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Novartis provides healthcare solutions that improve and extend people’s lives. We use science-based innovation to address some of society’s most challenging healthcare issues. We discover and develop breakthrough treatments and find new ways to deliver them to as many people as possible. Our company is focused on industry-leading divisions with i...
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Major accountabilities:
Achievement of Market Share Target
- Demonstrate improvement on brand metrics through Brand awareness/ recall, message retention, prescription intent and trial rate.
- Ensure positive customer experience in reference to Net Promoter score, Overall HCP satisfaction rating and HCP Retention rate
- Attain market share objective
- Achieve monthly sales targets
- Meet other set key performance indicators (KPIs)
Territory Management
- Ensure achievement of MCQ targets by effectively using omnichannel engagement with target HCPs via face to face or digital engagement methods
- Use available technology and tools to support sales calls and Customer Relationship Management
- Co-creation of digital marketing materials with Marketing and Medical for personalized HCP engagement such as RTEs,
Disease, Therapeutic & Product and Competitors Area
- Mastery on product knowledge, clinical studies and updates on the assigned therapy area or following major areas:
- Disease, therapeutic, product & competitors
- Ensure brand lead and key account activities are aligned to customer insights
- Acts as point of integration and collaboration for specific Novartis brands, in specific Territories /Accounts to ensure full 360-degree approach to account
Selling Expertise
- Demonstrate expertise on virtual patient-centric selling using omnichannel engagement tools and framework.
- Explore needs from customers’ perspective and adapting brand messages to enable the right patients to get the right solutions at the right time
- Effectively communicate brand messages and benefits to target customers aligned to the digital Marketing Communication Strategy
- Responsible for achievement of the Territory Plans and aims to deliver the required territory sales targets.
Market & Customer Acumen
- Demonstrate clear understanding on the needs and pain points of target HCPs and closely feedback to In-market Brand Lead/ Medical for more relevant content and programs
Sales reports, updates and support
- Conduct regular brand/KAM reviews to ensure brand and KAM strategies are up-to-date and effective.
- Provide detailed reports and updates on projects implemented and other business-related expenses and all relevant business correspondence with the use of appropriate presentation tools/ equipment
- Always maintain business updates / advantages through training and other information source (internet, books, etc.).
- Use ONCORE for Congress, Events and Attendees
- Liquidate expenses in a timely manner
- Provide professional support in continuing medical education
Collaboration with Stakeholders
- Pro-actively collaborate with other Novartis stakeholders in sales and across functions (e.g. Medical, Patient Access) to achieve sales targets and when required to support cross- functional competencies
- Partner with the customers by providing value added services for patients
Ethics, Risk and Compliance
- Quality and Pharmacovigilance – Ensure teams ERC to good pharmacovigilance practice (GPVP), quality and adverse event reporting.
- Ensure awareness and understanding of the Novartis Code of Ethics and other ERC guidelines and policies (Speak Up Office, Pharmacovigilance, Anti-bribery, Conflicts of Interest, BeSure, etc.)
- Adhere to the highest ethical standards in the industry and abide by the Novartis Code of Ethics and other ERC guidelines and policies (Speak Up Office, Anti-bribery, Conflicts of Interest, BeSure, etc.)
- Report potential misconduct or violations to the Code of Ethics and other ERC guidelines to any of the following: Manager, CPO Head, Legal, ERC, P&O, Speak Up Office.
- Drive and ensure completion of all mandatory training programs and understanding for the team
Minimum Requirements:
Education
- 4-year course, preferably business and allied medical sciences from a reputable institution.
Work Experience:
- Established Network to target Customer Group desirable.
- At least 1 – 2 years of strong track record as a Specialist Representative or solid exposure in pharmaceutical selling i.e. brand selling and developing brand advocates
- Digital / engagement track record preferable
- Digital savvy
- Mastery on product knowledge, clinical studies and updates on the assigned therapy area
- Expert on patient-centric selling using omnichannel engagement tools and framework
go to method of application »
Major accountabilities:
Achievement of Market Share Target
- Demonstrate improvement on brand metrics through Brand awareness/ recall, message retention, prescription intent and trial rate.
