Mar 03, 2024

About the Role

Novartis is more than an organization. It is a thriving community where talented people can truly belong. Working closely and collaboratively, we achieve a collective impact that is far greater than any of us could achieve alone.

When we put our heads together, we can do brilliant work. And when we do brilliant work, we can achieve remarkable things for the world. Every advance we make, however large or small, helps to improve the lives of patients and their families. It inspires us to go further, always seeking 'better' for the people relying on us.

Job Purpose:
The Institutional Sales Specialist (ISS) will be responsible for driving appropriate access pull through in targeted hospitals within the Rheumatology brand portfolio. Responsibilities will include driving demand by developing, coordinating, and implementing a strategic business plan for identified top strategic hospitals within assigned Rheumatology academic and government institutions. The Institutional Sales Specialist will collaborate with Rheumatology Sales, Marketing, US Market Access, Patient Services, and other home office personnel, as appropriate, to execute institution-centric programs aligned with Business Unit strategic imperatives, Legal and Compliance policies.

This is a remote opportunity.

Your Key Responsibilities:
• Accountable for building institutional advocacy around formulary adoption of Immunology brands to help drive appropriate utilization of approved products.
• Drive demand by developing, coordinating, and implementing a strategic business plan for identified top strategic hospitals within assigned Immunology academic and government institutions.
• Works with local partners to create and maintain strategically targeted institutional-specific business plans that reflect an in-depth understanding of local market forces that influence product sales.
• Demonstrates expertise and knowledge of disease state, the marketplace, competitors, industry, and cross-functional activities/plans, and to anticipate and optimally execute against business opportunities and challenges.
• Executes sales efforts by providing product and disease state presentations detailing approved clinical information to physicians and their staff, while building key business relationships within the Hospital, including key clinicians, administration personnel, and key influencers/decision-makers to network across organization and collaborate on initiatives where opportunities align.
• Lead cross-functional Area Team Meetings (ATMs) for the assigned hospital accounts, creating, implementing, and updating business plans to achieve product access and sales goals.
• Conduct periodic needs assessments with key customers to tailor and communicate customer insights and hospital-related activities to field-based and headquarters-based partners and engage with them to execute new strategies and tactics to pursue business opportunities.
• Provide support to Area Business Leaders in identifying key business opportunities and diagnosing critical business and implementation issues within assigned hospitals and surrounding markets/landscape.

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 [email protected].

Novartis Compensation and Benefit Summary: The pay range for this position at commencement of employment is expected to be between: Institutional Specialist: $136,800 and $205,200/year | Senior Institutional Specialist: $151,200 and $226,800/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.

Diversity & Inclusion / EEO

We are Equal Opportunity Employers and take pride in maintaining a diverse environment. We do not discriminate in recruitment, hiring, training, promotion or other employment practices for reasons of race, color, religion, gender, national origin, age, sexual orientation, gender identity or expression, marital or veteran status, disability, or any other legally protected status. We are committed to building diverse teams, representative of the patients and communities we serve, and we strive to create an inclusive workplace that cultivates bold innovation through collaboration and empowers our people to unleash their full potential.

Accessibility and Reasonable Accommodations: Individuals in need of a reasonable accommodation due to a medical condition or disability for any part of the application process, or to perform the essential functions of a position, please let us know the nature of your request, your contact information and the job requisition number in your message:

Role Requirements

What You’ll Bring to the Role:
• Bachelor's degree (preferably in Life Sciences, Pharmacy, or business-related field).
• Strong business background.
• 5+ years of Biologics/Specialty Pharmaceutical Sales experience with 2 years in Hospital Sales.
• Must have a strong record of accomplishment of therapeutic area/product knowledge expertise.
• This is a remote position that will cover Key Accounts in the assigned region. Candidates must be based within that region or within a reasonable daily commuting distance. Ability to travel 60-80% over a broad geography is required, with the ability to drive and/or fly within the territory. No relocation available.

Preferred Qualifications:
• MBA preferred.
• Working knowledge of Rheumatology products and understanding of the Rheumatology community in general.

Leveling Guidelines:
The position will be filled at level commensurate with experience.

Institutional Sales Specialist:
• Must have a minimum of 5 years of experience in pharmaceutical sales with 2 of them being in hospital sales

Senior Institutional Sales Specialist:
• Must have a minimum of 10 years of experience in pharmaceutical sales with 2 of them being in hospital sales

Company will not sponsor visas for this position.

You’ll Receive: You can find everything you need to know about our benefits and rewards in the Novartis Life Handbook. 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.

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.

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

Cleveland, OH
Full Time
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Rheumatology Institutional Sales Specialist – MI and OH – Remote

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