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Summary
Job Purpose: Through successful interactions with healthcare professionals on specific therapy areas, drive sales, advocacy and market access.
About the Role
Major Accountabilities
Global Role Profile Develops stakeholder mapping for Therapeutic Area. Has deep understanding of the emerging multi-stakeholder environment and develops and maintains a comprehensive knowledge of customer needs, maintains customer engagement plan, networks, and knowledge of products and environment. Continue to identify customers, map the accounts and patient journeys, and educate key stakeholders on the assigned disease areas. Can analyze and interpret clinical and sales data for therapy area. Works collaboratively with support functions to determine which resources best fits the customer and/or circumstances.
Accountable for achieving agreed sales, productivity and performance targets within agreed budgets and timescales. Achieve agreed contact, coverage and frequency targets through omnichannel engagement. Develop business plans and implement related activities like customer events, sales and marketing campaigns, sales presentations necessary to achieve agreed objectives. Have a deep understanding in the respective therapeutic area and priority products. Maintain and enhance knowledge of products, product strategy, positioning, key messages, programs, company developments, customers, and competitors. Ensure customer satisfaction and best in class customer relationship. Handle enquiries and complaints quickly and professionally and in accordance with company procedures. Contribute positively to the Sales and Marketing team through co-operative relationships & collaborative efforts to achieve team and company objectives. Provide input into effective use of promotional funds & territory sales forecasting. Deliver exceptional customer experience through orchestrating the Omni-channels’ customer engagements leveraging all touchpoints (F2F, Offline & Digital) / channels delivering personalized content (Right message/content, Right channel, Right time) to address the customer needs within the specific customer journey. Follow all adverse events guidelines, and Code of Conduct Guidelines as promoted by Novartis. Demonstrate behavior in accordance with Novartis code of practice.
Additional responsibilities
Key Account Management Develop account mapping as per therapeutic area to enable catered and customized plans per account. Define a specific value proposition per account as per therapeutic area through developing strategies, tactics and plans to address the needs per account. IMS understanding and analysis for therapeutic area.
Patient Access
Understanding reimbursement and competitive landscape. Understanding of new launch enlisting process through different accounts. Mapping the external stakeholders according to access models opportunities. Identify patient/market access barriers in collaboration with value & access lead and working on potential solutions. Basic understanding of patient affordability and support programs.
Medical
Provide and discuss scientific knowledge and on label medical data relevant to the Therapy Area with HCPs. Provide scientific and educational information to HCPs on specific patient critical issues. Support scientific exchange to advance understanding of novel research trends, and current scientific debate. Involve HCPs when a need is identified to provide support / advice / participate in specific medical and scientific activities e.g. education of HCPs, etc.
Key Performance Indicators
- Achievement of sales revenue and market share targets vs plan
- Responsible for budget allocated to cover customer activities
- Customer satisfaction and customer relationship building
- Maintenance of key accounts
- Sales planning and reporting
- Level of medical expert engagement / contributions for programs and products.
Job Dimensions
Number of Direct Reports: Financial responsibility:
(Budget, Cost, Sales, etc.)
Sales achievements vs target and vs previous year
Market share (IMS where available)
Hospital consumption / liquidation
Impact on the organisation:
High
Ideal Background
Education: University degree in Science, Medical, Pharma, or Veterinarian Sciences
Languages:
Written & spoken English essential. Arabic is a plus.
Experience:
A minimum of 3-5 years of pharmaceutical sales experience, with a strong background in the renal therapeutic area, is essential
Established network with healthcare professionals specializing in renal diseases is desirable
Technical Knowledge & Skills:
Stakeholder management Insights generation Market analysis Business acumen Accountability and ownership Clear, impactful communication External business intelligence Innovative lead generation and account management Interpersonal skills (verbal and non-verbal communication, listening, negotiation, problem-solving, decision-making, assertiveness) Partnering mindset Solutions-oriented mindset Analytical thinking Predictive modelling Multi-disciplinary experience and knowledge Diverse project experience Varied work experience Partnering across the healthcare system
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Utd.Arab Emir. REQ-10036148
Therapeutic Area Partner
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