Sr. Sales Representative

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 a trusted  therapeutic area commercial partner to HCPs, explaining clinical data, evidence, and appropriate product use.
• 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.
• Live by Novartis Code of Ethics and Values and Behaviors.
• Reporting of technical complaints / adverse events / special case scenarios related to Novartis products within 24 hours of receipt.

Key performance indicators:

• To be populated at local level, based on the guidance that will follow from IMI Field Engagement Performance Management Council outcomes.
• 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.
• Completed product and disease knowledge tests (if applicable).

Minimum Requirements:

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

Skills:

• Key Account Management
• Commercial Excellence
• Communication Skills
• Compliance
• Conflict Management
• Cross-Functional Coordination
• Customer Insights
• Professional Ethics
• Health care Industry
• Influencing Skills
• Negotiation Skills
• Selling Skills
• Technical Skills

Languages:

• English is optional.
• Local Language.