Therapeutic Area Lead OTS, SSA

Job Description Summary

The Therapeutic Area Lead OTS is responsible for driving the sales operations plan and for achieving agreed sales and broader performance targets for their part of the organization/specific product area. Additionally the Therapeutic Area Lead OTS will:
Support the development of an effective sales team through training and coaching or management of key commercial programs.
Be accountable for driving and optimizing profitability and market share growth.
Elaborate on local strategy and tactical plans and ensure their implementation; this includes developing close relationships and calling on targeted customers as well as executing field activities.
Manage Project development in performance and adjust plans accordingly.
Support on development and implementation of customer-centric and patient-centric programs which create value to key customers and stakeholders so as to maximize Novartis access and market share.
Actively seek business opportunities based on a clear and full understanding of products and territory accounts.
The main goal is to enhance an individualized Customer Experience to our stakeholders using an omnichannel engagement approach provided by all functions and departments.

Job Description

Major accountabilities:

• Required to travel regionally for customer visits.
  Accountable for achieving agreed sales productivity and performance targets.
  Creates and executes business plans to drive this achievement and is responsible for execution of brands strategic and tactical plans in line with company strategy and standards.
  Works independently to maintain existing clients and to develop new business opportunities.
  Manages and optimizes effective allocation of resources to deliver required business results.
  Manages area sales and expense budgets.
  Become a consultant for Brand-Teams and Customer Facing roles to help them to embed an Omni-Channel congress & event strategy as part of their business processes (Brand Plans & Account Plans) customized according to the need of the individual stakeholder.
  Monitor revise and analyze impact define new omnichannel KPIs to optimize customer engagement maximizing the customer experience
  Manages relationships with key accounts decision makers medical experts patient associations; and other colleagues across business functions to achieve desired results.
  
  
  
  
  
  
• Integrates and assess Global/Regional congress and event strategies and tactics as well as shares Best Practices with them.
  Masters product knowledge and disease area knowledge.
  Gathers and is updated on required information regarding the market key competitors market data pricing intelligence key accounts etc.
  Ensures Excellency in Customer Satisfaction and Customer Services.
  Complete all reporting and administrative requirements in a timely and accurate manner.
  Operates within Novartis compliance policies and procedures; and creates a culture that ensures all reports direct and indirect do the same. Reporting of technical complaints / adverse events / special case scenarios related to Novartis products within 24 hours of receipt

Key performance indicators:

• Achievement of sales revenue and market share targets vs plan
  Management of operating expenses within agreed budgets through effective monitoring and
  reporting systems
  Customer Satisfaction and Key accounts relationship maintenance within the Assigned
  territory
  Field force efficiency Product launch Success Rate
  Support patient and customer centric programs
  Customer Experience performance within the assigned territo

Minimum Requirements:
Education & Qualifications
University degree in Science and/or business marketing or Equivalent is preferred

Work Experience:

• Able to understand changing dynamics of pharmaceutical industry
  Market Knowledge and Network is desirable
  Pre-launch activities
  Sales in Healthcare / Pharma / related business
  Experience with Innovative pharmaceuticals or medical products market preferably in Oncology Transplant and Sickle Cell Disease
  Successful in-person and virtual customer facing experience in healthcare/pharma sector
  3 - 5 years Sales and Operational experience in customer-facing roles
  Demonstrated operational skills and performance delivery ideally in leading transformational change
  Establishing and managing strategic partners
  Excellent analytical strategic and KPI measurement combined with strong Marketing / Project Management skills
  High drive for superior results process improvement and simplification
  Excellent collaboration skills ability to partner across suppliers internal functions and other regions

Skills:

• Innovative and strategic thinking
  Digital Skills Presentations (via PowerPoint and MS Teams)
  Analysing sales data via Excel
  Interpersonal skills / Emotional Intelligence
  Negotiation / Influencing skills
  Coaching techniques / Situational Leadership
  Planning and decision making
  OnCore/DICE/OnE Coach
  Conflict management
  Art of listening and Emotional intelligence.
  Effective Delegation
  Business planning
  Creating a Healthy Culture
  Data analytics
  Cross-functional collaboration

Languages :

• English.

Skills Desired

Accountability Account Management Commercial Excellence Competitive Intelligence Compliance Crm (Customer Relationship Management) Customer Engagement Ethics Healthcare Sector Market Development Problem Solving Skills Process Knowledge Revenue Growth Selling Skills Team Collaboration Value Propositions