Executive Director, U.S. Commercial Operations at Intercept Pharmaceuticals Inc. in New York, New York

Job Description:

Job Description

COMPANY SUMMARY:

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 marketed under the brand name \"Ocaliva®\" in the U.S., EU and Canada for the treatment of patients with primary biliary cholangitis (PBC), a rare autoimmune liver disease. Ocaliva® was the first medication to be approved for PBC in over twenty years, and sales continue to grow more than four years after its initial approval in 2016.

Intercept has also established the leading clinical development program in advanced fibrosis due to nonalcoholic steatohepatitis (NASH), a disease that impacts the lives of millions of people in the U.S. alone. Currently, there are no available treatments for NASH, and the REGENERATE study of OCA remains the only Phase 3 trial to have generated positive results in the disease. A second Phase 3 trial, REVERSE, is evaluating OCA in patients with compensated cirrhosis due to NASH, with results expected in 2021.

People at Intercept are passionate about patients. You'll see their photos lining our walls and hear their stories in town halls. We're equally passionate about our team and ensuring each member reaches their potential. We brave new challenges together. That's how we find better ways to get things done and break down barriers. It's also how we make it fun to work here.

At Intercept, we foster an environment that celebrates creativity, collaboration, and mutual respect. We never hesitate to lean on our teammates and work together. Our relatively small size means you partner with accessible leaders who know you by name. This brings accountability and growth, which all add up to more opportunities to learn something new every day. A strong commitment to diversity, equity and inclusion is engrained in both our culture and our business. For self-motivated leaders who are ready to make a di¬fference in the lives of patients, Intercept is a great place to be.

POSITION SUMMARY:

As Intercept continues to build its position as the leader in progressive non-viral liver disease, we are seeking an Executive Director of U.S. Commercial Operations.

The Executive Director, U.S. Commercial Operations, will be responsible for enhancing the overall operations through tracking, enhancing, and implementing operations to support the success of the U.S. business in PBC. This individual will also have a keen focus on preparing for a successful potential launch in NASH. We need an amazing person who will serve as the leader of the U.S. Commercial Operations team and will have overall accountability for commercial coordinating, tracking, measuring, and improving overall execution. There are currently three main teams that are under the direct leadership of this person: Field Force Operations (Sales and Market Access), Data Management & Operations, and Commercial Development, Training & Excellence. As a critical business partner to the U.S. Commercial Team, the Executive Director of U.S. Commercial Operations will work across key stakeholder functions such as Sales, Marketing, Market Access, and cross-functional partners like Medical Affairs, Legal, Compliance, Finance, HR, and others while maintaining and reinforcing the utmost legal and compliance standards. The Executive Director is a part of the U.S. Commercial Leadership Team, which includes Marketing and Sales.

Driving the team towards excellence in operational execution will be the mandate for this leader as we work towards our goal to transform the lives of people living with serious liver diseases. We can only accomplish our mission by ensuring that healthcare providers and payers have the right information at the right time.

Key responsibilities include:
* Strategic and tactical planning for field teams including sizing and territory alignment, incentive compensation design and administration, and sales analytics; data management, reporting, and CRM management
* Commercial learning and development, field force training, field force communications and field force excellence and marketing excellence; this includes leadership development for the Commercial Team, including Market Access, Sales, and Marketing
* Operational analytics and reporting, including ownership of interpretation of the data and information that supports the business
* Launch excellence across all Commercial functions, including coordination of project management and supporting the development and measurement of launch KPIs

The successful leader must be capable of thriving in a fast-paced, collaborative environment and should be energetic, forward-thinking, proactive, and ready to have fun.

CORE ACCOUNTABILITIES:

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

* Develop, track and report progress on key pre-launch and post launch metrics
* Ensure appropriate processes exist to enable timely and world-class execution for customers
* Build and lead a world-class and unified Operations team (Field Force Operations, Data Management & Operations, and Commercial Development, Training & Excellence)
* Oversee development and execution of Field Force Operations strategies, including incentive compensation design, territory sizing and alignment and targeting
* Lead development and implementation of strategy for data management and operations, including CRM, analytics and reporting to appropriately support needs of Commercial teams
* Oversee development and execution of Commercial Development, Training, Leadership & Excellence plans to support needs of Commercial teams, with an eye to team expansion to support potential launch
* Develop and leverage framework for strategic/tactical business planning for Commercial Operations & Execution and U.S. field-based teams
* Develop strategy with the Information Technology and Data Operations groups to ensure quality assurance; support recommendations for current and future data sourcing from business partners
* Collaborate with IT to identify and deploy additional field resources and requirements, such as sales analysis tools, reporting, field technology and CRM reporting tools as needed
* Serve as owner and expert of all analysis of key market data to understand how to best optimize the deployment and alignment of the field force teams
* Lead the design and implementation of key performance reports for all Commercial functions to support understanding of business and performance of executional initiatives
* Institute processes for data and reporting governance of ad-hoc field-based inquiries from the Executive Leadership Team and other Commercial functions
* Effectively manage a budget and provide insight into field budget forecasting
* 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

QUALIFICATIONS:

* Bachelor's Degree required; MBA preferred
* 10+ years prior operations, sales, managed care and marketing leadership experience, with senior level experience with a smaller pharma or biotech company (preferred) but will consider larger pharma company experience; robust launch experience required
* Prior experience with field-based team strategy/performance/data analytics, sales force deployment, customer targeting/segmentation, and CRM

REQUIRED KNOWLEDGE AND ABILITIES:

* Strong customer orientation and a passion for science-based brands that aim to improve patients' lives
* Strong leadership qualities with the ability to attract talent and create a culture of collaboration and teamwork that fosters open communication, constructive conflict resolution and organizational flexibility
* Ability to make decisions based on strong market/customer knowledge; is able to think ahead and bring everyone on the same execution journey
* Solid conceptual thinking - ability to analyze large amounts of information and extract insights
* Comfortable managing ambiguity and delivering in a fast-paced environment
* Strategic 'out of the box' thinker who will challenge the status quo to meet deliverables while upholding a commitment to compliance and high ethical standards
* 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
* Ability to have fun and thrive in a growing, diverse, and inclusive work environment

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