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Intercept Pharmaceuticals Director, U.S. Field Force Excellence in New York, New York

Job Descriptions:


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. OCA, marketed under the brand name "Ocaliva®," is approved in the U.S., EU and Canada for certain patients with primary biliary cholangitis (PBC), a rare autoimmune liver disease. Ocaliva® was the first product to be approved for PBC in over twenty years and our team is proud to have been pioneers in providing the first second-line treatment option to patients with such critical need. The Ocaliva® launch in 2016 also marked Intercept’s successful transition from a development-stage company to a fully integrated commercial organization with continued growth.

In February 2019, Intercept reported positive topline results from the Phase 3 REGENERATE study of OCA in patients with liver fibrosis due to nonalcoholic steatohepatitis (NASH). REGENERATE is the first and largest Phase 3 study in NASH - a chronic disease that threatens the lives of millions of people in the U.S. alone. Currently, there are no available treatments for NASH, and Intercept is among the leading companies focused on the disease.

Based on the positive results from REGENERATE, Intercept submitted the first new drug application (NDA) for a NASH treatment to the U.S. FDA in September 2019. The FDA has accepted Intercept’s NDA, granted OCA priority review and set a June 26, 2020 Prescription Drug User Fee Act (PDUFA) target action date for OCA. This is an exciting time for Intercept, as the organization prepares for a potential approval and launch in NASH. As part of this effort, Intercept is beginning to build a new commercial organization, and this opportunity in Commercial Operations will play a pivotal role in preparing the company for the successful anticipated launch of OCA’s second indication.


This position will serve as the link between all home office initiatives and field execution. The main task is to help translation of marketing strategy into sales force execution. The individual will serve as an integral partner with key home office departments including Marketing, Commercial Training and Development, IT and Legal/Compliance as the central point of contact for field sales execution. This position will also be the central point of two-way communication to and from the field. Communications will be outbound (example: strategic plans and initiatives to achieve sales objectives) and inbound (example: feedback from customer interactions and best practices that can be propagated nationally).


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

  • Ensure all field teams are executing in alignment with the brand strategy in order to achieve pre-specified brand/sales objectives

  • Partner with key stakeholders, Marketing, Commercial Operations, and Sales to execute the operational strategy in alignment with brand strategy

  • Sales Planning (understand and provide input into incentive compensation [IC], targeting, sub-national reporting to field)

  • Commercial Training and Development (field force training, POA meeting planning)

  • Marketing (messaging, promotional programs, non-personal promotion, promo materials management)

  • Information Technology (CRM management)

  • Sales Leadership (liaise with Senior Area Business Directors [SABDs], Area Manager of Planning & Operations [AMPOs], Regional Business Directors [RBDs])

  • Be the central hub for all communications from home office to the field; be an integral planning team member for national calls and be responsible for regular home office communications directed at the field

  • Partner closely with the Vice President of Sales to set agendas and facilitate weekly Sales leadership meetings

  • Spend time in the field and elicit best practices that can be shared broadly in order to enhance execution and effectiveness

  • 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

Required Experience:


  • Bachelor’s Degree required; MBA preferred

  • 10 years of pharmaceutical experience with 5 years of sales force excellence/effectiveness experience and first-line sales management experience

  • Home office experience is preferred

  • Launch and/or sales leadership experience in rare disease and/or specialty products preferred

  • Significant experience with Salesforce-based CRM platforms preferred

  • Must be proficient in PowerPoint and Excel

  • Experience in a small company with increasing responsibilities and leadership experiences is ideal

  • Travel as required: 15-20%


  • Strong leadership, emotional intelligence and interpersonal skills

  • Ability to think strategically, interpret performance drivers, build alignment, influence and execute working with key stakeholders

  • 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

  • Understanding the legal and compliance environment

  • Ability to have fun!

Keyword: Director, U.S. Field Force Excellence

From: Intercept Pharmaceuticals