Job Dimensions

Financial responsibility:

Sales target achievement; planning regional budgets

Decision making:

Deciding on content and engagement tactics in a given framework

External/internal stakeholders Interface:

Internal: Collaborates with TA Sales (Area Manager, Sales Head), TA Marketing, TA Medical, Value & Access, Execution Excellence, and other cross functional partners to ensure aligned TA execution.

External: Engages with key accounts, HCPs, Health Care System Stakeholders, and other TA relevant stakeholders.

Impact on the organization:

Drives TA commercial performance and customer value, contributing to broader enterprise goals.

Major Accountabilities

Execute the ICE field execution framework by:

• segmenting customers according to company standards (e.g., via ViP tool),
• applying value-based tiering,
• using tailored promotional content and key messages by segment audience,
• adhering to data driven call plans suggestions (e.g., via IDS+),
• consistently deploying personalized omnichannel customer journeys enabled by global International digital tools (e.g., RepAI, IDS+, OnCore,Veeva, etc.),
• timely documenting customers visits.

Deliver high-quality, compliant product promotion in-field activities and customer engagements, in alignment with brand and TA strategies and by:

• applying approved messages through the 6 Impact Behaviors (6IBs) selling model
• leveraging technology enablement to enhance customer engagement (e.g. RepAI, IDS+, OnCore, Veeva, CRM, etc.),
• continuously improving execution quality through building on coaching feedback inputs, field effectiveness assessment reports (STEM) and performance insights (e.g. BEST, C360, etc.) with respective area manager and/or sales head.
• Act as the field disease-area expert and advisor on innovative therapeutic options, providing scientific and strategic expertise based on the latest, relevant and authorized data to support HCP decision-making and optimize patient outcomes in an ethical way.
• Leverage available data sources to build, dynamically prioritize and adjust relevant territory, account and customer interaction plans.
• Maximize technology enablement support systems, e.g. “next best action” proposals, to enhance customer engagement impact.
• Collect, interpret, and share field insights on best practices, customer needs, market dynamics, competitor activity, and  territory needs and priorities, to develop actions to address them.
• Participate in or contribute to local events, meetings, and promotional activities in compliance with governance standards.
• Collaborate cross-functionally with TA Marketing, Medical TA, Value & Access, and Execution Excellence partners.
• Operate fully in line with Novartis policies, ethical standards, and local regulatory requirements.

Key Performance Indicators

• Achievement of sales targets and objectives
• Quality and effectiveness of customer interactions, including adherence to: 6IBs selling model, value-based tiering and personalized omnichannel customer engagement targets achievement
• Coverage and frequency against suggested call plans
• Adherence to compliance, reporting, and CRM standards
• Quality of insights provided to cross-functional teams
• Progress on field effectiveness assessment (incl Capability building requirements)
• Adherence to International Commercialization Excellence – field sales guidelines and targets

Ideal Background

Education:

·       University degree in life sciences, business, or a related field.

Languages:

·       Fluent in written and spoken Greek, English.

Experience/Professional Requirement:

Relevant Experiences

• Proven experience in pharmaceutical or healthcare sales.
• Strong customer engagement and relationship management skills.
• Ability to execute omnichannel customer journeys effectively.
• Commercial mindset with strong execution focus.
• Analytical skills to interpret data and KPIs.
• Strong communication and interpersonal skills.
• Ability to work independently while collaborating across teams.
• Proven ability to use digital/AI tools as part of daily work.
• High standards of integrity, ethics, and compliance awareness.
• Live by the Novartis Code of Ethics and our Values & Behaviors.