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Senior Manager, Field Force Effectiveness

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.


As Intercept continues to build expand its leadership position in the PBC market and broadly in progressive non-viral liver disease, we are seeking a Senior Manager, Field Force Effectiveness.

The Senior Manager will serve as a key member of the U.S. Commercial Operations team. The primary objective of this position is to continually raise the bar in how our field teams execute against our brand strategy. This individual will collaborate closely with multiple functions to develop, execute, and continually refine a multi-pronged cohesive plan of action for our field teams. The expectation is that this individual will work seamlessly with colleagues in Commercial Training and Development, Marketing, Sales Operations, IT, Medical Affairs, and Legal/Compliance while being the central point of contact for field sales execution. This position will be the nexus of two-way communication to and from the field and field leadership. This individual will be responsible for outbound communications (example: initiatives to achieve sales objectives) as well as be a recipient of inbound communications (example: feedback from customer interactions and best practices that can be propagated nationally). This individual should understand challenges in the eyes of the field and field leadership and in turn, be proactive in helping address those gaps. We are seeking someone with integrity who can represent the Commercial team with diplomacy and professionalism in all interactions with peers, colleagues, senior leaders and at times key customers. The successful candidate is a proactive self-starter who possesses exceptional multi­tasking and communication skills, displaying grace under pressure when met with tight deadlines and major deliverables.


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

* Ensure all field teams are executing in alignment with the brand strategy to achieve pre-specified brand/sales objectives
* Partner with key stakeholders, Commercial Operations, Sales and Marketing to execute the operational strategy in alignment with brand strategy
o Commercial Training and Development (field force training, plan of action [POA] meeting planning)
o Sales Planning (understand and input into incentive compensation, targeting, sub-national reporting to field)
o Marketing (messaging, promotional programs, non-personal promotion, promotional materials management)
o IT (CRM management)
o Sales leadership
* Be the central hub for all communications from home office to the field; be an integral planning team member for national calls and be responsible for regular home office communications directed at the field
* Take lead in developing national and regional POA meetings by leading a core team to develop agendas, ensure contribution from cross-functional teams, and communicate expectations
* Partner closely with the Vice President of Sales to set agendas and facilitate weekly Sales leadership meetings
* Spend time in the field and elicit best practices that can be shared broadly in order to enhance execution and effectiveness
* 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
* Understand the legal and compliance environment and drive collaboration with the Legal and Compliance team
* Make Intercept a truly desired place to work
* Perform other duties as assigned

Experience and Skills


* Bachelor's Degree required
* 10 years of pharmaceutical experience with 5+ years of sales force effectiveness and/or first-line sales management experience
* Home office experience is preferred
* Launch and/or sales leadership experience in rare disease and/or specialty products preferred
* Significant experience with Salesforce-based CRM platforms preferred
* Must be proficient in PowerPoint and Excel
* Experience in a small company with increasing responsibilities and leadership experiences is ideal
* Travel as required: 15-20%


* A high degree of professionalism and flexibility is essential
* Must possess excellent organization skills and exercise strong attention to detail
* Ability to work effectively across a matrix organization
* Ability to work independently and prioritize with minimal daily instruction
* Ability to think strategically to improve current processes
* 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

Senior Manager, Field Force Effectiveness

New York, NY
Full Time

Published on 10/30/2020