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This individual will be responsible for gaining a thorough understanding of the account, the decision-making process, key decision-makers and influencers. He/she must have a deep understanding of specific customer needs and identify key business opportunities. This individual will gain access to key people within the accounts to identify opportunities for appropriate product utilization in the appropriate hospital setting, as well as, post discharge.
•Builds and develops professional relationships with key customer decision-makers, to include (but not limited to), Hospital Pharmacy, Heart Failure Clinical and Quality Directors (inpatient and outpatient), hospital finance decision makers within assigned accounts
•Responsible for routinely meeting with appropriate cardiology leaders within the Novartis Customer interaction policy These cardiology leaders would be Cardiologists, Nephrologists, P&T committee members, etc., that act as stakeholders or decision-makers within the Account Manager assigned accounts
•Accountable for ensuring formulary adoption in targeted / assigned hospital accounts to help drive appropriate utilization of approved CV products; works with other sales colleagues to manage and coordinate pull-through of Letters of Commitment (LOC)
•Leverages expertise and knowledge of heart failure, the marketplace, applicable competitors, industry and cross-functional activities/plans to anticipate and effectively manage business opportunities and challenges
•Understands intra system dynamics in heart failure (e.g.: inpatient to outpatient management and protocols, readmission programs, performance vs quality metrics, CHF performance priorities)
•Understands hospital committee structure, P&T process, treatment and discharge protocols, DRG and hospital reimbursement process for all assigned accounts and communicates with matrixed team on impact to our approved CV products and the competition
•Presents Brand approved data and CV product messaging for approved CV products and delivers clinical messages in compliance with regulations to appropriate audiences
This individual will lead the execution of account strategy and tactical plans by effectively collaborating with account First Line Manager, nurse educator, sales specialist and other internal resources as necessary, and is accountable for overall account sales as Center Of Excellence quarterback.
•Provides relevant, thoughtful input to strategic, business and account planning for territory and sales area; engages in meaningful discussion and communication with area internal stakeholders
•Develops and manages Heart Failure specific Account Plan, including linked inpatient strategies and outpatient strategies
•Prioritizes time and resources to ensure optimal and appropriate coverage of hospitals and out-patient cardiology leaders based on opportunity and importance to the system
•Anticipates potential barriers to achievement of goals and proposes solutions for success
•Positions Novartis’ heart failure solutions in the context of account priorities, such as how solutions align with account’s cost & outcome/quality measures
Finally, this individual will be responsible to ensure account strategy is consistent with national objectives (e.g. brand & segment strategy)
•Map heart failure specific account influence and decision making networks
•Develop, and periodically update, account-specific business plans for each of the accounts in the territory in conjunction with multidisciplinary Novartis teams and consistent with policies regarding Medical / Commercial interactions
This is a remote position.
Bachelor’s degree required, advanced degree a plus.
Fluent English, excellent communication skills
•A minimum five (5) years of experience in pharmaceutical / biotech sales within the last 10 years
•A minimum of two (2) years of specialty pharma/biotech experience within the last 5 years dedicated to hospitals and or Systems of Care/Institutions
•Internal Cardiovascular Sales Associates – minimum of two (2) years in Novartis Cardiovascular as Cardiovascular Sales Specialist, works in and has community hospitals in targeted call plan, completes 9 module HAS training program within 12 months of employment in new role. Note: Lack of successfully completing training could lead to disciplinary action. Only one (1) HAS development associate per territory/year.
•Proven track record of consistent high performance
•Well versed in navigating the pharmacy and therapeutics (P&T) process
•Demonstrated ability to lead account team initiatives
•Demonstrated ability to analyze complex data
•Experience in the promotion of cardiovascular pharmaceuticals / biotech products
•Broad understanding of the market access, diagnostic related groups (DRG), hospital reimbursement, and protocol development
•Launch experience in hospital marketplace
•Demonstrated success in hospital account management/selling
•Demonstrated decision making, effective problem-solving and strategic thinking skills
•Strong ability to collaborate and work cross-functionally within a matrixed environment
•Demonstrated ethical leadership and foster an environment that promotes ethical behavior and compliance with company policies and applicable laws
•Outstanding written and oral communication skills
•Strong analytical and computer capabilities
Ability to influence others without formal authority in a matrix environment