Why Endo?
We want the best and brightest people at Endo to help us achieve our mission to develop and deliver life-enhancing products through focused execution. Our nearly 3,000 global team members understand the important role we play in delivering healthcare and are dedicated to supporting each other as we work to bring the best treatments forward. Our shared values of Integrity & Quality, Innovation, Drive, Collaboration and Empathy guide our team and enable us to deliver upon our vision of helping everyone we serve live their best life.
At Endo, we are building a diverse, equitable and inclusive workplace, and we are looking for talented individuals to join our team.
Job Description Summary
The Associate Director, Commercial Development & Professional Relations will support the development and implementation of specific strategies that deliver upon the Branded Pharmaceutical vision to become a “Best in Breed” Specialty Biopharmaceutical business. Endo must foster a stronger environment of trust, partnerships, and relationships with all external stakeholders. This role will act as an accessible, responsive and customer focused consultant with large group practices, academic centers/fellowship programs and scientific associations. There are several immediate areas of focus for this position specific to XIAFLEX® in Dupuytren’s Contracture (DC) and Peyronie’s Disease (PD): 1) building upon a strategic platform for large group practices in urology and hand surgery; 2) building customer focused strategies for key medical meetings and Key Opinion Leader (KOL) engagement with Endo’s commercial and medical leaders; 3) execution of strategy and project plan that cultivates relationships with teaching fellowships throughout the country and 4) development of targeted channel materials that focus on needs based on the customer audience.
- The position is an extension of Commercial marketing with a focus on external customer development.
- Responsible for all Branded product lines in Medical Therapeutics across the United States.
Job Description
Build a Strategic Platform for Large Group Practices - 60%
- Leads development of opportunities within both community based and academic based practices, hand surgery groups, and the most influential KOLs for XIALFLEX PD and DC business. Immediately sets forward a plan to increase Endo’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 that take into consideration strategic objectives, resource constraints, and organizational values.
Key Medical Meetings & Fellowships - 30%
- Coordinates executive engagements across key medical meetings and conferences that target elevating Endo’s presence with Urologists and Hand Surgeons.
- Leads development of an annual plan outlining the types of resources, interfaces and exposure required for Endo 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 Xiaflex in teaching curriculum, and tracking of new fellow graduates to practices across the U.S.
Channel Marketing - 10%
- Leads development of marketing tools targeted by the needs of each customer channel based upon market insights. Materials will be approved and developed as identified opportunities arise.
- 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 General Manager of Commercial Business Unit, Sr. Director of Commercial Development, Brand teams on following
- Delivering on access and increased relationships with Community Based Urology & Hand Practices.
- Delivering upon A clear strategy for the development of fellowship programs.
- A playbook/game plan for priority Medical meetings.
Education & Experience
Minimal acceptable level of education, work experience and certifications required for the job
- 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
Proficiency in a body of information required for the job
- 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 – The successful candidate must be a high energy, charismatic leader who is first a talented, strategically oriented, highly ethical business leader with strong executive presence and presentation skills. He/ she will have the skills and ability to quickly gain credibility and respect with both the internal and external constituents. The successful candidate will bring organizational savvy to bear with strong coaching, leadership development and team building skills. He/ she will lead by example to ensure a good and compliant working environment, possess strong influencing skills including the ability to build internal coalitions, while at the same time maintaining accountability for delivering upon commitments.
- Driving Results – The successful candidate will have an accomplished track record in growing complex organizations. History of success maintaining key relationships, demonstrated ability to drive strategic marketing solutions, demonstrated ability to execute sales strategy focusing on net sales growth while leveraging existing customer relationships into market share gain and developing and executing plans to deliver new channels of distribution.
- Building and Managing Relationships – The successful candidate will have comfort and experience interacting with key strategic partners, executive leaders, board members, customers as well as consultants instrumental in the research, development and commercial continuum that defines the operating complexity of the pharmaceutical industry.
- Must have a broad set of skills that facilitates clear communication, dialogue and information-gathering from external customers and clear and succinct translation to internal stakeholders on the business challenges we must address.
- Must have a strong presence for Endo with customers by being a sought after resource for problem-solving and innovative solutions.
- Ability to influence those over whom there is no immediate supervisory capacity to achieve objectives.
- Results oriented, attention to detail, be accurate, and able to meet deadlines.
- Ability to interface with key customers, accounts, physicians, pharmacists, industry contacts, and consultants, 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. Strong understanding of marketing business processes and pharmaceutical regulatory requirements. Experience working with field based sales force and managed care issues and trends, assessing product portfolio and commercial opportunities, developing and implementing business plans.
- Strong project management skills, ability to manage multiple high priorities, identify resource needs, drive to completion, prepare reports, and evaluate results.
- Excellent interpersonal, and oral and written communication skills. Skilled in presenting and tailoring presentation to audience, engaging audience and adapting to last minute changes.
- Skilled in Microsoft Office applications (Word, PowerPoint, Excel).
Physical Requirements
- Ability to commit to national responsibility and travel frequently (estimated travel: 80%); overnights required.
Commitment To Diversity, Equity, And Inclusion
At Endo, our diversity unites and empowers us as One Team, and we are committed to cultivating, and valuing, each person’s unique perspective. We actively promote a culture of inclusion that draws strength from our broad spectrums of diversity, including race, ethnicity, religion, gender identity or expression, national origin, color, sexual orientation, disability status, age, and all our other unique characteristics, qualifications, demonstrated skills, achievements, and contributions, backgrounds, experiences, cultures, styles, and talents.
EEO Statement
At Endo, we firmly believe in the principles of equal employment opportunity and strive to create an atmosphere where all employees, regardless of their race, color, creed, religion, sex, gender identity or expression, sexual orientation, national origin, genetics, disability (including pregnancy), age, or military or veteran status, feel valued, respected, and empowered. Our commitment to EEO extends to every aspect of employment, including recruitment, hiring, training, promotions, compensation, benefits, transfers, terminations, and all other employment practices. We are dedicated to ensuring that all employment decisions are based on qualifications, skills, and merit.