- Ensure positive customer experience in reference to Net Promoter score, Overall HCP satisfaction rating and HCP Retention rate
- Attain market share objective
- Achieve monthly sales targets
- Meet other set key performance indicators (KPIs)
Territory Management
- Ensure achievement of MCQ targets by effectively using omnichannel engagement with target HCPs via face to face or digital engagement methods
- Use available technology and tools to support sales calls and Customer Relationship Management
- Co-creation of digital marketing materials with Marketing and Medical for personalized HCP engagement such as RTEs,
Disease, Therapeutic & Product and Competitors Area
- Mastery on product knowledge, clinical studies and updates on the assigned therapy area or following major areas:
Disease, therapeutic, product & competitors
- Ensure brand lead and key account activities are aligned to customer insights
- Acts as point of integration and collaboration for specific Novartis brands, in specific Territories /Accounts to ensure full 360-degree approach to account
Selling Expertise
- Demonstrate expertise on virtual patient-centric selling using omnichannel engagement tools and framework.
- Explore needs from customers’ perspective and adapting brand messages to enable the right patients to get the right solutions at the right time
- Effectively communicate brand messages and benefits to target customers aligned to the digital Marketing Communication Strategy
- Responsible for achievement of the Territory Plans and aims to deliver the required territory sales targets.
Market & Customer Acumen
- Demonstrate clear understanding on the needs and pain points of target HCPs and closely feedback to In-market Brand Lead/ Medical for more relevant content and programs
Sales reports, updates and support
- Conduct regular brand/KAM reviews to ensure brand and KAM strategies are up-to-date and effective.
- Provide detailed reports and updates on projects implemented and other business-related expenses and all relevant business correspondence with the use of appropriate presentation tools/ equipment
- Always maintain business updates / advantages through training and other information source (internet, books, etc.).
- Use ONCORE for Congress, Events and Attendees
- Liquidate expenses in a timely manner
- Provide professional support in continuing medical education
Collaboration with Stakeholders
- Pro-actively collaborate with other Novartis stakeholders in sales and across functions (e.g. Medical, Patient Access) to achieve sales targets and when required to support cross- functional competencies
- Partner with the customers by providing value added services for patients
Ethics, Risk and Compliance
- Quality and Pharmacovigilance – Ensure teams ERC to good pharmacovigilance practice (GPVP), quality and adverse event reporting.
- Ensure awareness and understanding of the Novartis Code of Ethics and other ERC guidelines and policies (Speak Up Office, Pharmacovigilance, Anti-bribery, Conflicts of Interest, BeSure, etc.)
- Adhere to the highest ethical standards in the industry and abide by the Novartis Code of Ethics and other ERC guidelines and policies (Speak Up Office, Anti-bribery, Conflicts of Interest, BeSure, etc.)
- Report potential misconduct or violations to the Code of Ethics and other ERC guidelines to any of the following: Manager, CPO Head, Legal, ERC, P&O, Speak Up Office.
- Drive and ensure completion of all mandatory training programs and understanding for the team
Minimum Requirements:
Education
- 4-year course, preferably business and allied medical sciences from a reputable institution.
Work Experience:
- Established Network to target Customer Group desirable.
- At least 1 – 2 years of strong track record as a Specialist Representative or solid exposure in pharmaceutical selling i.e. brand selling and developing brand advocates
- Digital / engagement track record preferable
- Digital savvy
- Mastery on product knowledge, clinical studies and updates on the assigned therapy area
- Expert on patient-centric selling using omnichannel engagement tools and framework
go to method of application »
Major accountabilities:
- Drive Competitive Sales Growth
- Identify and prioritize highpotential customers through data analysis (HCPs and stakeholders) who influence prescription decisions
- Drive sales performance through the skillful orchestration of positive customer experiences
- Engage and Build Relationships
- Engage in valuebased conversations (inperson and virtually) to understand critical customer challenges, decisiondrivers, pain points and opportunities
- Personalize and orchestrate customer engagement journeys for target HCPs by reflecting customer preferences, leveraging available content and multiple engagement channels
- Build engagement by working in partnership with HCPs to develop a sustained collaboration over time for Novartis
- Deliver memorable, customercentric experiences beyond clinical differentiation by listening to their needs and understanding their healthcare environment
- Establish effective working relationships with opinion leaders and top medical influencers (at territory level) and challenge current behaviors in order to improve the patient journey (right patient, right time)
- Develop Deep Customer Insights and Understanding
- Gather insights on the customer’s business to uncover what is important to them
- Follow up on customer feedback and translate responses into actions that create additional value and exceed expectations
- Leverage available data sources to create, dynamically prioritize and adjust relevant territory, account and customer interaction plans
- Share customer insights with relevant internal stakeholders on an ongoing basis to support the development of productand indicationrelated content, campaigns and interaction plans
- Deliver Value to Customers and Patients
- Collaborate compliantly with crossfunctional teams to design and implement solutions that address unmet customer and patient needs
- Act as a trusted partner to the customer for the purpose of helping them run their business; listen to learn; strive to deepen the relationship in a compliant and ethical manner; position themselves to create valueadd solutions
- Act with integrity and honesty by treating customers and colleagues in a transparent and respectful manner with clear intent.
