The Director, Commercial Development & Professional Relations is responsible for the development and execution of commercial strategies and tactics to drive the success of the aesthetics business unit. This role will develop and execute successful strategies that prepare clinical and professional communities for launch of CCH in cellulite. Also responsible for building the ongoing development of professional and industry relations strategy.
All incumbents are responsible for following applicable Division & Company policies and procedures.
Scope of Authority – span of control (work unit, site, department, division, etc.), monetary value of budget/spend authority ( capital, operating, etc.), P&L responsibility, etc.
Branded Business Unit / Sales & Marketing (Aesthetics)
Key Accountabilities – key outcomes/deliverables, the major responsibilities, and % of time
Accountability
Responsibilities
% of Time
Commercial Strategy & Execution
§ Develop advocacy and relationships in the aesthetics market and medical societies for Endo. Attend major conferences with focus on developing relationships with high-volume potential customers and thought leader influencers. Understand requirements for partnership in order to develop a successful go-to-market plan.
§ Help establish and build relationships with Key Opinion Leaders in order to understand the appropriate outreach in various disciplines (dermatology, plastics, etc.). Develop commercial medical education strategy, which includes program parameters and infrastructure requirements (Peer-to-Peer programs, Product Theaters, Symposiums, Speaker Programs, etc.). Select, onboard and manage vendor(s) for development of Commercial medical education. Monitor competitive landscape of commercial medical educational offerings.
§ Collaborate with VP, Aesthetics Sales & Marketing in development of the business case and support needed to implement and execute advisory boards prior to and through launch.
§ Develop and execute National, Regional and local HCP injection training programs for launch and beyond.
§ Help provide critical insights to support market research, pricing and commercialization strategy for Endo products. Develops and implements customer loyalty/ program targeting key aesthetic customers.
§ Collaborate with Patient Access team and 3rd Party distributor to ensure seamless integration between Endo and vendor in preparation for launch, eligibility process for ordering and product training.
§ Directs the conduct of research and analysis of market, competition, pipeline, pricing, promotions, reimbursements, disease, regulatory requirements, customers, and market access to understand business environment and build on opportunities. Defines scope of market research, defines deliverables and challenges analyses.
§ Responsible for integrated strategic marketing engagements across key aesthetic customer base, including development of integrated thought leader/KOL communications and execution
§ Uses expertise in business licensing related matters
Total
100%
Qualifications
Education & Experience
Minimal acceptable level of education, work experience and certifications required for the job
§ BS in Marketing related discipline, MBA preferred
§ Minimum 10 years’ experience in sales and marketing
§ Experience working in an aesthetic product portfolio preferred
§ Experience developing business relationships with Key Opinion Leaders and Medical Society Leadership
§ Experience developing commercial medical education strategy, program parameters and infrastructure requirements
§ Experience working successfully with commercial and clinical functions
§ Prior launch and launch planning experience preferred
§ Proven experience at being able to build processes
§ Prior business development experience preferred
Knowledge
Proficiency in a body of information required for the job
e.g. knowledge of FDA regulations, GMP/GLP/GCP, Lean Manufacturing, Six-Sigma, etc.
§ Proven track record of developing and implementing business plans, creating and managing budgets
§ Strong understanding of marketing business processes and pharmaceutical regulatory requirements
§ Expertise in business licensing related matters
§ Experience working with field based sales force and managed care issues and trends, assessing product portfolio and commercial opportunities
Skills
&
Abilities
Often referred to as “competencies”, leadership attributes, skills, abilities or behaviors that may be enterprise, functional or job specific e.g. coaching, negotiation, calibration, technical writing etc.
§ Strong influencing skills with those over whom there is no immediate supervisory capacity to achieve objectives
§ Results oriented, attention to accuracy and detail, able to set priorities, take appropriate risks
§ Ability to interface with key customers, accounts, physicians, industry contacts, and consultants, accomplish corporate objectives.
§ Skill to perform complex analyses of data and documents and understand marketing terminology
§ Strong project management skills, ability to manage multiple high priorities, identify resource needs, drive to completion, prepare reports, evaluate results and make go/no-go decisions
§ Excellent interpersonal, and oral and written communication skills. Skilled in presenting
Physical Requirements
Physical & mental requirements e.g. lift 40 pounds, walk across plant/warehouse, business travel (% of time), driving as part of work responsibilities, etc.
Ability to travel ~70%
Disclaimer: The above statements are intended to describe the general nature and level of work performed by employees assigned to this job. They are not intended to be an exhaustive list of all duties, responsibilities, and qualifications. Management reserves the right to change or modify such duties as required.
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