Major accountabilities: 

• Designs and implements with the team, strategies and business plan to achieve sales target of the defined sales organization / product.
• Defines and enables implementation of innovative strategies on digital selling, remote selling, or other innovative selling methods.
• Lead the sales team effectively by participating in selection, training and development, retention and talent management of the sales team.
• Conduct regular trainings to ensure development of the sales team; coach and guide the sales team as needed.
• Conduct target and incentive analysis for the associates. Own the sales force CRM, incentive system etc.
• Establish budgets and sales quotas; critically review country sales materials and resource allocation in the sales org.
• Ensure that information is disseminated properly to the respective sales organization.
• Establish and maintain relationships with key accounts/ hospitals/ customers as needed.
• Liaison with internal and external partners as needed.
• Work with cross functional teams to analyze market opportunities, and propose launch models. Advise the business heads on consumer trend/ feedback/ market etc.
• Monitor, lead and motivate area sales organization by effectively synergizing local sales, marketing, medical, government affairs, sales administration and sales training team to ensure effective execution of business plan.
• Share and propagate best practices across the globe, with other teams.
• Collaborate with the commercial and sales force effectiveness team to achieve the desired results.
  Work on additional projects to achieve sales targets.
• In some cases, drive and lead the commercial processes for launch of brands.
• Ensure that all Novartis guidelines are duly followed in the sales organization.
• Ensure high level of corporate governance and compliance.
  Build and foster a team culture that aligns with Novartis values and behaviors.
• Reporting of technical complaints / adverse events / special case scenarios related to Novartis products within 24 hours of receipt.
• Distribution of marketing samples (where applicable)

Key performance indicators:

• Achievement of sales revenue and market share targets vs plan
• CRM KPIs
• Expense and Budget Maintenance
• Development and Motivation of the sales team
• Compliance with legal and Novartis Guidelines

Minimum Requirements:

Work Experience:

• Deep understanding of competitor positions and Pharma product economics.
• Large-scale sales management and marketing experience.
• Extensive front line experience in Pharmaceutical sales
• Pharmaceutical Industry.

Skills:

• Delegation
• Enterprise Sales
• Field Sales
• Performance Management
• Product Positioning
• Regional Sales
• Sales
• Salesforce CRM
• Sales Management
• Sales Process
• Sales Strategy
• Selling Skills
• Workforce Management (WFM)

Languages:

• English