Director, Integrated Field Deployment and GTM Analytics - CRM

Job Description Summary

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 ED, Integrated Field Deployment and GTM Analytics, this role is crucial in transforming field strategies through tailored analytics and insights, ensuring that field leadership is equipped with the necessary tools to optimize performance and achieve strategic objectives.



In this pivotal role, you will be at the forefront of integrating brand-level analytics with field operations, driving the effectiveness of our field teams across various therapy areas and functions. By developing comprehensive evaluations and supporting the selection of key performance indicators, you will enhance the impact of the IDS team. Your efforts will not only support field strategy and decision-making but also foster a culture of continuous improvement and innovation, aligning with the broader goals of IDS to propel Novartis towards achieving its mission of improving patient outcomes through data-driven insights.

This position can be based remotely anywhere in the U.S. (there may be some restrictions based on legal entity). Please note that this role would not provide relocation as a result. The expectation of working hours and travel (domestic and/or international) will be defined by the hiring manager. This position will require 15% travel.

 

Job Description

Key Responsibilities:

• Develop and maintain a systematic, comprehensive evaluation of the effectiveness (performance) of Novartis field teams, across a given therapy area and/or function, ensuring they are empowered to achieve the organization’s strategic goals   

• Run internal field force studies and surveys to uncover key pain points and drivers of success  

• Support the development and selection of KPIs for the field force   

• Provide brand-level analytics (e.g., NBRx, TRx, SF, HCP prescribing activity, NVS/competitor share, key trends) tailored to field leadership to support field strategy and decision making  

• Provide analytics on KOL engagement / field force activity to support all the field teams (Medical, NPS, Access, CE)  

• Review the sample shipment and utilization data to support decision-making for sample distribution at HCP and account level  

• Analyze and report on field force adherence to internal tool (e.g., NBA / decision engine) recommendations (e.g., HCP prioritization, call plans, follow-ups), comparing performance of high vs low adopters   

• Provide data-driven coaching using Voice of the Customer & Customer Satisfaction (CSAT) surveys, AI-powered coaching tools, and scorecards to improve field force and sales specialist performance; develop feedback loops / incentive programs (e.g., leaderboards, competitions) 

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

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

Novartis seeks an individual with extensive experience in the pharmaceutical or healthcare industry, with a strong focus on product launches and business development. This individual should have a proven track record of leading and managing high-performing teams, with a focus on driving strategic initiatives and achieving business objectives. A strong analytical background is essential, with the ability to analyze complex datasets and derive actionable insights.  

Essential Requirements:

Education: Bachelor's degree in related field is required; Master of Science and/or MBA preferred<