To build and execute business plans to meet sales goals for assigned territory.To drive territory sales performance, market share and optimal resource utilization.
To develop effective professional business relationships with customers that support delivery of business results in a specific therapeutic area.
To implement robust action plans with complex customers including hospitals, institutions, local health authorities or private payers.
To differentiate Novartis as a leader in a specific therapeutic area
Executes business plans for assigned product lines / brands, customers ortherapeutic area; uncovers and develops new business opportunities.
Develops and applies understanding of customer organizations andnetworks, andof diverse influences that affect customer decisions (e.
develops business / clinical networks.Provides Novartis stakeholders and other colleagues with insight andfeedbackgained from customer interactions (Patient Journey Set up ) .
Centers / Accounts mapping based on products KPIsUsage / development of a standardized local account team planning Template Prepare Territorials plans including SWOT analysis, objectives and tactics at the account or local geography level Adapts and optimizes approach and communications style during salescalls,responding appropriately to customer needs.
Makes effective use of available technologies and channels to supportsales calls.Ensures that Novartis products and supporting services are broadlyunderstood andavailable to more patients and customers.
Deploys and uses Marketing and Sales promotional materials and programs;coordinates direct promotion programs and facilitates pull-
throughactivities.Presents highly technical portfolios to customer audiences.Develops deep specialist product and disease state knowledge in aspecific therapeutic area and leverages this to build professional customerrelationships andsupport sound clinical discussions.
Uses detailed knowledge of competitor products’ features and benefitsduring salescalls to improve sales of Novartis products.
Allocates resources effectively for sampling, programs, and events, etc.Integrates customer-facing activities in cross-functional teams (e.
g.Medical Affairs,Market Access) to achieve sales targets.
Sales vs. targets QTQ metrics ( Quantity, Targeting, Quality) Territory market share vs. key competitor products Number of calls & frequency of visits to selected targets Medical panel coverage Surveys doctor recall Target doctor coverage / frequency Product knowledge by regular tests or assessment by Sales Manager / MA / MSL / PM Selling skills-
qualitative by external / internal audit Quality of territory plan
University degree preferably in Medicine, Pharmacy or Nature Sciences Fluent French and English intermediate level recommended Pharma Sales Representative minimum 4 years experience