Posted to MedZilla on 9/20/2017


US-OH, Associate Director Systems of Care, CV - Account Management 204773BR_1503344453-MZ


• Overall responsibility for ensuring patient access and growth of all brands in the CV franchise. Responsible for driving Novartis CV business impact and market share in ~3-7 “Systems of Care” accounts within a geographic territory

• SoC accounts are defined as networks of affiliated physicians, hospitals and/or out-patient clinics, including independent physician associations (IPAs) and integrated delivery networks (IDNs), that provide orchestrated patient care and exert control of member HCPs through policies, formularies, etc., such as Cleveland Clinic, Partners HealthCare, and Advocate

• Core activities include developing (and updating) account plans, aligning those plans with different customer-facing functions, leading account team day-to-day operations, compliantly coordinating SoC interactions across customer-facing organization, building mutually beneficial relationships with C/D-suite decision makers, and providing coordinated solutions, service and support for the CV franchise.

• Develop medium- and long-term strategy for account management at 3-7 Systems of Care (SoC) in given geographic territory

o Follow macro trends (economic-, healthcare- and pharma-specific) at a national and geographic level

o Follow developments at the 3-7 SoCs in the geographic area and identify where these create opportunities or risks for Novartis’ CV portfolio

o Gather insights across multiple Novartis teams (Regional Account Managers, Hospital Account Specialists, Medical Account Managers, Medical Science Liaisons, and CV sales representatives) regarding each of the 3-7 SoCs in a manner consistent with all Novartis policies and procedures, including those regarding appropriate Medical / Commercial interactions

o Monitor evolution of up and coming SoCs in the market and (where appropriate) develop business case for inclusion of new SoCs in remit of core team

o Provide recommendations on resourcing of account team members to key internal stakeholders

o Periodically reassess and modify account strategy based on new trends, customer growth (e.g., acquisition activity), and customer demands

• Develop, and periodically update, account-specific business plans for each of the SoCs in the area in conjunction with multidisciplinary Novartis teams and consistent with policies regarding Medical / Commercial interactions

o Interpret business analytics to identify opportunities for action at each SoC

o Gather and synthesize input from internal stakeholders on key unmet needs at each account that overlap with Novartis’ capabilities and priorities

o Understand account decision-making processes and identify the points of influence for Novartis’ CV business unit

o Map key account decision-makers, identify approach to engage, and appropriate Novartis contact for each stakeholder

o Set-up and lead cross-functional strategic account planning, iterating and improving the plan with input from the team

o Appropriately differentiate approach and value proposition based on the position and priorities of the contacts (e.g., C-suite vs. mid-level management) at each SoC

o Conduct pre-launch profiling and assess market readiness in advance of new products/indications entering the market place

o Set overall qualitative and quantitative strategic goals at portfolio and ac-count level

o Lead execution against account-level business plans

• Set clear goals and expectations for core team members for each strategic item that requires action

o Translate account-level goals into specific actions for each account team member from different Novartis functions

o Lead the dialogue for regular progress review and performance management meetings with dedicated core team and extended team members

o Provide input to training programs for members of account teams

• Understand and monitor the priorities and unmet needs of key customer contacts, identify opportunities that overlap with Novartis’ priorities, tailor Novartis value proposition to customers, and provide relevant solutions in a mutually beneficial partner-ship with customers

o Build and maintain ongoing rapport with key stakeholders and decision-makers for each SoC (including gathering insights from other stakeholders)

o Develop consultative relationships with key stakeholders to systematically identify areas of unmet need that Novartis’ full set of resources can address

o Pull in Novartis resources as needed to address customer needs

o Refine and tailor Novartis’ value proposition and resources to the account

• Coordinate across Novartis resources aligned against the customer, consistent with policies regarding Medical / Commercial interactions

o Coordinate account-level processes with Novartis’ home office

o Liaise with brand teams and other key functions (e.g., customer marketing, digital teams) to provide “on-the-ground” perspective and keep up with latest messages and offerings

o Work with fellow Key Account Managers across geographies to share learnings, insights, and opportunities

Bachelor’s required, MBA preferred, English (Oral/Written)• 5-10 years of specialty pharmaceutical experience/2 in hospital or specialty sales • 6 years in account and/or 2 years sales management experience • Must have a high degree of understanding of the Cardiovascular community in general/a working knowledge of Cardiovascular products is preferred • Must have a strong track record of therapeutic area/product knowledge expertise • Must have a working knowledge of managed care regulations and system dynamics, including inpatient settings and reimbursement •Possess strong task and project management skills • Experience leading cross-functional teams preferred • Possess strong communication skills

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