US-CA, Regional Director of Sales - Rheumatology (West) 216025BR-MZ
Regional Director of Sales - Rheumatology (West)
US GEN MED
Los Angeles, CA
Candidates for this role can be based throughout the Western portion of the US. Potential locations include, but are not limited to: Dallas, Houston, Austin, Chicago, Seattle, Portland, Denver, St. Louis, San Francisco, Los Angeles, Phoenix, Memphis or Oklahoma City.
This role is responsible for designing, building, and leading the Regional Field Sales Teams. Primary responsibility of delivering profitability of in-line brand/s, as well as the successful execution of new launches and change initiatives. Builds deep under-standing of customers and key stakeholders, and uses this knowledge to design innovative & customer-centric strategies that drive sales volume, market share leader-ship, and profitability. Develops business plans with the VP of Sales and collaborates with his/her commercial peers. This role is critical to assuring NPC promotional activities are both patient and customer centric, and adhere to all applicable laws and policies.
In alignment with all applicable laws and regulations and Novartis Pharmaceuticals Corporation (NPC) policies:
Collaborate with headquarters functions to design and build the Regional Field Sales Team; lead and manage Field Team; appropriately grow sales and expand market share to achieve sales goals
Work with direct reports, VP of Sales, and other cross-functional peers to develop plans to meet sales targets, profitability and productivity goals as well as monitor performance.
Manage and lead a team of 8-10 Area Business Leaders (ABL s) that oversee 60-80 sales specialists. Manage and lead cross functional roles with direct reporting responsibility that include the Regional Field Marketer and Regional Field Capabilities Managers. This includes (but not limited to) recruiting / hiring, coaching, developing, assessing performance, delegation, and assisting with personnel issues.
Build deep understanding of customers and key stakeholders, and use this knowledge to design promotional strategies that drive formulary adoption, protocol development, sales volume, market share, and profitability. Ensure appropriate positioning of approved new products and services to respond to customers needs. Ensure all activities are compliant with all Novartis policies and procedures and in the best interest of the patients we serve.
Work closely with sales training to ensure all direct reports are proficient in terms of clinical and promotional materials and content.
Support product access, including the implementation of competitive response and pull-through strategies. This includes establishing and growing relationships with key stakeholders and customers within assigned geography.
Coordinate key projects/initiatives that drive current sales growth.
Manage robust performance management plans and continuously strengthen and enhance diverse talent through recruiting, development and succession plans.
Foster appropriate innovation in our promotional model and communicate best practices throughout the I&D Franchise sales team and with other Franchises.
Work collaboratively across I&D Franchise to ensure appropriate tailoring and positioning of approved products and programs in a manner consistent with company policies and procedures. Build and lead a strong cross-functional (direct and indirect reporting) team including sales leadership, PA & HP, HR, Finance, Sales Training, E&C, Legal, CSO, and Brand.
Provide timely communication/direction to leadership team and sales force.
Manage operating budget and allocate resources to optimize business results.
Role-model V&Bs and reward associates appropriately to foster a positive culture within the BU.
Lead assigned Regional Field Sales Team alignment to and ownership of NPC policies including Code of Conduct, and all applicable laws and regulation.
Collaborate with HR to resolve behavioral, policy, and/or performance related issues.
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.
Education: Undergraduate Degree
Experience: +10 years of commercial pharmaceutical experience, +5 years dedicated to leading sales teams in specialty settings
2+ years in a second line sales leadership role
Significant experience and success leading sales teams in promotion to
Rheumatology experience strongly preferred
Experience leading product launches and specialty sales teams
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