To build and execute business plans to meet Specialty sales goals forassigned territory.
To drive territory sales performance, market share and optimal resourceutilization.
To develop effective professional business relationshipswith customers that support delivery of business results in a specifictherapeutic area.
To implement robust action plans with complex customers includinghospitals, institutions, local health authorities or private payers.
To differentiate Novartis as a leader in a specific therapeutic area Major Accountabilities
Executes business plans for assigned product lines/brands, customers ortherapeutic area; uncovers and develops new business opportunities.
Develops and applies understanding of customer organizations andnetworks, andof diverse influences that affect customer decisions (e.g. peerrelationships)
.Executes call plans for customers, including medical experts fromcustomer oracademic communities; develops business/clinical networks
.Provides Novartis stakeholders and other colleagues with insight andfeedbackgained from customer interactions (Patient Journey Set up )
.Centers / Accounts mapping based on products KPIsUsage/development of a standardized local account team planning templatePrepare Territorials plans including SWOT analysis, objectives andtactics at the account or local geography levelAdapts and optimizes approach and communications style during salescalls,responding appropriately to customer needs.
Makes effective use of available technologies and channels to supportsales calls.Ensures that Novartis products and supporting services are broadlyunderstood andavailable to more patients and customers.
Deploys and uses Marketing and Sales promotional materials and programs;coordinates direct promotion programs and facilitates pull-throughactivitiesPresents highly technical portfolios to customer audiences
Develops deep specialist product and disease state knowledge in a specific therapeutic area and leverages this to build professional costume relationships and support sound clinical discussions.Uses detailed knowledge of competitor products features and benefits during sales calls to improve sales of Novartis products.
Allocates resources effectively for sampling, programs, and events, etc.Integrates customer-facing activities in cross-functional teams (e.g.Medical Affairs,Market Access) to achieve sales targets.
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