Industry: Pharmaceuticals & Biotech•
5 - 7 years
Posted 83 days ago
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 Hospital Account Manager has heart failure portfolio responsibility to assure growth of all HF brands. This is accomplished by development, coordination and implementation of a strategic business plan for targeted accounts. The Account Specialist is a matrixed leader of field sales, US Managed Markets, and HQ personnel who are all responsible for creating and pulling through access and utilization for the approved CV products.
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 re-garding Medical / Commercial interactions. EEO Statement 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. Minimum requirements Minimum:
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
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