Immunology VP, Head of Sales – Remote

Job Description Summary

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 60-80% travel.

The Head of Sales is an experiential leader with first-hand knowledge of crafting immediate impact to performance by crafting a working environment that motivates the passion, innovation, and accountability with cross functional teams to revolutionize Customer Engagement (CE), to bring life changing therapies to patients. The Head of Sales will also drive personalized HCP engagement to improve customer and patient experience, develop overall business strategies for the sales organization and lead teams to implement by applying a variety of insights. You will be accountable for the creation and implementation of our go-to market model with the Novartis cross-partners that optimally and efficiently leverage field teams to remove barriers and provide resources to deliver clinical value for the patient to establish Novartis as a partner of choice for customers. The Head of Sales has the power to synthesize information, challenges the ways of thinking and effectively makes decisions to ensure best in class launches of new therapies.

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Job Description

Key Responsibilities:

• Build, hire and retain the most dedicated and agile workforce to meet the demands of the sophisticated changing dynamics of the fluctuating healthcare landscape, while collaborating to embed cross-functional hard-working teams that are highly engaged business owners across the enterprise on go-to-market strategies and execution of therapeutic area product launches.
• Lead the national sales organization through structural changes with minimal disruption to customers, and maximum employee engagement to drive a curious, inspired and unbossed culture through collaboration & accountability, while influencing and leading sophisticated change.
• Build and integrate a launch sales strategy and plan, while influencing profitability through ongoing partnerships, and growing market share to drive business results with resilience in competitive marketplaces.
• Champion an inspired, inclusive, and patient-focused culture built on Novartis Values & Behaviors and establish a cadence of accountability for the team through construction of development plans to support growth and continuously elevate associates’ performance. 
• Settle and advocate for the level and type of resources required to implement national portfolio/product sales strategies as part of the budgeting process and with the Integrated Portfolio/Product team.
• Understand local market needs & drivers of engagement, and in coordination with functional teams – resource the geography accordingly to tailor and position of products and services to respond to customers’ needs, both face-to-face and virtually.
• Partner with market access to prioritize opportunities and drive pull-through of sales strategy and access wins, and leverage analytics platforms to advise decisions and identify areas of risk and opportunity.
• Own local resource allocation and net sales for portfolio/product field sales, allocate budgeted resources to meet national sales targets and adjust according to identified opportunities throughout the fiscal year.

Essential Requirements:  

• Bachelor's degree required; MBA preferred.
• 12+ years diverse commercial pharmaceutical experience, with consistent track record of second-line sales leadership, attracting, developing, and retaining diverse talent and impactful teams.
• Previous experience leading Specialty therapeutic area teams, with successful launch experience.
• Demonstrated history of leading in cross-functional environments (e.g., operations, account management, marketing, market access) and validated leadership involvement in sophisticated selling environments (physician, managed markets and/or limited physical access accounts).
• Proven strategic and analytical thinking, through key projects/initiatives resulting in consistent delivery of results, with solid financial and business acumen, including experience leading large and sophisticated budgets.
• Shown understanding of US market access dynamics including payer landscape, buy and bill and specialty pharmacy.

Desirable Requirements:

• Significant experience and success leading sales teams in promotion to large practices, hospitals (Critical Care Unit, Emergency Department, Pharmacies, Pharmacy & Therapeutic), Integrated Delivery Network, and System of Care (SoC) Customer.
• Previous experience leading therapeutic a