Allergy Area Business Leader – Florida

Role Summary

This is a field-based and remote opportunity supporting a sales team in an assigned geography. The Area Business Leader (ABL) directs a team of Territory Account Specialists to deliver tailored customer experiences based on account and Health Care Provider (HCP) needs, using clinical dialogue to drive patient impact and demand. The ABL mentors the team to work cross-functionally with Healthcare Providers, Key Accounts and Systems of Care (SoC) to identify shared priorities and deliver clinical value, establishing Novartis as a preferred customer partner. The role emphasizes a culture of high performance and accountability to execute the brand strategy and achieve market objectives.

Responsibilities

• Recruit, develop, retain, mentor, and lead a diverse team of individuals to successfully deliver on strategic sales objectives and establish a cadence of accountability for the team, communicating, and supervising KPIs and engaging all levels of performance on the team.
• Models the way for all associates by encouraging a shared vision, communicating clear expectations, promoting an environment of accountability, enabling others to act, and optimizing or advancing processes by challenging the status quo.
• Monitor and mentor to ensure Territory Account Specialists are effective orchestrators of the total account call by coordinating the deployment resources to efficiently plan, communicate, and follow through to ensure customer needs are met with vitality.
• Develop, implement, and cultivate a customer-centric business plan in collaboration with both customer engagement and cross-functional partners to optimize customer experience and product demand.
• Serve as a member of the regional leadership team that is proactively supplying to the development of overall regional goals, business execution, team development and culture.
• Embed a hard-working, customer-centric culture where teams are engaged business owners that take effective results-oriented action. The Area Business Leader champions an environment where team members are encouraged to speak up, solve problems, collaborate, experiment, and fail forward.
• Possess in-depth knowledge in the areas of clinical, access and reimbursement, eye for business, territory management, and appropriate use of omni-channel marketing tools to effectively develop and mentor members of the team during regular field contacts and one-on-one mentor sessions.
• Leverage analytics platforms to advise decisions and identify areas of risk and opportunity to ensure the Territory Account Specialists are deploying resources like strategic face-to-face meetings, omni-channel resources, total office calls and cross-functional partners.

Qualifications

• Required: Bachelor's degree.
• Required: 2+ years’ sales leadership experience in pharmaceutical/biotech or other consumer products in a highly regulated environment. Internal Sales Associates are eligible if successfully completed Novartis Emerging Leaders Development Program (ELDP), or 2+ years of pharmaceutical/biotech sales management experience within the last two years prior to joining the company.
• Required: Demonstrated leadership experience in sophisticated selling environments (physician, managed markets and/or limited physical access accounts), with shown success (e.g., sales awards, top third ranking, successful performance ratings, etc.) selling biopharmaceutical products to customers in the specialty & institutional setting.
• Required: Candidate must reside within territory, or within a reasonable daily commuting distance of 100 miles from the territory border. Ability to travel 60-80% over a broad geography is required, with the ability to drive and/or fly within the territory. Must have a valid driver’s license.
• Preferred: Experience & success leading sales teams in promotion to large practices, hospitals, IDN’s & SoC customers, with an understanding of reimbursement for both the out-patient (payer) and in-patient (Diagnosis Related Group, Medicare).

Skills

• Leadership and people management
• Cross-functional collaboration and stakeholder management
• Strategic planning and execution of sales objectives
• Customer-centric business planning and execution
• Analytical thinking and use of data/analytics platforms to guide decisions
• Territory management and resource orchestration
• Omni-channel marketing tools and field coaching
• Clinical, access, and reimbursement knowledge
• Communication and influence
• Adaptability and problem solving

Education

• Bachelor's degree

Additional Requirements

• Travel: 60-80% of time across a broad geography
• Location: reside within territory, or within a reasonable commuting distance (~100 miles) of the territory border
• Driving: valid driver’s license; driving is an essential function of the role