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Associate Director / Senior Key Account Manager - New England



Sales & Business Development
United States
Posted on Friday, July 5, 2024
Jul 03, 2024


-Experienced managers in a key account management function, responsible for agreed upon targets for the assigned accounts. Primarily responsible for key stakeholder relationships within targeted accounts, develop deep understanding of individual customer needs and identify mutually beneficial solutions for both Novartis and customers through creation and execution of account business plans. May be responsible for leading the key account function in a smaller country or geographic region

About the Role

Posting Title: AD, Renal Priority Accounts – Location – Remote

This is a field-based and remote opportunity.

Novartis is unable to offer relocation support for this role. Please only apply if this location is accessible for you.

The Associate Director, Priority Accounts is the face of Novartis for our customers. The Associate Director, Priority Accounts is accountable for the creation and execution of the business strategy for a defined set of health systems for the renal portfolio. This role coordinates cross-functionally (e.g., Sales, Medical, Market Access and PSS functions) in a non-reporting relationship, and reports into the Director, Priority Accounts. The Associate Director, Priority Accounts develops, orchestrates, & executes the health system specific commercial customer engagement strategy. This role builds and maintains key business relationships with C & D suite personnel, in partnership with other functions and they optimize business results for the Novartis renal portfolio with assigned large Nephrology group practices and health system accounts.


Key Responsibilities:

  • Responsible for identifying, triaging, and facilitating business solutions within the entire account/system. Owns (defines, creates, updates, measures) cross-functional strategic plan for the health system account, including opportunity statement and strategic objectives.
  • Coordinates with other functions as needed (PSS, Market Access, Medical) to compliantly execute against cross-functional strategic plan.
  • Serves as primary point of contact for the health system account and is knowledgeable of the status of all activities within the account, to the extent permitted by existing Novartis cross-functional collaboration policies.
  • Accountable for providing the strategic account plan for guiding all relevant therapeutic area sales teams within the system, set expectations for success, track progress.
  • Accountable for identification and education of non-prescribing key influencers within the health system account.
  • Identification of shared priorities and triage to appropriate Novartis stakeholder for follow-up, if needed.
  • Conducts internal quarterly business review on health system account performance to align all functions and measure success.

Essential Requirements:

  • Bachelor's degree (preferably in Life Sciences, Pharmacy, or business-related field).
  • 10+ years pharmaceutical, biotech, or healthcare industry experience and 5+ years total experience in Key Account Management, Reimbursement, and/or Sales Management.
  • 3+ years in managing sophisticated accounts including large academic centers with account management experience.
  • Proven track record of enabling adoption, at pace, for large organizations.
  • Strong analytical and decision-making capabilities, with the ability to analyze data for insights and adjust strategy.
  • Demonstrated deep customer & cross-functional knowledge, healthcare ecosystem thinking, with strong business acumen and technology/digital engagement proficiency.
  • Proven ability to lead without authority, need to be able to drive through execution across multiple functions and with customers.
  • This is a remote position that will support a sales team in an assigned region. Candidate must reside within territory, or within a reasonable daily commuting distance of 100 miles from territory boarder. Ability to travel 60-80% over a broad geography is required, with the ability to drive and/or fly within the territory. Novartis is unable to offer relocation support for this role: please only apply if this location is accessible for you. Must have a valid driver’s license.

Desirable Requirements:

  • 3+ years of renal or rare disease experience, with experience calling on assigned accounts.

Benefits and Rewards: Read our handbook to learn about all the ways we’ll help you thrive personally and professionally: https://www.novartis.com/careers/benefits-rewards

Commitment to Diversity & Inclusion: Novartis is committed to building an outstanding, inclusive work environment and diverse teams' representative of the patients and communities we serve.

Driving is an Essential Function of this Role: Meaning it is fundamental to the purpose of this job and cannot be eliminated. Because driving is an essential function of the role, you must have a fully valid and unrestricted driver’s license to be qualified for this role. The company provides reasonable accommodations for otherwise qualified individuals with medical restrictions if an accommodation can be provided without eliminating the essential function of driving.

COVID-19 Vaccine Policy (customer-facing roles only): While Novartis does not require vaccination for COVID-19 or proof of a recent negative test result for COVID-19 at this time, employees working in customer-facing roles must adhere to and comply with customers’ (such as hospitals, physician offices, etc.) credentialing guidelines, which may require vaccination. As required by applicable law, Novartis will consider requests for reasonable accommodation for those unable to be vaccinated. This requirement is subject to applicable state and local laws and may not be applicable to employees working in certain jurisdictions. Please send accommodation requests to Eh.occupationalhealth@novartis.com.

Novartis Compensation and Benefit Summary: The pay range for this position at commencement of employment is expected to be between $183,200 and $274,800/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.

For Field Roles with a Dedicated Training Period: The individual hired for this role will be required to successfully complete certain initial training, including home study, in eight (8) or fewer hours per day and forty (40) or fewer hours per week.

Company will not sponsor visas for this position.

Novartis is unable to offer relocation support for this role: please only apply if this location is accessible for you.

Why Novartis: Helping people with disease and their families takes more than innovative science. It takes a community of smart, passionate people like you. Collaborating, supporting and inspiring each other. Combining to achieve breakthroughs that change patients’ lives. Ready to create a brighter future together? https://www.novartis.com/about/strategy/people-and-culture

Join our Novartis Network: Not the right Novartis role for you? Sign up to our talent community to stay connected and learn about suitable career opportunities as soon as they come up: https://talentnetwork.novartis.com/network

Innovative Medicines
Boston (Massachusetts)
U014 (FCRS = US014) Novartis Pharmaceuticals Corporation
Full time