US-CA, SR. INFLAMMATORY ACCOUNT MANAGER-NORTH WEST 209557BR-MZ
SR. INFLAMMATORY ACCOUNT MANAGER-NORTH WEST
US GEN MED
San Francisco, CA
Immunology & Dermatology
The territory will cover: North California, San Francisco Bay area, Washington, Oregon and Idaho.
Develop, coordinate and implement a strategic business plan for CAPS and SJIA accounts, institutions, customers and systems of care, that will drive disease awareness, educate customers on Ilaris and associated patient services, create and facilitate access to product, and drive local market sales. This individual will also be responsible for building long-term relationships with key decision-makers and influencers to obtain local customer insights and identify business opportunities for assigned brand and therapeutic area. Collaborate with marketing, USMM, and home office to develop and execute customer centric programs aligned with franchise strategic imperatives.
Lead the development, implementation and regular updates of customer plans, to achieve business goals:
Conduct regular business analyses of the local market leads, opportunities to identify leads (local medical conferences), customers, payers, competition, key stakeholders, legislation, policies within the area of inflammatory diseases, rare diseases, orphan diseases
Develop and maintain a deep understanding of the customers and accounts in the area
Map flow of payments within the accounts payer mix, purchasing patterns, account business model to provide input into contracting and market access strategies
Monitor competitors approach and use information in business planning
Develop strategy, objectives and tactics in line with National objectives
Conduct periodic needs assessments with key customers to tailor and communicate customer insights to field-based and headquarters-based stakeholders, and engage with them to drive development of new strategies and tactics to pursue business opportunities
Implement and track progress of local business plan
Drive disease awareness with key customers
Partner with office staff to set up protocol to identify appropriate patients
Support treatment initiation logistics
Understand and support customers navigate through Buy & Bill process
Assist development of local sites of care
Facilitate referral networks and continuity of care to support patient access, within compliance guidelines.
Lead Novartis cross-functional team effort to achieve product access goals and sales goals:
Identify opportunities and lead cross-functional team to implement strategies and tactics to ensure and facilitate access to product at local level
Identify and work closely with key accounts and customers to address reimbursement and distribution issues to ensure timely and uncomplicated access to product
Communicate and coordinate, according to guidelines, with Customer Service Center (UBC) to address reimbursement issues and support as needed with the customers
Collaborate with managed markets to achieve reimbursement and payer access goals with major payers (government and commercial)
Optimize the implementation of product reimbursement strategies and work cross-functionally to favorably influence and manage Medicare/Medicaid and commercial payers policies affecting promoted products
Educate staff on how to have access to product, PA process, payor restrictions, SRF process and admin process
Complete understanding of all levels of MCO/Medicare/Medicaid reimbursement is-sues and impact on business performance, identify potential obstacles or opportunities for advance objectives.
Engage key customers to develop long-term partnerships and to enhance product access and sales goals:
Build key business relationships and discuss company products (as assigned), company programs, and customer specific tactics/programs with key stakeholders and decision makers at assigned accounts (i.e. Medical and Pharmacy Director, CEO, Program Director, Head of PR, Head of Patient Services, Head of Reimbursement and Patient Assistance, Head of Procurement, clinical staff (physicians, nurses, social workers, physical therapists, etc.)
Obtain formulary approvals and achieve the prioritization of our products in treatment protocols. Develop advocates amongst assigned customer base
Identify leads and key customers that treat assigned diseases with whom important relationships should be built
Through customer insights, leverage knowledge of influence network & affiliations (i.e. Payors, societies) to further initiatives
Facilitate the education of customers on disease state and Novartis Inflammatory Diseases products and services (i.e., patient support services, reimbursement, REMs) as needed and according to compliance guidelines
Ethics and Compliance:
Works within Ethics and Compliance policies and ensures those around him/her do the same.
Works to ensure a diverse and inclusive environment free from all forms of discrimination and harassment.
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.
Bachelor's Degree (preferably in Life Sciences, Pharmacy or Business related discipline). MBA preferred
Strong business background
Five years pharmaceutical sales experience, minimum 2 in hospital or specialty sales (preferably biologics, rheumatology and allergy/immunology)
Strong track record of performance
Demonstrated ability to work with accounts, multiple stakeholders and academic customers
Previous biologic Sales experience & familiarity with the rheumatology, allergy, immunology community & complex distribution pathways highly preferred
Proven ability to establish and cultivate key customer relationships
Competencies in the following areas: will to win, ability to manage complexity, negotiations skills, organization and prioritization, communication skills (verbal, written & presentation skills), business acumen, computer skills, decision making, tactical execution, ability to manage financial resources
Demonstrated ability to be creative / think outside-the-box and use non-traditional approaches within Novartis ethics and compliance policies
Ability to work effectively with cross-functional teams
Strong problem-solving, business planning and analytical skills
Must live in close proximity or be willing to relocate to the assigned geographical region
Travel as needed for business requirements, approximately, but not limited to 60%. There will be some weekend conferences and heavy travel Spring and Fall.
Ability to fulfill duties with limited supervision
Rheumatology and Biologics experience preferred.
A background in people management or Account Management is a plus.
This position will report to the National Business Leader and will have no direct reports. This position will collaborate with many individuals in managed markets, marketing, home office and account customers and will have indirect reports via project team
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