- When facing ethical dilemmas, do the right thing and speak up when things don't seem right.
- Live by Novartis Code of Ethics and Values and Behaviors.
Minimum Requirements:
Work Experience:
- Experience with Innovative and or specialized pharmaceuticals products
- Successful in-person and virtual customer facing experience in healthcare/pharma sector
- Established Network to target Customer Group desirable.
- Minimum 3 years Sales and Operational experience in customer-facing roles
- Establishing and managing strategic partners
- Customer experience management (services & solutions)
go to method of application »
Brand Strategy
- Develops and or localize brand strategy, promotional campaigns, and tactical plans in collaboration with cross functional team.
- Prepares and or localize content.
- Monitors/anticipates market development. Adapt strategy and plans if applicable.
- Lead the cross-functional brand team in localizing of Integrated Product Plan(1IP) and monitoring the execution of objectives and tactical plans. Put corrective action in place if appropriate.
- Lead the development of promotional activities in line with internal SOPs and Code of Conduct guidelines.
- Executes central marketing activities as well as regional initiated marketing activities.
- Analyze relevant industry trends and competitor activities, as well as growth opportunities; translate market intelligence into Brand strategies and programs; leverage disease and market knowledge to gain customer insights by using appropriate tools and techniques.
- Regular consulting with creative agency and management of promotional materials and creative design budget with A&P allocation.
Omnichannel Orchestration
- Support customer facing teams with relevant HCP directed materials via multichannel, facilitating A-B shift via Novartis One 6IB model.
- Holistic marketing approach vs customer type depending on stage and segment of customer Journey relevant to Brand.
- Product lifecycle management (LOE).
- Ensuring customer facing teams are equipped with most current on-label scientific
- updates for field use in-line with tactical execution.
- Ensuring the customer facing teams have the most relevant promotional materials.
- Constantly assessing and implementing the best possible option to ensure impactful
- interactions, either F2F or digitally with customers.
- Go big on digital marketing and communication.
Forecasting
- Sales Forecasting in collaboration with TA head and finance department.
- Stock forecasting with Supply Chain Team
- Patient forecast modelling. Relook and adapt as market changes.
Congress
- Liaising with relevant congress committee members for exhibition stand
- Booking and organizing relevant academic agenda participation, i.e. Symposia, Speaker Sponsorship.
- Taking the lead and accountability in organizing of congresses
Sales Conference/Mid-year cycle meeting
- Preparing Brand Strategy for customer facing team, role out and ensuring excellence in execution
- Role-play exercise (i.e. Customer-/Patient Profile and segment brand messaging)
- Any other activities/training to ensure customer facing team are confident in rolling out the strategy.
A&P Management
- Manage phased A&P expenditure according to tactical plan.
Brand Team
- Lead a cross-functional team, provide ongoing feedback and direction to create impact and drive the business. Leverage the team’s knowledge, skill set and competencies to deliver the right solution to the right patient.
- Lead monthly x-divisional Brand Team meetings.
- Full accountability for managing all aspects around commercialization of brand with cross functional team.
- Integrate insights from both external stake holders and cross functional team to identify gaps and opportunities and translate then to effective and innovative solutions.
Training
- C4 certification of Field Teams in collaboration with medical & training departments
- Responsible for ensuring the role out of new data to customer facing team in collaboration with medical.
- Continues upskilling of customer facing team to ensure excellence in execution.
1 Impact Plan
- Spearhead timely completion of robust plan in collaboration with cross functional team.
- Ensure alignment of strategy and tactical execution plans with global strategy.
- In-depth data analysis and customer experience course correction, when appropriate
Pre-Launch
- Drive iLR process, ensuring market and Novartis readiness for product launch incollaboration with cross functional team.
In-Field Visit
- 20% of Time spend in-field with customer facing teams or direct customer calling.
- Key Account Management
- Close Collaboration with customer facing teams.
- Active partnering with societies (i.e SA Heart, NASA, SARAA)
- Collaboration with internal and external stakeholders to expand Patient Access
Key performance indicators:
- Market share & market share growth.
- Performance management and employee relations, feedback, meetings, surveys (i.e. Field Force, Marketing capabilities, Global Marketing, Medical Department, Regulatory Department) -Ensure full compliance to all regulatory requirements
Minimum Requirements:
Education & Qualifications:
- University degree in science and/or business, marketing or Equivalent is preferred.
Work Experience:
- 5 Years sales experience within the healthcare/pharma sector
- Cross Cultural Experience.
- Project Management.
- Operations Management and Execution.
- Brand management experience preferred.
- Successful in-person and virtual customer facing experience.
- Demonstrated operational skills and performance delivery.
- Establishing and managing strategic partners
- Customer experience management (services & solutions)
- Cross functional/team collaboration
go to method of application »
Brand Strategy
- Develops and or localize brand strategy, promotional campaigns, and tactical plans in collaboration with cross functional team.
- Prepares and or localize content.
- Monitors/anticipates market development. Adapt strategy and plans if applicable.
- Lead the cross-functional brand team in localizing of Integrated Product Plan(1IP) and monitoring the execution of objectives and tactical plans. Put corrective action in place if appropriate.
- Lead the development of promotional activities in line with internal SOPs and Code of Conduct guidelines.
- Executes central marketing activities as well as regional initiated marketing activities.
- Analyze relevant industry trends and competitor activities, as well as growth opportunities; translate market intelligence into Brand strategies and programs; leverage disease and market knowledge to gain customer insights by using appropriate tools and techniques.
- Regular consulting with creative agency and management of promotional materials and creative design budget with A&P allocation.
Omnichannel Orchestration
- Support customer facing teams with relevant HCP directed materials via multichannel, facilitating A-B shift via Novartis One 6IB model.
- Holistic marketing approach vs customer type depending on stage and segment of customer Journey relevant to Brand.
- Product lifecycle management (LOE).
- Ensuring customer facing teams are equipped with most current on-label scientific
- updates for field use in-line with tactical execution.
- Ensuring the customer facing teams have the most relevant promotional materials.
- Constantly assessing and implementing the best possible option to ensure impactful
- interactions, either F2F or digitally with customers.
- Go big on digital marketing and communication.
Forecasting
- Sales Forecasting in collaboration with TA head and finance department.
- Stock forecasting with Supply Chain Team
- Patient forecast modelling. Relook and adapt as market changes.
Congress
- Liaising with relevant congress committee members for exhibition stand
- Booking and organizing relevant academic agenda participation, i.e. Symposia, Speaker Sponsorship.
- Taking the lead and accountability in organizing of congresses
Sales Conference/Mid-year cycle meeting
- Preparing Brand Strategy for customer facing team, role out and ensuring excellence in execution
- Role-play exercise (i.e. Customer-/Patient Profile and segment brand messaging)
- Any other activities/training to ensure customer facing team are confident in rolling out the strategy.
A&P Management
- Manage phased A&P expenditure according to tactical plan.
Brand Team
- Lead a cross-functional team, provide ongoing feedback and direction to create impact and drive the business. Leverage the team’s knowledge, skill set and competencies to deliver the right solution to the right patient.
- Lead monthly x-divisional Brand Team meetings.
- Full accountability for managing all aspects around commercialization of brand with cross functional team.
- Integrate insights from both external stake holders and cross functional team to identify gaps and opportunities and translate then to effective and innovative solutions.
Training
- C4 certification of Field Teams in collaboration with medical & training departments
- Responsible for ensuring the role out of new data to customer facing team in collaboration with medical.
