Associate Director Key Accounts

Job Description Summary

Location: Remote
#LI-Remote

Responsible for key account management at a local level, usually managing a small team or managing specific account(s)/relationships. Manage the business relationship and activities with key accounts in order to foster and extend the relationship & obtain the sales targets. Develop and maintain relationships with key stakeholders within accounts, developing deep understanding of customer challenges with respect to patients and identifying solutions that enhance patient care.

This position can be based remotely 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 50% travel. Domestic travel would be primarily to the New Jersey site: one-two weeks a month. This could be 2-3 days a week if local or scheduled to longer trips if needed to travel/overnight. Travel to North Carolina site once per month. International travel approx. 1-2 trips per year. Expectation of Travel as defined by hiring manager and business needs.

 

Job Description

Key Responsibilities

• Responsible for driving sales, promotion and development in the designated accounts to reach commercial goals. Develop customer development strategy, dedicated KAM action plans for assigned accounts, aligns on account objectives and executes.
• Lead the preparation of strategies and individual tactical plans and to give strategic input in terms of analysis, future potential and key programs required for the accounts. Prepare and negotiate contracts, and guide initiatives that the company launches to target particular account. Analyze market situation including competitive intelligence activities on key accounts and key competitors. Organize customer events and other programs independently or with marketing/medical department, in line with agreed business tactical plans. Contribute to the mapping of stakeholders, including segmentation and profiling and provide accurate and timely data for the Novartis CRM system.
• Responsible for driving the sales operations plan and for achieving agreed sales and broader performance targets for own part of the organization.
• Develop an effective sales team through training and coaching or management of key commercial programmes. Reporting of technical complaints / adverse events / special case scenarios related to Novartis products within 24 hours of receipt. Distribution of marketing samples (where applicable)

Essential Requirements

• Bachelor’s degree required. Preferably in Science, Engineering,  with at minimum 5+ years relevant years of experience in Sales, Key Account Management or Field Sales in the Pharmaceutical sector (Experience with Biopharma, Biologics, Sales Operations preferred)
• Experience managing Sales revenue and revenue growth for designated accounts and managing operating budget for designated key accounts (i.e. Budget, Cost, Sales, etc.)
• Familiar with innovative & analytical technologies, handling quality metrics & issues. Experienced with Clinical trial design, Data review & reporting
• Fluency in English required. (Oral & written). Effective and persuasive communicator with strong presentation, communication, influencing and negotiation skills

Desirable requirements

• Team management experience is preferred.

The pay range for this position at commencement of employment is expected to be between $174,400 to $261,600 per year; however, while salary ranges are effective from 1/1/24 through 12/31/24, fluctuations in the job market may necessitate adjustments to pay ranges during this period.  Further, final pay determinations will depend on various factors, including, but not limited to geographical location, experience level, knowledge, skills, and abilities. The total compensation package for this position may also include other elements, including a sign-on bonus, restricted stock units, and discretionary awards in addition to a full range of medical, financial, and/or other benefits (including 401(k) eligibility and various paid time off benefits, such as vacation, sick time, and parental leave), dependent on the position offered. Details of participation in these benefit plans will be provided if an employee receives an offer of employment. If hired, employee will be in an “at-will position” and the Company reserves the right to modify base salary (as well as any other discretionary payment or compensation program) at any time, including for reasons related to individual performance, Company or individual department/team performance, and market factors.

 

EEO Statement:

The Novartis Group of Companies are Equal