US-NJ, Vice President, Nat l Accounts Team Lead 234891BR-MZ
Vice President, Nat l Accounts Team Lead
US GEN MED
East Hanover, NJ
This Position will work collaboratively with the VP PA, Finance, Brand Teams, and Legal in an effort to achieve Novartis Pharmaceuticals Corporation General Medicines business goals by gaining profitable and favorable formulary access in all relevant segments for the entire GenMeds portfolio. This position will be responsible for strategic account development integrating deeper and broader with large payers to gather competitive intelligence and customer insights to better position NVS brands on payer formularies. Individual will develop contracting, value proposition and outcomes based strategies, leading the negotiation and implementation of customer contract/pricing programs with top national accounts. Individual will drive greater account penetration going broader and deeper within the organizations to effectively position Novartis as a valued business partner and lever to gain maximum advantage versus the competition. Responsible for creating business solutions that meet both external customer and NPC business needs by working cross-functionally with internal executive management while gaining customer insights and payer business knowledge to effectively drive customer satisfaction and maximize Novartis business.
Manages a team maintaining a mastery of customers business in order to provide value and insight to team members and customers
Sets team goals that are in line with organization s goals. Provides clear and concise direction to team on goals and objectives and provides appropriate level of support to achieve individual and team goals.
Provides constant feedback and motivation to team members to drive towards common access and sales goals for the US Pharma business.
Develops and improves team skill sets through formalized training and informal feedback, ensures customer and market knowledge continues to improve, and aids in the career development planning of team members.
Monitors team success/progress and ensures all goals are being met or trending toward success on a regular basis.
Works closely with individuals on team to ensure career development and progression is taking place based on the individual needs of each team member.
Takes corrective action when needed as account lead and management head of team
Strategy Development to achieve PA and GenMeds business goals
Responsible for complete business ownership of assigned National Accounts; develops product specific and portfolio contract strategies in line with Business Unit sales goals and customer needs; aligns Account strategy with other key Sales, Marketing, Medical and Managed Care functions and ensures cross-functional support.
Works collaboratively with PA, BU, and Medical to ensure account management teams have resources and support.
Leads contract negotiations with key assigned Accounts.
Ensures contract discount rates are within budget or that incremental sales from new contracts will fund excess rebates in order to drive product P&L.
Works with VP of Customer Marketing to creatively build innovative strategies to drive incremental sales above budget in all relevant segments.
Creates and implements contract strategies designed to build long-term relationships with assigned accounts, based on deep understanding of the customer organization, structure, business strategy and priorities.
Builds senior level relationships with significant national customers and stakeholders. Interfaces with key customer to understand their needs, perspective, and issues while recruiting customer sources to deliver competitive intelligence and customer insights in order to effectively guide and design effective customer strategies.
Develops and implements cross-divisional Customers First initiatives within assigned Accounts.
Responsible for contract optimization, access and reimbursement across all assigned accounts.
Launch Preparation Excellence and Preparedness
Works closely with market access launch excellence and brand teams to effectively prepare organization for new product launches
Ensures appropriate account resourcing is available for both pre-launch and post-launch success.
Build and hire appropriate account management teams to drive launch success within respective business segment.
Responsible for building effective contracting/pricing strategies to drive maximum sales while meeting customer needs
Drive strategic account development integrating deeper and broader with large payers to gather competitive intelligence and customer insights to better position NVS brands on payer formularies.
Individual will develop contracting, value proposition and outcomes based strategies, leading the negotiation and implementation of customer contract/pricing programs with top national accounts.
Obtain profitable market access for Novartis brands
The Novartis Group of Companies are Equal Opportunity Employers and take pride in maintaining a diverse environment. We do not discriminate in recruitment, hiring, training, promotion or any other employment practices for reasons of race, color, religion, gender, national origin, age, sexual orientation, marital or veteran status, disability, or any other legally protected status.
* Bachelor s Degree; MBA preferred
* 8 or more years of experience.
* 4 or more years experience in Pharmaceutical Market Access.
* Travel as required
* 5 + years of experience in Payer Account Management.
* Minimum of 3 years prior experience as account manager or head of account management.
* Prior People management experience.
* Extensive experience in healthcare contracting.
* Critical understanding of contract operations and government price reporting.
* Critical understanding of PBM, National Health Plan business and changing market landscape.
* Ability to turn understanding into powerful external market strategies.
* Strong analytical and decision making capabilities.
* Proven ability to navigate complex customers and build relationships across all key stakeholders, including executive management
* Ability to lead matrix teams in a complex environment.
* If a direct employer requests that you go to their web site and complete your application there in order to be
considered, please do so. Applications for all positions are subject to each employer's specific requirements.