- Continues upskilling of customer facing team to ensure excellence in execution.
1 Impact Plan
- Spearhead timely completion of robust plan in collaboration with cross functional team.
- Ensure alignment of strategy and tactical execution plans with global strategy.
- In-depth data analysis and customer experience course correction, when appropriate
Pre-Launch
- Drive iLR process, ensuring market and Novartis readiness for product launch incollaboration with cross functional team.
In-Field Visit
- 20% of Time spend in-field with customer facing teams or direct customer calling.
- Key Account Management
- Close Collaboration with customer facing teams.
- Active partnering with societies (i.e SA Heart, NASA, SARAA)
- Collaboration with internal and external stakeholders to expand Patient Access
Key performance indicators:
- Market share & market share growth.
- Performance management and employee relations, feedback, meetings, surveys (i.e. Field Force, Marketing capabilities, Global Marketing, Medical Department, Regulatory Department) -Ensure full compliance to all regulatory requirements
Minimum Requirements:
Education & Qualifications:
- University degree in science and/or business, marketing or Equivalent is preferred.
Work Experience:
- 5 Years sales experience within the healthcare/pharma sector
- Operations Management and Execution.
- Brand management experience preferred.
- Successful in-person and virtual customer facing experience.
- Demonstrated operational skills and performance delivery.
- Establishing and managing strategic partners
- Customer experience management (services & solutions)
- Cross functional/team collaboration
go to method of application »
Major accountabilities:
- Is responsible for implementing regulatory strategy and managing operational activities for assigned medium regions.
- Provides input into global regulatory strategy and contributes to Regulatory Functional Plan (RFP) and Seed Document, or their equivalents, including identification of gaps or risks in global strategic plan for assigned regions.
- Partners with regions to align on regulatory strategy in order to fulfil business objectives -Implements RFP across assigned regions.
- Determines requirements and sets objectives for Health Authority (HA) interactions with DRA GPT representative and/or GTAL.
- Facilitates preparation and finalization of briefing books and contributes to preparation of summary documents.
- Develops and implements plans for timely response to HA requests and coordinates responses.
- May serve as local HA liaison depending on location (e.g., FDA or EMA).
- Drives coordination, planning, and submission of dossiers in assigned regions worldwide.
- Review of global dossier summary documents.
- Develops and implements plans to avoid/minimize clock stops during submission review.
- Reviews, approves and submits Clinical Trial Applications (CTAs) and Investigational New Drugs (INDs).
- Reviews and submits Risk Management Plans.
- May lead negotiations for regional approvals independently or with DRA GPT representative and/or GTAL.
- Responsible for facilitating timely submission and approval of dossier with HAs under the guidance of the DRA GPT representative and/or GTAL.
- Erroneous decisions result in critical delays and modifications to projects or operations; cause substantial expenditure of additional time, human resources, and funds; and jeopardize future business activity -Contributes to and often leads the development of departmental goals and objectives.
- Reporting of technical complaints / adverse events / special case scenarios related to Novartis products within 24 hours of receipt -Distribution of marketing samples (where applicable)
Key performance indicators:
- Successful implementation of global regulatory strategy for timely submissions and approvals with the best possible labels based on available data.
- Identification of main HA issues
- Participation in relevant regulatory Boards leading to valuable input from these Boards.
- Successful Participation in HA interactions to achieve business objectives.
- Adherence to Novartis policy and guidelines
-Project & stakeholder feedback
Minimum Requirements:
Education:
- B. Pharm or life sciences degree or equivalent.
Work Experience
- Minimum 3-7 years’ experience in pharmaceutical regulatory affairs environment.
- Experience as RA Manager and managing direct reports would be an advantage.
- Knowledge and experience: Knowledge of Regulatory requirements for Medicines in the East and Southern Africa/ EAC, Ethiopia & SADC countries
- A good understanding of pharmacology, pharmaceutical and clinical data, and the pharmaceutical market
- Ability to implement and drive execution.
- Skills: Analytical and Interpretive; Detail oriented and organized; Ability to set standards and objectives and monitor progress; Prioritize workload to tight deadlines; Excellent communication; Cross functional ability/Good interpersonal skills; Innovative, problem solving and decision-making ability.
Method of Application
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