AD, CART Account Management - New York City Territory – Remote (MD, DE, PA, NJ, Greater NYC)

Role Summary

Experienced managers in a key account management function, responsible for agreed upon targets for the assigned accounts. Primarily responsible for key stakeholder relationships within targeted accounts, develop deep understanding of individual customer needs and identify mutually beneficial solutions for both Novartis and customers through creation and execution of account business plans.

Responsibilities

• Responsible for complete ownership of assigned Key Accounts; develop product specific and portfolio strategies in line with goals and customer needs; align Account strategy with other key Sales, Marketing, Patient Access, Medical and Managed Care functions and ensures cross-functional resources and support.
• Delivers the Account plans and required financial results for own Key Accounts; works effectively with colleagues in other functions (e.g. Primary Care and Specialty Sales, Marketing etc.) to achieve account sales.
• Responsible for contract optimization, access and reimbursement across the specific customer groups that are relevant to the role or business unit.
• Leads negotiations, contracting, pull-through and formulary management with assigned Key Accounts - Creates and implements programs designed to build long-term relationships with Accounts, based on deep understanding of the customer organization, structure, business strategy and priorities - Builds and sustains long-term customer partnerships with assigned Key Accounts, based on deep understanding of the customer organization, structure, business strategy and priorities.
• Leads cross-functional Account teams and other assigned resources to develop and deliver Account business plans.
• Acts as mentor to other Key Account Managers by sharing best practices on contracting, Account plan development and execution and knowledge of product/disease states, customer segments, and healthcare environment and regulations.
• Communicates customer insights and Account-related activities to internal stakeholders, and engages with them to pursue business opportunities within assigned Accounts.
• Plays a key role in negotiations at the regional level and provide strategic inputs and support to the team (as applicable) - May be responsible for leading the tender business and team within the country by coordinating all related activities and stakeholders at local/regional levels - Reporting of technical complaints / adverse events / special case scenarios related to Novartis products within 24 hours of receipt - Distribution of marketing samples (where applicable).

Qualifications

• Required: Bachelor’s Degree
• Required: Minimum of 5 years pharmaceutical experience and 3 years of total experience in one or a combination of Key Account Management, Reimbursement, Medical Device or sales management.
• Required: Demonstrated ability to establish and cultivate key customer relationships
• Required: Strong Strategic and Business Acumen skills
• Required: Strong negotiating skills
• Required: In-depth knowledge of healthcare industry, environment and IDNs/ACOs/Government Accounts preferred

Skills

• Account Management
• Accountability
• Matrixed Collaboration
• Commercial Excellence
• Competitive Intelligence
• Complexity Management
• Compliance
• CRM (Customer Relationship Management)
• Customer Engagement
• Enterprise Sales
• Ethics
• Healthcare Sector
• Integrated Marketing
• Market Development
• Problem Solving Skills
• Revenue Growth
• Sales Strategy
• Selling Skills
• Strategic Leadership
• Value Propositions
• Process Education

Education

• Bachelor’s Degree Required

Additional Requirements

• Field Roles With a Dedicated Training Period Only: Training required, eight hours per day or forty hours per week or fewer.
• Field roles with a company car: Driving is an essential function; a fully valid and unrestricted driver’s license is required.
• Reasonable accommodations available for medical restrictions when not eliminating essential driving function.