Posted to MedZilla on 9/22/2017


US-CO, Senior Hospital Area Business Leader, Pacific Northwest Region 220969BR_1503670196-MZ


This role covers: Washington, Oregon, Northern CA, Utah, Colorado, Colorado, Alaska are the main states in this role. You can live anywhere in the territory.

The Hospital Area Business Leader – Cardiovascular Specialty (HAS ABL-CS) is responsible for the performance for the NPC approved Cardiovascular portfolio within the territories and assigned hospitals that comprise his/her area (district). The HAS ABL - CS is responsible for leading a team of Hospital Account Specialists in this defined geography. The HAS ABL-CS is a “player coach”, required to lead, coach and manage team members to deliver sales results that meet/exceed objectives while also establishing strong professional relationships with key stakeholders, target physician groups and key institutions. The HAS ABL-CS also ensures that business activity is consistent with Novartis’ compliance and legal standards.

In alignment with all applicable laws and regulations and Novartis Pharmaceuticals Corporation (NPC) policies:

Hire, train, coach and develop Hospital Account Specialists

Act as a “player-coach”, establishing strong professional relationships with key stakeholders, target physician groups and key institutions

Conduct performance evaluations for each specialist and develop coaching plans as appropriate.

Implement compensation program to effectively reward integrity-based, high performance and desired leadership behaviors

Effectively manage performance of Hospital Account Specialists in both the community and hospital/account settings

Build strong, cross-functional relationships to leverage Novartis’ expertise in order to accomplish business goals and customer objectives

Grow volume and market share to meet and exceed business goals

Direct field activities and resource allocation to maximize business results

Anticipate, monitor and report changes in marketplace to effectively manage both tactical and strategic initiatives

Ensure the development and effective implementation of customer specific account plans

Demonstrate ethical leadership and foster an environment that promotes ethical behavior and compliance with company policies and applicable laws

Work cross-functionally with other Novartis commercial functions

Effectively manage and prioritize competing stakeholders’ interests

Minimum Requirements

Bachelor's degree (preferably in Life Sciences, Pharmacy, or Business related discipline).

Languages: English

Geography/Mobility: Must live within reasonable working distance of assigned geography.

Required Experience:

Current pharmaceutical/biotech sales manager with 2+ years management experience

Current Novartis Sales Associate with 2+ years of pharmaceutical/biotech sales management experience within the last two years OR current Novartis Sales Associate with 2+ years of pharmaceutical/biotech sales management experience who were formerly a first line sales manager within the last two years at prior company

Proven success (e.g. sales awards, top third ranking, highly successful performance ratings, etc.) selling biopharmaceutical products to customers in the specialty and institutional setting

Preferred Experience:

Significant experience and success leading sales teams in promotion to large cardiology practices, hospital (Critical Care Unit, Emergency Department, Pharmacies, Pharmacy & Therapeutic), Integrated Delivery Network, and System of Care (SoC) Customer

Leading product launches and Cardiovascular (CV) Sales Teams

Strong ability to collaborate and work cross-functionally within a complex, customer matrix environment

Proven leadership of teams focused on account management/selling experience within academic medical centers & complex Systems of Care (SoC)

Strong understanding of reimbursement for both the out-patient (payer) and the in-patient (Diagnosis Related Group, Medicare) reimbursement

Demonstrated expertise in managing multiple channel sales model; retail, hospital, and long-term care

Experience with leading sales team through product launches

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