Therapeutic Area Lead at Novartis International AG

Job Summary

• The Therapeutic Area Lead OTS is responsible for driving the sales operations plan and for achieving agreed sales and broader performance targets for their part of the organization/specific product area.

Additionally, the Therapeutic Area Lead OTS will:

• Support the development of an effective sales team through training and coaching or management of key commercial programs.
• Be accountable for driving and optimizing profitability and market share growth.
• Elaborate on local strategy and tactical plans and ensure their implementation; this includes developing close relationships and calling on targeted customers as well as executing field activities.
• Manage Project development in performance and adjust plans accordingly.
• Support on development and implementation of customer-centric and patient-centric programs which create value to key customers and stakeholders so as to maximize Novartis access and market share.
• Actively seek business opportunities, based on a clear and full understanding of products and territory accounts.
• The main goal is to enhance an individualized Customer Experience to our stakeholders using an omnichannel engagement approach provided by all functions and departments.

Major Accountabilities

• Required to travel regionally for customer visits.
• Accountable for achieving agreed sales, productivity and performance targets.
• Creates and executes business plans to drive this achievement and is responsible for execution of brands’ strategic and tactical plans in line with company strategy and standards.
• Works independently to maintain existing clients and to develop new business opportunities.
• Manages and optimizes effective allocation of resources to deliver required business results.
• Manages area sales and expense budgets.
• Become a consultant for Brand-Teams and Customer Facing roles to help them to embed an Omni-Channel congress & event strategy as part of their business processes (Brand Plans & Account Plans) customized according to the need of the individual stakeholder.
• Monitor, revise and analyze impact, define new omnichannel KPIs to optimize customer engagement, maximizing the customer experience
• Manages relationships with key accounts’ decision makers, medical experts, patient associations; and other colleagues across business functions to achieve desired results.
• Integrates and assess Global/Regional congress and event strategies and tactics as well as shares Best Practices with them.
• Masters product knowledge and disease area knowledge.
• Gathers and is updated on required information regarding the market, key competitors’ market data, pricing intelligence, key accounts etc.
• Ensures Excellency in Customer Satisfaction and Customer Services.
• Complete all reporting and administrative requirements in a timely and accurate manner.
• Operates within Novartis compliance, policies and procedures; and creates a culture that ensures all reports, direct and indirect, do the same. Reporting of technical complaints / adverse events / special case scenarios related to Novartis products within 24 hours of receipt

Key Performance Indicators

• Achievement of sales revenue and market share targets vs plan
• Management of operating expenses within agreed budgets through effective monitoring and reporting systems
• Customer Satisfaction and Key accounts relationship maintenance within the Assigned territory
• Field force efficiency, Product launch Success Rate
• Support patient and customer centric programs
• Customer Experience performance within the assigned territo

Minimum Requirements 
Education & Qualifications:

• University Degree in Science and/or Business Marketing or equivalent is preferred

Work Experience:

• Able to understand changing dynamics of pharmaceutical industry
• Market Knowledge and Network is desirable
• Pre-launch activities
• Sales in Healthcare / Pharma / related business
• Experience with Innovative pharmaceuticals or medical products market, preferably in Oncology, Transplant and Sickle Cell Disease
• Successful in-person and virtual customer facing experience in healthcare pharma sector
• 3 - 5 years’ Sales and Operational experience in customer-facing roles
• Demonstrated operational skills and performance delivery, ideally in leading transformational change
• Establishing and managing strategic partners
• Excellent analytical, strategic and KPI measurement combined with strong Marketing / Project Management skills
• High drive for superior results, process improvement and simplification
• Excellent collaboration skills – ability to partner across suppliers, internal functions and other regions

Skills:

• Innovative and strategic thinking
• Digital Skills – Presentations (via PowerPoint and MS Teams)
• Analysing sales data – via Excel
• Interpersonal skills / Emotional Intelligence
• Negotiation / Influencing skills
• Coaching techniques / Situational Leadership
• Planning and decision making
• OnCore/DICE/OnE Coach
• Conflict management
• Art of listening and Emotional intelligence.
• Effective Delegation
• Business planning
• Creating a Healthy Culture
• Data analytics
• Cross-functional collaboration

Languages:

• English.