Rheumatology Institutional Sales Specialist - Nashville/Louisville/Lexington

Job Description Summary

#LI-Remote

This is a field-based and remote opportunity supporting the key accounts in an assigned geography.
Novartis is unable to offer relocation support for this role. Please only apply if this location is accessible for you.

Company will not sponsor visas for this position.

The Rheumatology Institutional Sales Specialist (ISS) will be responsible for ensuring proper access pull-through in key hospitals with the rheumatology brand portfolio. Duties will include generating demand by creating, coordinating, and executing a strategic business plan for top priority hospitals within designated rheumatology academic and government institutions. The Institutional Sales Specialist will work together with rheumatology sales, marketing, US market access, patient services, and other home office staff, as necessary, to implement programs centered on the institution that align with business unit strategic goals and legal and compliance policies.

 

Job Description

Key Responsibilities: 

• Accountable for building institutional advocacy around formulary adoption of rheumatology brands to help drive appropriate utilization of approved products.
• Increase demand by creating, organizing, and executing a strategic business plan specifically for the key strategic hospitals within the designated rheumatology academic and government institutions.
• Collaborate with local partners to develop and sustain strategically focused business plans tailored to specific institutions, reflecting a comprehensive understanding of local market dynamics that impact product sales.
• Exhibits a thorough understanding of the disease area, market dynamics, competitors, industry trends, and cross-functional strategies to proactively address and successfully navigate business opportunities and challenges.
• Execute sales activities by delivering presentations on products and disease states, sharing approved clinical data with physicians and their teams. Establishes key business relationships within the hospital, engaging with essential clinicians, administrative staff, and influential decision-makers to network across the organization and collaborate on initiatives where opportunities emerge.
• Facilitate cross-functional Area Team Meetings (ATMs) for designated hospital accounts, developing, executing, and revising business strategies to meet product access and sales targets.
• Regularly evaluate key customer needs to provide tailored insights and hospital activities to both field and headquarters teams and collaborate on implementing new strategies to seize business opportunities.
• Assist Area Business Leaders in pinpointing significant business opportunities and diagnosing essential business and implementation challenges within designated hospitals and their adjacent markets/landscape.

Essential Requirements:

• Bachelor's degree (preferably in Life Sciences, Pharmacy, or business-related field).
• 5+ years of specialty sales experience of which 2+ years in hospital sales within the past 5 years.
• Must have a high degree of understanding of the community and embody strong record of accomplishment of therapeutic area/product knowledge expertise.
• Robust business background, with strong ability to collaborate and work cross-functionally within sophisticated matrix environments.
• Candidate must reside within territory, or within a reasonable daily commuting distance of 50 miles from the territory border. Ability to travel 60-80% over a broad geography is required, with the ability to drive and/or fly within the territory. Must have a valid driver’s license.

Desirable Requirements:

• MBA preferred.

Leveling Guidelines: the position will be filled at level commensurate with experience.

Institutional Sales Specialist:

• 5+ years of experience in specialty sales, of which 2+ years in hospital sales within the past 5 years.

Senior Institutional Sales Specialist:

• 10+ years of experience in specialty sales, of which 8+ years in hospital sales within the past 5 years.

Driving is an Essential Function of this Role: Meaning it is fundamental to the purpose of this job and cannot be eliminated. Because driving is an essential function of the role, you must have a fully valid and unrestricted driver’s license to be qualified for this role. The company provides reasonable accommodations for otherwise qualified individuals with medical restrictions if an accommodation can be provided without eliminating the essential function of driving.

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