Headquartered in Carlsbad, California, and with offices in Boston, Massachusetts, and Dublin, Ireland, Ionis has been at work for more than three decades discovering medical breakthroughs that have redefined life for people with serious diseases. We are pioneers in RNA-targeted medicines, and our platform continues to revolutionize drug discovery and transform lives for patients with unmet needs. With five currently marketed medicines for serious diseases and an expansive late-stage pipeline, we continue to build upon our groundbreaking innovations in science and technology to provide greater value to patients; and we are well positioned financially to deliver on our strategic goals.
At Ionis, we pride ourselves on cultivating a challenging, motivating and rewarding environment that fosters innovation and scientific excellence. We know our success is a direct result of the exceptional talent and dedication of our employees.
With an unprecedented opportunity to change the course of human health, we look to add diverse individuals, skill sets and perspectives to our exceptional team. We continue to invest time, money, and energy into making our onsite and remote work environments a place where solid and lasting relationships are built and where our culture and employees can thrive.
We are building on our rich history, and believe our greatest achievements are ahead of us. We invite you to apply and join us if you’re passionate about the opportunity to have meaningful impact on patients in need, our employees, and our organization. Experience and contribute to our unique culture while you develop and expand your career!
VICE PRESIDENT, HEAD OF SALES - DONIDALORSEN
The Vice President, Head of Sales - Donidalorsen will establish the foundation of the organizations commercial field team and be accountable for the success of our second product launch. This individual will ensure the successful design and recruitment of the commercial sales team including first line managers, deliver on all critical launch requirements for pre- and post-launch activities, and ensure the customer experience is held to the highest standards. Working closely with the cross-functional team including Marketing, Commercial Operations, Market Access, Patient Services, Omnichannel and Compliance will be required for successful execution of this role. We are focused on finding sales leaders who have experience working with allergists, with rare disease experience, who thrive in competitive markets and highlight deep experience in both execution of selling requirements and developing their teams ensuring continued growth within the organization. This position can be on-site at our Carlsbad, CA (HQ location) or fully remote. For remote working, the expectation includes visits to our Carlsbad HQ and other sites as needed.
ACCOUNTABILITIES: To exceed the budgeted Sales revenue for Donidalorsen for Hereditary Angiodema (HAE)
RESPONSIBILITIES:
Strategy and Innovation
- Establishes strategic sales plans for Donidalorsen and executes on these plans to maximize business opportunities and customer satisfaction in competitive markets.
- Builds insight-driven focused tactics by understanding brand requirements & anticipating future customer needs.
- Provides oversight on short-term and long-term plans for key accounts and oversees relationships with customers, owning key relations where necessary.
- Adjusts strategies to meet business goals in specific regions through targeted field strategy development and customer insights.
- Fosters innovation, best practice sharing, and breakthrough thinking throughout the organization to exceed business goals.
- Recommends strategic changes to field force structures, incentive plans, sales processes, and customer approaches and capabilities.
Team Leadership
- Sets team vision and values and the appropriate cultural tone to maximize appropriate behaviors (especially regarding compliance) and best practice collaboration.
- Leads and mentors the Donidalorsen Region Sales Directors and Account Specialists to execute day-to-day field operations in line with commercialization/sales strategy.
- Inspires and motivates field team (including developing impactful reward and recognition programs).
- Aligns account specialists with the company's mission, vision, culture, and core principles.
Performance Management
- Oversees performance plans by leveraging Account Management Plans, KPIs, customer insights, and implementing customer focused tactical execution of brand strategies.
- Conducts formal and informal performance reviews and coaching for Region Sales Directors and (indirectly) Account Specialists and ensures individual development plans are executed (with consideration on succession planning).
- Manages change and develops risk mitigation plans
Cross-Functional Collaboration
- Collaborates with other senior leaders to ensure cohesive and integrated strategies across all departments, fostering a unified direction for the company.
- Leads collaborative efforts with key internal stakeholders (e.g., marketing, access, patient services, omnichannel, medical, compliance etc.) to ensure account specialists are aligned with competitive product messaging and meet business goals.
- Facilitates and encourages collaboration between teams to enhance organizational efficiency and maximize goal attainment.
- Shares customer and operational insights with the entire organization and leverages collective expertise to drive market success for products.
- Ensures all internal and external activities are in-line with all compliance regulations and corporate values.
- Pioneers an external collaborative approach with customers to develop advocates for Donidalorsen and Ionis.
Resource Management
- Attracts (especially during the initial build phase) and retains appropriate high-level talent capable of exceeding brand goals.
- Plans and monitors approved budgets to ensure appropriate allocation of resources to meet the plan and financial control.
- Signs off on deployment strategy, including overseeing resource allocation and field budget.
- Advises on talent acquisition, onboarding and training, and career development initiatives for new hires.
QUALIFICATIONS:
Education
- BS/BA in Life Science, Biology, (or similar scientific) or business-related field; master’s is a plus
Experience
- Previous experience working with allergists, in rare disease and competitive markets is required
- At least 15+ years of progressive experience in Pharma across the following areas:
- Leading sales and/or marketing teams
- Leading FRM teams
- People management
- Market access
Skills
- Strategic Thinking
- Market Understanding: Deep knowledge of the pharmaceutical market, including trends, customer needs, and competitive landscape.
- Vision and Planning: Ability to create and implement long-term sales strategies that align with the company’s goals.
- Innovation: Skill in identifying new opportunities and adapting to changes in the market, such as shifts in regulations.
- Leadership and Management
- Team Leadership: Experience in leading, motivating, and developing sales teams, often dispersed across multiple regions.
- Performance Management: Ability to set clear goals, monitor progress, and drive performance through data-driven decision-making.
- Collaboration: Strong ability to work cross-functionally with other departments (e.g., marketing, R&D, regulatory) to achieve common objectives.
- Sales Expertise
- Sales Process Management: Proficiency in overseeing complex sales processes, including key account management and contract negotiations.
- Customer Relationship Management (CRM): Expertise in CRM tools and strategies to manage and nurture relationships with healthcare professionals, institutions, and key stakeholders.
- Industry Knowledge
- Regulatory Knowledge: Understanding of the regulatory environment, including FDA guidelines, compliance requirements, and industry-specific laws.
- Product Knowledge: In-depth knowledge of the medicines being sold, including their scientific basis, therapeutic applications, and competitive positioning.
- Healthcare Ecosystem Insight: Awareness of the broader healthcare system, including payer dynamics, formulary placement, and the role of different stakeholders.
- Analytical and Financial Acumen
- Data Analysis: Ability to analyze market data, sales metrics, and financial reports to make informed decisions.
- Budget Management: Experience in managing sales budgets, forecasting sales, and maximizing ROI on sales initiatives.
- Strategic Financial Insight: Understanding of how sales performance impacts the company’s overall financial health and growth.
- Communication and Interpersonal Skills
- Effective Communication: Excellent verbal and written communication skills to articulate sales strategies, present to senior leadership, and interact with key clients.
- Stakeholder Management: Ability to build and maintain relationships with key stakeholders, including senior executives, customers, and partners.
- Cultural Sensitivity: an awareness, understanding, and respect for cultural differences
- Adaptability and Resilience
- Change Management: Skill in leading teams through change, such as product launches, market shifts, or organizational restructuring.
- Resilience: Ability to navigate challenges, setbacks, and the high-pressure environment typical of the biopharmaceutical industry.
- Ethical Integrity
- Compliance and Ethics: Commitment to maintaining high ethical standards, ensuring all practices comply with company, legal and ethical guidelines.
Please visit our website, http://www.ionis.com, for more information about Ionis and to apply for this position; reference requisition #IONIS003458
Ionis offers an excellent benefits package! Follow this link for more details: Ionis Benefits
Full Benefits Link: https://www.ionis.com/careers/working-at-ionis/#:~:text=to%20Applicants%C2%A0%C2%BB-,Benefits,-Employees%20are%20rewarded
The pay scale for this position is $305,000 to $365,000
NO PHONE CALLS PLEASE. PRINCIPALS ONLY.
\Ionis Pharmaceuticals, Inc. and all its subsidiaries are proud to be EEO employers.
