The Dermatology Strategic Account Manager (SAM) serves a dual role (i.e., account management and account sales) with the Immunology & Dermatology BU. The SAM will be responsible to lead ATMs in developing, coordinating and implementing a strategic rheumatology/dermatology business plan for the assigned region in a manner compliant with all Novartis policies and procedures. The SAM will serve as the key Novartis contact for regional KOLs and is charged with forging long-term business relationships with key decision-makers and influencers. The SAM will also serve as the key contact responsible for reimbursement related matters in the assigned sales geography including analysis of reimbursement issues and acting as the reimbursement expert for field force & region management. SAMs will collaborate with the Area Business Leaders, Marketing, E&C, Legal, PA & HP, Medical (in accordance with company policies), Patient Services, HUB (Benefit Investigators and vendors) and home office to develop and execute regional programs aligned with strategic imperatives. The SAM is required to cover a large geographic territory and concentrate on the most productive and influential KOLs and large rheumatology/ dermatology practices within the geography to which they are assigned.
Lead the development, implementation and regular updates of key regional customer plans, to achieve business goals:
Lead regional area team meetings by coordinating all internal stakeholders
Conduct regular business analyses of the regional markets emerging large consolidated rheumatology / dermatology practices, regional KOLs, payers, competition, key stakeholders, legislation, policies within the specialties
Develop and maintain a deep understanding of the regional KOLs and large consolidated rheumatology/dermatology practices in the region
Map flow of payments within the large practices payer mix, purchasing patterns, ac-count business model to provide input into contracting and market access strategies
Monitor competitors approaches and use information in business planning
Develop strategy, objectives and tactics in line with National objectives
Conduct periodic needs assessments with regional KOLs to tailor and communicate customer insights to field-based and headquarters-based stakeholders, and engage with these KOL s to drive development of new strategies and tactics to pursue business opportunities
Implement and track progress of regional business plan
Drive disease awareness with key regional KOLs
The SAM is the key contact responsible for reimbursement related matters in the defined sales geography
The main responsibility is to analyze reimbursement issues & opportunities, anticipating changes in the healthcare landscape, and act as the reimbursement expert for field sales
Provide reimbursement training to FF only as needed (reactive response to health care provider questions) in a manner consistent and compliant with company policies and requirements
Support product access, implement competitive response/pull-through strategies, maintain and grow key relationships, and resolve reimbursement issues with third-party payers at the HCP level in a manner consistent and compliant with company policies and requirements
Works within Ethics and Compliance policies and ensures those around him/her do the same.
Engage key customers to develop long-term partnerships and to enhance product access and sales goals:
Build key business regional relationships and discuss company products (as assigned), company programs, and customer specific tactics/programs with key stakeholders and decision makers at assigned accounts (i.e. Medical, CEO, Program Director, Head of PR, Head of Patient Services, Head of Reimbursement and Patient Assistance, Head of Procurement, clinical staff (physicians, nurses, social workers, physical therapists, etc.)
Achieve the prioritization of our products in treatment protocols where appropriate. Develop advocates amongst assigned customer base
Through customer insights, leverage knowledge of influence network & affiliations (i.e. Payors, societies) to further initiatives
Facilitate the education of customers on disease state and Novartis products and services (i.e., patient support services, reimbursement, REMs) as needed and according to compliance guidelines
Coordinate effectively with PA & HP and Patient Services to enhance reimbursement, patient and physician support and formulary status.
Identify opportunities and lead cross-functional team to implement strategies and tactics to ensure and facilitate access to products
Identify and work closely with key accounts and customers to address reimbursement and distribution issues in collaboration with Patient Services to ensure timely and uncomplicated access to product
Communicate and coordinate, according to guidelines, with Patient Services to address reimbursement issues and support as needed with the customers
Collaborate with PA & HP to achieve reimbursement and payer access goals with major payers (government and commercial)
Complete understanding of all levels of MCO/Medicare/Medicaid reimbursement issues and impact on business performance, identify potential obstacles or opportunities to advance objectives
Works to ensure a diverse and inclusive environment free from all forms of discrimination and harassment
This position will report to the National Director, Strategic Account Management and will have no direct reports. This position will collaborate with many individuals in Sales (including ABLs assigned to region), Marketing, Medical (in accordance with company polices), PA&HP, Patient Services and other headquarter employees, including Legal and Compliance.
Position will be main contact for Regional KOLs and will be an integral part in driving the success of the product at the Regional Level.
Travel Requirements: Significant travel >50% or more required, including (some) weekends. Large geographical areas and, accordingly, must be able to effectively manage demands.
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.
Education: Undergraduate degree required; MBA preferred
Strong business background
Languages: English, excellent communication skills
5-7 years of Pharmaceutical Specialty Sales Management and/or Account Management experience.
3+ years of recent Rheumatology/Dermatology experience
Demonstrated ability to develop key thought leader relationships and account plans
o Tracks and anticipates environment / healthcare market and industry trends and develops into customer insights
o Tracks changes in the national / regional and local healthcare regulation and anticipates impact on customers
o Develops deep knowledge of customer priorities and challenges
o Uses competitive intelligence to drive account success
o Utilizes business and financial analyses to uncover the key account s performance drivers and opportunities
o Possess a strong understanding of Commercial payers, Medicare Part A/B/C/D plans and state Medicaid in geographic region
o Understands and aligns KAM priorities with NPC s business strategies
o Leverages, where appropriate and in a manner consistent with NPC policy and the law, knowledge of the NPC product portfolio and marketing strategy to plan customer programs
o Demonstrates and applies effective understanding of disease states and therapeutic areas
Strategy and Planning
o Prioritizes business strategies to create the most benefit for NPC
o Implements a well-defined account planning process to deliver short and long term value for NPC
o Identifies and secures resources to deliver account plans
Leverage compliance as a business advantage
o Strong compliance mindset with a high level of integrity and ethical judgment
Business Partnering and Influencing:
o Gains trust, influences and builds long term relationships
o Collaborates with BU s, account team and field sales to drive business results
o Communicates with and aligns stakeholders at all levels of the customer organization
Creating and Delivering Customer Benefit and Business Results
o Identifies and delivers innovative, benefit based programs using relevant customer insights
o Leads delivery of customer programs by leveraging resources across the Novartis group of companies
o Maximizes NPC access, share and profitability
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