US-TN, Director, Health Care Systems Account Manager (TN/FL) 217694BR-MZ
Director, Health Care Systems Account Manager (TN/FL)
The Director, Healthcare Systems, is responsible for developing innovative partnerships and optimizing business results for the Novartis Oncology portfolio with assigned top Systems of Care (SOC) accounts (total revenue value greater than $50 M).
Primarily responsible for senior stakeholder relationships (e.g. C/D Suite) within targeted accounts, develops deep understanding of individual customer needs and identifies mutually beneficial solutions for both Novartis Oncology and SOC customers through creation and execution of account business plans.
Strives to establish NPC as the partner of choice with assigned Systems of Care (SOC) Accounts
Leads Systems of Care (SOC) account teams (ATMs) and creates a coordinated, customer-centric approach across NPC Oncology Franchises.
Builds/strengthens relationships with C/D Suite key decision makers by expanding customer engagements across Novartis
Partners with senior executives in Novartis as Key Account Sponsors and establishes regular cadence of communication to discuss strategic plans and performance.
Understands decision making processes and key strategic objectives of both target accounts and Novartis and identifies areas of mutual interest
Engages senior stakeholders across the accounts on business needs
Moves relationships beyond transactional engagements to strategic business discussions that result in identifying solutions to healthcare challenges and improvements of the cancer patient journey for patients on Novartis products.
Collaborates with Business Franchise senior leadership to embed significant customer insights into brand priorities and adjust brand approach to better meet customer needs.
Work with dedicated Health Systems Marketers to create large scale, innovative initiatives with key customers.
Partners cross-functionally and shares customer insights to advance the development of account specific initiatives and targeted franchise strategies
Gains cross-franchise alignment on balancing strategic goals, resources and action plans for targeted SOC accounts
Creates strategic account plans that drive significant performance, increase customer satisfaction and build a foundation for long term partnership between SOC accounts and Novartis
Delivers appropriate communication and transparency of all account related activities and actions to both customers and Novartis
50-75% travel required
Key Performance Indicators
Evolves Novartis relationship with top US healthcare provider accounts by driving systematic and strategic C/D suite cross-functional engagement
Drives significant performance of in-line brands and early acceptance of new launches in targeted Prime Accounts
Increases Novartis reputation and market position in the target accounts and associated healthcare system by deep engagement with account stakeholders and community influencers
Creates working teams with customers and Novartis to create and execute innovative solutions that are mutually beneficial and strengthen support for the cancer patient journey
Provides significant account insights into PS&A and the Brand Franchises that impact strategy to meet evolving customer and marketplace needs.
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 Required
Minimum 10 years pharmaceutical experience and 5 years total experience in Key Account Management, Reimbursement, and/or Sales Management
Demonstrated success in Account Management oncology or specialty experience preferred
Proven ability to establish and cultivate key customer relationships
Strong Strategic and Business Acumen skills
Strong Negotiation skills
Excellent understanding of Systems of Care, the Healthcare space and the changing market dynamics
Demonstrated ability to lead without authority, need to be able to drive through execution across multiple client groups/franchises and with customers
Strong Strategic and Business Acumen skills
Strong Negotiating skills
Deep understanding of Systems of Care (SOC), the healthcare space and changing market dynamics
environment and IDNs/ACOs/Government Accts preferred
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