patient/Stakeholder Centricity
* Understanding the legal and compliance environment
* Ability to have fun and thrive in a growing, diverse and inclusive work environment


Region Business Director, Mid-Atlantic

Washington, DC
Full Time

Published on 10/24/2020