US-PA, Sr. Regional Account Manager, Central PA 212543BR-MZ
Sr. Regional Account Manager, Central PA
US GEN MED
Regional Account Managers (RAM) has portfolio responsibility to assure profitable patient access and growth of all brands in the General Medicines portfolio as well as facilitate cross-divisional opportunities. This will be accomplished through a deep understanding of evolving local markets and customer organizations relative to healthcare delivery, prescribing patterns that exist and how drugs are reimbursed. RAMs will be responsible for the development of comprehensive local market strategic plans and are accountable for the deployment of a team-based model to engage customers based on customers needs and priorities. RAMs will have lead responsibility for managing various accounts and coordinating business within market segments in their assigned geography which may include: health plans, pharmacy benefit managers (PBMs), specialty pharmacies, systems of care (SOC), Accountable Care Organizations (ACOs), group purchasing organizations (GPOs), integrated delivery networks (IDN), hospital systems, physician groups, advocacy groups, Managed Medicaid and other local stakeholders as assigned. Based on this integration of local market knowledge, successful RAMs will serve as integral members of all local teams and drive access and uptake of Novartis brands in their market.
Deeply Understand and Manage Local Market Customers of Various Types
Portfolio accountability and account leadership for assigned customers in their local market of various customer types which may include health plans, PBMs, specialty pharmacies, SOCs, ACOs, IDNs, hospital systems, physician groups, advocacy groups, and other local stakeholders
.Deep understanding of the local changing landscape including consolidation and integration of customers with focus on different operating models, quality, outcomes and risk-bearing partnerships and ability to leverage this knowledge to exceed business objectives.
Seek out and develop novel opportunities that generate incremental business for the Novartis General Medicines portfolio by integrating local market insights and stakeholder relationships that produce sound value propositions to customer(s).
Able to effectively deploy a team-based approach with providers and organized customers to coordinate engagement for all customer facing resources (BU sales teams, cross-divisional etc.)
Management of customers includes developing and maintaining relationships with key decision makers and influencers that either directly or indirectly influence achieving business goals.-based approach to coordinated engagement by account leads
Understand, build and sustain mutually beneficial customer partnerships to provide coordinated solutions, service and support for the General Medicines portfolio over time.
Leverage local market insights to provide valuable input into various key headquarter disciplines including policy, pricing/contracting, distribution, marketing and patient services.
Develop comprehensive local market business plans to deploy a team based approach
Identify and understand local market stakeholders and local business drivers that impact the growth of the Novartis General Medicines portfolio.
Utilize strong analytical skills to interpret available data in order to identify trends and growth opportunities (customer, market and field insights).
Assure understanding of the evolving healthcare landscape including how the Affordable Care Act, federal influences and state level regulations impact the healthcare market and prescribing behaviors in local markets.
Provide expert, actionable insights into local business plans regarding the local healthcare systems, organized customers and other local business drivers.
Identify business opportunities and effectively deploy integrated strategies, resources and tactics to maximize growth.
Conduct pre-launch profiling and market readiness in advance of new products/indications entering the market place.
Deliver effective and actionable local market plans that clearly define team-based roles and responsibilities (may include but not limited to BU Sales teams, Patient Services, National Accounts, Government Affairs, Market Access Marketing, Brand team, Pricing & Contracting, Policy, NVS Oncology, Customers First & Other Divisions) to deliver the required financial results to achieve/exceed overall Novartis business objectives.
Achieve profitable market/patient access for all products for all accounts in local MSAs
Lead negotiations, contracting, pull-through and formulary management with assigned accounts.
Collaborate effectively with National Accounts to ensure appropriate influence, insights and advocacy are provided to exceed National access objectives.
Provide fiscal oversight for executing contracts (as appropriate) within Grants of Authority and within the Revenue Deductions budget.
Drive product access and influence on inclusion in treatment algorithms/protocols and e-prescribing platforms and product drug lists.
Ability to deliver customized value proposition messages that adapt to the changing needs of evolving customers.
Achieve advocacy and KOL support for P&T meetings and other customer influence strategies in coordination with cross-functional local teams.
Proactively support and engage local field sales teams to execute formulary access and pull through plans for National Account affiliates and Regional Accounts located in the local area (Commercial, Medicare Part D, Managed Medicaid, FFS Medicaid).
Enable Field Force to maximize pull-through with national/regional managed care landscape
Proactively engage with BU field leadership and sales teams to strategize, develop plans and execute tactics to maximize brand growth.
Effectively communicate managed care landscape/specifics (e.g., access, PA requirements) so field colleagues can confidently message and maximize pull through efforts with their customers.
Effectively plan, lead and follow-up on Account Team Management (ATM) live and virtual meetings to develop strategies and deploy resources as appropriate.
Ensure accountability, contract profitability, establish metrics and report progress on local market pull through initiatives.
Actively engage and call on strategically important Business Unit HCPs and KOLs in conjunction with local sales teams that require managed care expertise to address/mitigate issues or enhance performance.
Proactively gather and communicate critical therapeutic insights through the therapeutics leads model to assure continuous assessment and integration of insights into brand strategies.
Leverage systems of care to influence payer coverage by building relationships with KOLS and developing favorable treatment algorithms/protocols.
Identify opportunities to introduce, if appropriate, forums, programs and alliances to customers to better exceed business objectives.
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.
University degree in Business or Health Sciences; Master s Degree preferred
Strong business and leadership background
Ability to effectively communicate clinical/disease state knowledge to various customer types
5 + years of pharmaceutical experience
Proven ability to establish and cultivate key customer relationships
Strong competencies in the following areas: negotiations skills, communication (verbal, written, and presentation skills), business acumen, strategic thinking, analysis, Microsoft Office PowerPoint and Excel skills, financial management, and financial modeling
Demonstrated ability to be creative/ think outside the box and use non-traditional approaches within Novartis guidelines and policies
Strong collaboration and appropriate interactions with medical colleagues
Ability to work, lead and mobilize cross functional teams including sales teams
Strong problem-solving, business planning, strategy, financial and analytical skills
5+ in account and/or sales management experience
Established customer relationships with key stakeholders and influencers at all levels for assigned accounts within the local geography
Managed Markets contracting experience
Deep understanding of the local market dynamics
Experience /competencies in brand marketing or medical
Managed Markets experience
Strong knowledge of Novartis promoted therapeutic brands
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