Director, Integrated Field Execution Effectiveness

Job Description Summary

This position will be located at the East Hanover, NJ location and will not have the ability to be located remotely.

 

Job Description

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 Execution Effectiveness, this role is crucial in enhancing the performance and impact of the field force. 

 

The Dir, Integrated Field Execution Effectiveness plays an important role in conducting the analyses to identify key drivers to improve efficiency and effectiveness of the US field organization. By developing and refining key performance indicators for segments of the field force, they ensure the field is well-equipped to achieve engagement goals, educational objectives, appropriate patients on medicine, and ultimately US Commercial targets.  

Key Responsibilities:

• • Maintain and improve a systematic, comprehensive evaluation of the effectiveness (performance) for a given Novartis field team (Commercial, Medical, Novartis Patient Services, etc.) across all therapy areas and brands 

  • In close coordination with IDS leads (Business Performance, Functional Excellence) and TA and brand level IPSTs, develop field team KPIs for their assigned field function that are aligned with the organization’s strategic goals 

  • Review and improve processes aimed at proactively uncovering key pain points and drivers of success at the field team level 

  • Establish local level opportunity identification process in partnership with Field organizations. Support field team leadership with relevant performance metrics and evaluations to enable responsive, strategic decision making  

  • Provide analytics on HCP, Account, & Medical Expert engagement to support all the teams (Commercial, Medical, Novartis Patient Services, etc.) 

  • Monitor field force adherence to internal tool (e.g., NBA / decision engine, interactive visual aids, etc) recommendations (e.g., HCP prioritization, call plans, follow-ups), comparing performance of high vs low adopters, etc. Work to establish near-real time awareness of field team performance across their function 

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

  • Establish a team culture of continuous process and evaluation improvement. Ensure the team is deeply connected to the field facing organizations through direct exposure to field teams

  • Identify potential threats and opportunities through proactive competitive benchmarking 

  • Partner with Resource Optimization team to ensure proper quantification of the value of the sales force. Partner with the Functional Excellence team to align on requirements for any leadership dashboards & reporting solutions and consult on metrics & data to directly enable the sales force 

Novartis seeks an individual with extensive experience in the pharmaceutical or healthcare industry, with a strong understanding of field force operations and sales strategies. This individual should have a proven <