ED, Integrated Field Deployment & GTM Analytics

Job Description Summary

Location: East Hanover

The Insights and Decision Science (IDS) team is dedicated to enabling improved decision making at Novartis by leveraging data and advanced analytics capabilities to generate actionable insights that drive business growth. We collaborate closely with the US business, bringing insights and challenging ideas to empower smarter, data-driven decision-making. Reporting into the VP, Head of Integrated Field Insights and Analytics, this role is crucial in orchestrating the strategic alignment of the field force with the dynamic needs of the market and key customer segments.

The Deployment & Go-to-Market (GTM) Lead plays a pivotal role in translating complex market data into actionable deployment strategies that enhance customer engagement and service delivery. This role oversees the direction and optimization of all Novartis field forces (Commercial, NPS, Medical, TLL), sup-porting the planning of force sizing, and deployment strategy. By aligning with the broader goals of the Insights and Decision Science (IDS) pillar, the Deployment & GTM Lead ensures that Novartis not only meets its immediate objectives but also advances its position as a leader in the pharmaceutical industry.

Novartis seeks an individual with extensive experience in the pharmaceutical or healthcare industry, with a deep understanding of product lifecycle management, and market dynamics. A proven track record in brand performance management, marketing, or a similar role, the person should demonstrate the ability to develop and implement brand strategies that drive market share and revenue growth. The candidate should be able to manage high performing teams, fostering a collaborative and innovative work environment.

 

Job Description

Key Responsibilities:

• Establish, maintain and improve a systematic, comprehensive awareness of the deployment strategy for all Novartis field teams, ensuring they are empowered to achieve the organization’s strategic goals  

• Lead, oversee and guide a team that evaluates the specific requirements of each brand, including market potential, competitive landscape, and customer segments and identify key accounts that are critical to most efficiently and effectively serve customers 

• Leads annual field force sizing work, engaging with GM, functional field leaders and all other relevant stakeholders 

• Provide SME input on go-to-market strategy, best-in-class deployment, etc. 

• Partner with external experts to leverage expertise for benchmarking and delivery of best-in-class capabilities across the range of deployment and sizing activities 

• Partner primarily with CE, NPS, Medical, TLL in ensuring alignment of field force strategies with overall business objectives and seamless execution of deployment plan 

• Review and innovate overall field deployment methods, working to identify and propagate the most up-to-date, effective and efficient approaches within the team 

• Owns and is accountable for alignment, ensuring geographies are design to balance workload, customer relationships, and enhance coordination across field teams 

• Provide high-level review and approval (i.e. final ownership) of analyses of geographical areas to understand customer distribution, market potential, and logistical considerations aligning with brand strategy 

• Own final review of the deployment of the field force, working to ensure it is aligned with the locations of key accounts and healthcare professionals (HCPs) to maximize customer service and engagement 

• Allocate resources based on the potential and needs of each territory. This includes deciding the number of representatives needed and their roles 

• Partner with the Business Performance and Functional Excellence teams to establish performance metrics to evaluate the effectiveness of the field force and regularly review the field force structure to adjust as needed based on changes in market conditions or brand strategy 

• Partner with Field Operations teams to ensure deployment is successfully implemented with each function 

• Ensure feedback mechanisms to gather insights from the field force and customers are in place, allowing for continuous improvement in deployment strategies 

• Upskill and mentor the members of the Deployment & Sizing team, owning their professional growth and development 

• Design systems to support complex external customer relationships (i.e. integrated health systems) and enhance internal NVS coordination 

• Conduct proactive competitive field force benchmarking to identify potential threats and opportunities 

What You’ll Bring to the Role: