Director, Commercial Training Lead, Rare Disease

The Director of Commercial Training is responsible for developing, implementing, and overseeing comprehensive and compliant training programs including product, disease state, competitive landscape within Ipsen’s Rare Disease portfolio, inclusive of all brands across all disease states. This role will ensure that all customer-facing employees and Ipsen employees are equipped with the necessary knowledge and skills to drive growth. The development of new training strategies will be aligned with overall business objectives to drive consistent sales performance across the Rare Disease Business Unit.

This candidate must have strong leadership skills with the capability to lead the training team and inform senior leadership/stakeholders to drive change and improvement. Strong leadership and team management skills enable you to allocate resources effectively, prioritize tasks and ensure the successful execution of all training programs across the Rare Disease Business Unit.

Strategic Training Development

• Design and implement comprehensive training curriculums, including, but not limited to, product knowledge, sales techniques, objection handling, customer relationship building, resource implementation, and market trends.
• Develop/build a specific “post” new hire training calendar that ensures appropriate follow-up from the training team and Field Sales Trainers. This will outline specific timelines and deliverables to ensure progress and pull through following onboarding. Enhance the sales strategy in partnership with sales leadership, the brand, and cross-functional partners.
• Assess the current skillset and identify gaps through performance analysis, RBD feedback, field team and cross-functional business partners.
  
  

Training Delivery And Facilitation

• Conduct live and virtual training sessions to sales, sales leadership, TLL, and all commercial customer facing roles to improve capabilities.
• Develop engaging, real world training materials, including, case studies, KOL presentations, role-playing scenarios, and e-learning modules. Achieve leadership expectations through partnership with cross-functional teams on the brand strategies and RDBU needs.
• Develop an advanced training plan for our Field Sales Team, Regional Business Directors (RBD) and
• Executive CSS team for development and leadership opportunities.
• Develop/build leadership training capabilities, ensuring first-line leaders are developed utilizing best practice people leadership practices
• In partnership with Brand Leads, and Rare Disease leadership, lead and oversee the delivery of annual sales meeting content, workshops, and development content through National Field Meetings and POAs
• Oversee the delivery of training programs by internal trainers and external vendors to ensure high quality curriculums and deliverables.
  
  

Performance Coaching And Evaluation

• Monitor sales teams’ performance through regular coaching sessions and field observations to identify areas for improvement.
• Frequent time in the field to further evaluate field effectiveness, identifying gaps and collect insights on real world usage of promotional materials to identify additional training needs or opportunities for
• improved resources.
• Provide individual feedback and targeted coaching to enhance selling skills, elevate messaging and strategic pull through.
• Track and analyze training effectiveness through field rides, metrics such as sales conversion rates, assessment metrics, quota attainment and national sales growth for the portfolio.
  
  

Training Leadership And Collaboration

• In partnership with the Head of Commercial Operations & Strategic Initiatives, lead and oversee the internal Rare Disease training team and field-based trainers.
• Collaborate closely with all key stakeholders including executive leadership, marketing, medical, V&A and other teams to ensure training alignment with overall business objectives strategies.
• Partner with brand leads for pull through of sales messaging and strategy and contribute to strategic initiatives such as brand planning, meeting planning and field workshops. Coordinate with HR on recruitment for high talent candidates and improved retention strategies through building a culture of trust and collaboration.
  
  

Education / Certifications

• BA/BS degree is required, an advanced degree would be a plus
  
  

Experience

• At least 10 years biopharma commercial experience, with a minimum of 3 years of experience in Rare Disease
• At least 5 years of biopharma sales experience is required; sales leadership is preferred
• GI/Hepatology experience strongly preferred
• Extensive experience building and enhancing training curriculum to drive performance
• Experience leading and influencing, both directly and indirectly
  
  

The annual base salary range for this position is $177,000 - $259,600

This job is eligible to participate in our short-term incentives program. At Ipsen we are proud to offer a comprehensive employee benefits package, including 401(k) with company contributions, group medical, dental and vision coverage, life and disability insurance, short- and long-term disability insurance, as well as flexible spending accounts. Ipsen also provides parental leave, paid time off, a discretionary winter shutdown, well-being allowance, commuter benefits, and much more.

The pay range displayed above is the range of base pay compensation within which Ipsen expects to pay for this role at the time of this posting. Individual compensation within this range depends on a variety of factors, including, but not limited to, prior education and experience, job-related knowledge and demonstrated skills.