Director, Business Acumen Training

Director, Business Acumen Training
The Director of Business Acumen Training will be responsible for building the vision and strategy that elevates the business acumen of the US Oncology sales organization, including Account Managers, Field Leadership, and Sales Specialists. This individual will assess the field’s training needs relative to account management, market access, and healthcare industry trends and design strategic plans to address critical organizational knowledge and skills.

Responsible for the development of the account management / market access learning strategy in partnership with key customers (field, market access team, account leads, etc.), HQ Training, and external SMEs/partners. Key leadership responsibilities include:

Collaborating with Training Leads, Strategic Market Access Leads, Brand Teams, VP Account Management, Curriculum Manager, and external vendors/SMEs in the development of skills that reflect the needs of the evolving market landscape.

Ensuring account management curriculum is aligned with franchises and/or market access strategy, as well as the evolving needs of the business.

Ensuring direct report(s) develops and implements a curriculum that accommodates progressive learning from fundamental through thought leader.

Leadings/overseeing on-going needs analysis and leverage results to inform/adjust curriculum as needed.

Develops training workshops and initiatives that are designed to increase field force effectiveness with key customers, including academic medical centers, integrated delivery networks, large group practices, and community hospitals.

Overseas onboarding and advanced skills training for account managers

Collaborates with Product Trainers to design and execute customized training content as needed and infuse “business of oncology” acumen e.g. practice economics into brand training initiatives

Embeds managed markets / market access training into new hire curriculum (sales specialists, ASM’s)

Maintains superior knowledge of key managed markets customers, including commercial and government payers, PBM’s, specialty pharmacies, systems of care, and general healthcare policy landscape

Collaborates with Product Trainers and Strategic Market Access Team on all product launches to design and develop customized market access / managed care training content

Partners with Learning Technology Lead to ensure appropriate balance of virtual vs. live training and internal/external SMEs to maximize training impact while minimizing disruption in field.

Ensures a consistent and rigorous certification process is in place (as appropriate) and aligned across the franchises to maximize field effectiveness.

Applies appropriate review processes and policies (OMAP, EOC, etc.) to training content development and deployment

Manages the administration of assigned budget
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. Masters degree preferred

Strong business background, with a minimum of 10+ years of work experience in pharma

Minimum 3+ years of experience in account management and/or market access; oncology marketplace knowledge preferred

Brand strategy, tactics understanding combined with strong clinical & therapeutic knowledge

Strong overall sales acumen and business experience

Ability to lead teams. Leadership and executive presence.

Team player capable of working with cross- functional teams

Ability to drive and influence change

Prior training and people-management experience preferred

Leadership (strategic and people)

Communication and interpersonal skills

Project management skills

Strategic thinker with strong business acumen

Ability to prioritize, negotiate and influence

Experience leading in a matrix environment
East Hanover, NJ
Novartis Pharmaceuticals
Full Time