US-PA, Area Business Leader - I & D - Baltimore/Philly 231229BR-MZ
Area Business Leader - I & D - Baltimore/Philly
US GEN MED
Immunology & Dermatology
Geographic area covers - Maryland, Washington DC, Delaware, Philadelphia, and South NJ.
Novartis provides innovative healthcare solutions that address the evolving needs of patients and societies. Headquartered in Basel, Switzerland, Novartis offers a diversified portfolio to best meet these needs: innovative medicines, cost-saving generic and biosimilar pharmaceuticals and eye care. Novartis has leading positions globally in each of these areas. In 2016, the Group achieved net sales of USD 48.5 billion, while R&D throughout the Group amounted to approximately USD 9.0 billion. Novartis Group companies employ approximately 121,000 full-time-equivalent associates. Novartis products are sold in approximately 155 countries around the world.
The Area Business Leader (ABL) is responsible for leading a team of Specialty Sales Specialists in a defined geography. The ABL will lead, coach and manage team members to deliver sales results that meet/exceed targets and ensure that business activity is consistent with Novartis compliance standards as well as all applicable legal requirements. The incumbent will align tactical field execution with the national and regional marketing strategy for our Rheumatology & Dermatology drug/portfolio. An important role for the Sales Organization is to become a trusted resource in the eyes of our customers. To this end, the ABL will ensure that customer interactions are focused on improving outcomes for appropriate patients and are relevant to the educational needs of individual providers and groups.
The ABL will need to fully understand the Rheumatology & Dermatology marketplace, establish strong professional relationships with key institutions and develop actionable business plans for their geography. This position will require a strong ability to collaborate with the Strategic Account Managers (SAMS) and work cross-functionally with other Novartis functions including: Patient Access, Patient Services and, as appropriate, Field Medical. The incumbent will play an important role in providing feedback towards the development and refinement of the national/regional strategy for Novartis Pharmaceuticals Corp (NPC) Rheumatology & Dermatology drug/portfolio. Candidates need to have a proven track record of building highly effective and motivated teams. This role will require exceptional account management, selling, communication, organization, and planning/analytical skills.
NPC is committed to embracing and leveraging diverse backgrounds, cultures and talents to achieve competitive advantage.
Hire, train and develop Specialty Sales Specialists
Conduct performance evaluations and develop coaching plans for each specialist.
Implement compensation programs to effectively reward integrity-based, high performance and desired leadership behaviors.
Effectively manage performance.
Build strong, cross-functional relationships to leverage Novartis expertise in order to accomplish business goals and customer objectives.
Grow volume and market share to meet and exceed business goals.
Develop local business plans
Direct field activities and resource allocation to maximize business results.
Anticipate, monitor and report changes in marketplace to effectively correct both tactical and strategic initiatives.
Develop and manage key customer relationships.
Ensure the development and effective implementation of customer specific account plans.
Demonstrate ethical leadership and foster an environment that promotes ethical behavior and compliance with company policies and applicable laws.
Effectively manage and prioritize competing stakeholders interests.
The Novartis Group of Companies are Equal Opportunity Employers and take pride in maintaining a diverse environment. We do not discriminate in recruitment, hiring, training, promotion or any other employment practices for reasons of race, color, religion, gender, national origin, age, sexual orientation, marital or veteran status, disability, or any other legally protected status.
Education: Bachelor's degree (preferably in Life Sciences, Pharmacy, or Business related discipline).
Geography/Mobility Must live within the geography you support
Experience: Minimum of 5 years commercial pharmaceutical experience.
Minimum 2 years of sales management/leadership in Specialty Sales (Rheumatology highly preferred and/or Dermatology/Biologics)
Understanding of the complex distribution pathway of injectable biologic products is highly preferred
Proven leadership as a Manager with significant demonstration of peer leadership and project management
Experience attracting and developing diverse talent and building and managing high performance teams
Strong track record of performance
Experience in Medicare/Medicaid/Managed Care reimbursement
Experience managing and delivering on an operating budget
Proven ability to establish and cultivate key customer relationships
Competencies in the following areas: will to win, ability to manage complexity, negotiations skills, organization and prioritization, communication skills (verbal, written & presentation skills), business acumen, computer skills, decision making, tactical execution, ability to manage financial resources
Demonstrated ability to be creative / think outside-the-box and use non-traditional approaches within Novartis ethics and compliance policies
Ability to work effectively with cross-functional teams
Strong problem-solving, business planning and analytical skills
Travel as needed for business requirements, approximately, but not limited to 60%.
Experience in Rheumatology
Experience in Dermatology
Experience in Biologics
Experience in Sales and/or Account Management
Experience in Medicare/Medicaid/Managed Care Reimbursement - - thorough understanding of public and private payer dynamics
Position will be filled commensurate with experience
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