Vice President, Head of Renal Sales

Role Summary

The Vice President, Head of Renal Sales leads Novartis’ national Renal sales organization and a portion of Novartis’s Rare assets, developing go-to-market strategies and guiding cross-functional teams to deliver life-changing therapies. The role emphasizes promoting personalized HCP engagement to improve customer and patient experiences and developing overall business strategies for the sales organization. It requires strong leadership, analytical decision-making, and the ability to launch new therapies in a complex market. The position is remote within the U.S. with travel estimated at 60–80%.

Responsibilities

• Continue to build, hire and retain the most dedicated and agile workforce to meet the demands of the sophisticated changing dynamics of the fluctuating healthcare landscape, while collaborating to embed cross-functional hard-working teams that are highly engaged business owners across the enterprise on go-to-market strategies and execution of therapeutic area product launches.
• Lead the national sales team for Renal products and a portion of Rare assets, with a deep focus on customers; foster a curious, inspired, and empowered culture through collaboration and accountability, while managing and leading complex changes.
• Develop and implement a sales strategy for launching products, while enhancing profitability through continuous collaborations, and expanding market share to achieve business goals with resilience in competitive environments.
• Promote a motivated, inclusive, and patient-oriented culture founded on Novartis Values & Behaviors and create a rhythm of accountability for the team by developing plans that encourage growth and consistently improve associates’ performance.
• Establish and recommend the necessary level and type of resources to execute national portfolio or product sales strategies during the budgeting process, in coordination with the Integrated Portfolio Product team.
• Identify local market demands and engagement drivers, then coordinate with functional teams to allocate resources appropriately, customizing products and services to meet customer needs both in person and virtually.
• Collaborate with market access to prioritize opportunities, implement sales strategies, and secure access wins, while using analytics platforms to inform decisions and pinpoint risks and opportunities.
• Manage local resource distribution and net sales for your product portfolio, allocate budgeted resources to achieve national sales goals, and adjust based on emerging opportunities during the fiscal year.

Qualifications

• Required: 12+ years’ experience in diverse commercial pharmaceutical, biotech, healthcare, or similarly structured industries with large, geographically dispersed sales teams; consistently excelling in second-line sales leadership and in attracting, developing, and retaining diverse and effective teams. We also welcome candidates from other complex sales environments such as medical devices, diagnostics, life sciences services, insurance, consumer health, or B2B sectors, especially where strong field leadership and customer engagement are central to success.
• Required: Prior experience in leading teams focused on specialty therapeutic areas, along with a proven track record of successful product launches.
• Required: Proven track record of leadership in diverse, cross-functional settings such as operations, account management, marketing, and market access, with demonstrated experience in complex sales environments involving physicians, managed markets, and/or accounts with restricted physical access.
• Required: Demonstrated strategic and analytical skills through significant projects and initiatives, consistently achieving results, backed by strong financial and business knowledge, including expertise in managing large, complex budgets.
• Required: Shown understanding of US market access dynamics including payer landscape, buy-and-bill and specialty pharmacy.
• Preferred: Significant experience and success leading sales teams in promotion to large practices, hospitals (Critical Care Unit, Emergency Department, Pharmacies, Pharmacy & Therapeutic), Integrated Delivery Network, and System of Care (SoC) Customer.
• Preferred: Previous experience leading therapeutic area teams, with successful launch experience.

Skills

• Strategic thinking and analytical skills with the ability to translate insights into action.
• Cross-functional leadership and collaboration across operations, marketing, market access, and field teams.
• Financial acumen and experience managing large budgets.
• Customer engagement and HCP engagement capabilities, with ability to drive market access and payer strategies.
• Data-driven decision making and use of analytics platforms to inform decisions and identify risks/opportunities.

Education

• Bachelor’s degree from a four-year college or university (required).

Additional Requirements

• Travel: 60–80% travel (domestic and international).