Posted to MedZilla on 8/17/2017


US-MD, Disease Area Specialist, AS - Baltimore, MD 207730BR_1502479903-MZ


The Disease Area Specialist, Ankylosing Spondylitis (DAS) is a field sales specialty role responsible for growing Cosentyx AS business by driving disease awareness, ensuring appropriate patient identification and competitively selling Cosentyx relative to other approved agents. The DAS is representing and promoting Novartis Pharmaceuticals Corporation as a leader in Rheumatology and specifically Cosentyx and its Ankylosing Spondylitis indication with key accounts in the territory. The DAS will be responsible for achieving targets for Cosentyx sales performance consistent with Novartis’ compliance standards and market share. The DAS will be leveraging Rheumatology marketing materials & selling techniques, while coordinating with Cosentyx Rheumatology Reps, Strategic Account Managers and other functions (where applicable).

Sales (70%)

• Cover a relatively large geographic territory and focus on defined target list of most productive and influential physicians/practitioners in the AS disease area

• Deliver in-depth product education in AS to ensure that HCPs and other office staff are sensitive to the patient experience and well-informed and educated on how to identify patients that can benefit from Cosentyx

• Maintain relationships with multiple stakeholders in the office to drive patient advocacy and ensure engagement; apply highly advanced selling skills and ability to conduct total office calls

• Partner with office staff to identify appropriate patients

• Through customer insights, leverage knowledge of influence network & affiliations to support patient access, within compliance guidelines

• Collaborate with Rheumatology Sales Specialists and other roles as needed/appropriate, consistent with Ethics and Compliance policies

Disease Awareness (20%)

• Educate HCPs on how to properly identify & diagnose AS patients, and identify insufficiently controlled/dissatisfied patients across a spectrum of symptoms (symptoms, diagnosis, unmet needs)

• Message around underserved patient population to gain attention / empathy

• Remain abreast relevant and approved disease state and product research.

• Lead efforts develop innovative programs involving medical experts and patients to improve patient education, consistent with company policies and guidelines

• Map key influencers/networks involved in diagnosing/treating AS patients to track potential new customers /AS patients, consistent with company policies and guidelines.

Account Management (10%)

• Develop/maintain deep understanding and relationships with the local medical experts and practices with high volume of AS patients

• Develop strong knowledge of treatment algorithm and business dynamics within accounts and collaborate with other functions to meet customer needs

• Monitor competitors’ approaches and use information in business planning

Consistent with company policies and guidelines:

• Territory sales performance

• Successfully complete all training and pre-certification requirements

• Development of high quality and impactful territory business plan

• Successful implementation of compliant and medically-relevant programs with positive customer response

• MBO component -AS indication specific objectives as outlined in plan (20%)

Minimum Requirements

Bachelor’s degree required, preferred qualifications Study in Life Sciences, Pharmacy or Business related discipline, Account Management

Fluent English; excellent communication skills

• Three (3) years of successful pharmaceutical sales experience or two (2) years successful experience selling Rheumatology pharmaceutical products

• Must live within a reasonable distance of the territory. No relocation will be provided.

• Demonstrated ethical leadership and foster an environment that promotes ethical behavior and compliance with company policies and applicable laws.

• Proven track record of consistent high performance

• Strong ability to collaborate and demonstrate success working within cross functional teams

Strong business background including:

• Integrity with a will to win

• Ability to manage complexity

• Interpersonal communication • Is resilient in follow-up

• Organization & prioritization presentation skills

• Decision making

• Tactical execution

• Strong analytical and computer capabilities Collaborative mentality to coordinate with other Cosentyx customer-facing associates .

Preferred Qualifications:

Educational background / experience as Practice Assistant, Nurse Practitioner or a Pharm D degree

Previous Rheumatology experience highly preferred

Experience with launching rheumatology, biologic, or other specialty product with a complex distribution pathway Experience with building disease state awareness

Experience selling in a competitive market environment Ability to influence without formal authority in a matrix environment

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