Therapeutic Area Partner

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