Novartis India Looking For Head -KAM & New Commercial Opportunities at Mumbai Metropolitan Region Full Time

About the Role:

At Novartis Global Health, we have a long-standing history in addressing global health challenges. Over the past 20 years, our approach has evolved from purely donation-based to also include other models with more sustainable social impact. Today, we apply our expertise and full organizational capability to address major, unresolved global health challenges.

In India, our Global Health team is focused on improving healthcare for underserved populations through our long-standing Arogya Parivar program, a community health program which addresses social issues that impact access to healthcare.

Our Global Health work is currently focused on two key disease areas – Sickle Cell Disease (SCD) and Leprosy.

The Government of India recently announced ambitious plans to eliminate SCD by 2047, Under our AP program we plan to support the government of India’s goal to increase access to SCD services in tribal communities. To this effect, we are working with the government to determine how we can best help strengthen health systems and improve access to effective SCD care for these communities including access to affordable medicines.

In the area of Leprosy Novartis donations of multidrug therapy have been a cornerstone of global elimination efforts, leading to the treatment of more than 7.3 million leprosy patients worldwide since 2000. The government of India has set forth a vision for a “leprosy-free India” through the National Leprosy Eradication Program, with a mission to provide free quality leprosy services to all sections of the population. Arogya Parivar will support the government of India in reaching its leprosy elimination goals by building on our company’s long-standing expertise in the field and leveraging our experience in expanding access to healthcare for marginalized patients and communities and enhancing our current donation program with a new Prophylactic regimen LPEP (Leprosy Post-Exposure-Prophylaxis) with Single Dose Rifampicin (SDR).

The Key Account Management and New Commercial Opportunities role is the lead commercial role on our Global Health team, responsible for launching and managing the assets associated with the programs and identifying new commercial opportunities for expansion.

Key Responsibilities

• Experienced managers in a key account management function, responsible for agreed upon targets for the assigned accounts. Primarily responsible for key stakeholder relationships within targeted accounts, develop deep understanding of individual customer needs and identify mutually beneficial solutions for both Novartis and customers through creation and execution of account business plans. May be responsible for leading the key account function in a smaller country or geographic region.
• Responsible for complete ownership of assigned Key Accounts; develop product specific and portfolio strategies in line with goals and customer needs; align Account strategy with other key Sales, Marketing, Patient Access, Medical and Managed Care functions and ensures cross-functional resources and support. Delivers the Account plans and required financial results for own Key Accounts; works effectively with colleagues in other functions (e.g. Primary Care and Specialty Sales, Marketing etc.) to achieve account sales.
• Responsible for contract optimization, access and reimbursement across the specific customer groups that are relevant to the role or business unit. Leads negotiations, contracting, pull-through and formulary management with assigned Key Accounts -Creates and implements programs designed to build long-term relationships with Accounts, based on deep understanding of the customer organization, structure, business strategy and priorities. Builds and sustains long-term customer partnerships with assigned Key Accounts, based on deep understanding of the customer organization, structure, business strategy and priorities.
• Leads cross-functional Account teams and other assigned resources to develop and deliver Account business plans. Acts as mentor to other Key Account Managers by sharing best practices on contracting, Account plan development and execution and knowledge of product/disease states, customer segments, and healthcare environment and regulations.
• Communicates customer insights and Account-related activities to internal stakeholders, and engages with them to pursue business opportunities within assigned Accounts. Plays a key role in negotiations at the regional level and provide strategic inputs and support to the team (as applicable). May be responsible for leading the tender business and team within the country by coordinating all related activities and stakeholders at local/regional levels -Reporting of technical complaints / adverse events / special case scenarios related to Novartis products within 24 hours of receipt -Distribution of marketing samples (where applicable)
• Market Intelligence: Stay up to date with industry trends, competition, and government regulations to provide insights and recommendations to clients. Ability to scan and sieve opportunity landscape to understand need gap analysis in health ecosystem across the states and strike synergies with partners and stakeholders to evolve tailor made solutions to bridge the gaps. Keep abreast of the latest scientific developments in the assigned therapeutic area; stay updated on product knowledge, market pricing, competitor pricing etc to recommend the Brand team, Market Access Team and other cross-functional teams. -Scan the ecosystem statewise to help define screening efforts and how that reliably translates into treatment numbers.
• Work closely with health system strengthening efforts /initiatives and be involved in assessing supply chain linkages through gap assessment of available treatment and diagnostics and identifying the bottlenecks in availability and supply. Conduct market research and analysis to identify clear unmet clinical needs in AP’s underserved communities which could drive revenue in those segments.
• Monitor and evaluate the performance and feedback from existing customers and use data and insights to inform strategies and decisions that follow the AP philosophy. Lead culture of ‘out of the box’ thinking and set up a continuous process of realizing new products, ideas and services that involves challenging propositions, initiatives and foster uniqueness. Sales revenue and revenue growth in assigned accounts -Portfolio and strategic customer development. Business Mindset Operational Excellence Stakeholder Engagement Project Excellence Healthcare systems thinking
• Business Development & Business Model Innovation – Identify new commercial opportunities internally or externally; building & sustaining connections with existing clients, entering strategic partnerships & devising other plans to drive sustainability of the Arogya Parivar Community Health model. Conduct market research and analysis to identify clear unmet clinical needs in AP’s underserved communities which could drive revenue in those segments. Monitor and evaluate the performance and feedback from existing customers and use data and insights to inform strategies and decisions that follow the AP philosophy. Explore, design and iterate new business models

Commitment to Diversity & Inclusion:

We are committed to building an outstanding, inclusive work environment and diverse teams representative of the patients and communities we serve.

Role Requirements

Essential Requirements:

• Proven Ability to Develop trust-based relationships with key regional stakeholders Developing health economic models and conducting evidence generation projects to support HTAs Key account management experience Commercial experience and/or leadership experience in Healthcare
• Deep understanding of competitor positions and Pharma product economics Indian (Hindi) Indian (Other) Degree in business or health related subject. MBA desirable

Desirable Requirements: Specific Product knowledge desirable

Why Novartis: Our purpose is to reimagine medicine to improve and extend people’s lives and our vision is to become the most valued and trusted medicines company in the world. How can we achieve this? With our people. It is our associates that drive us each day to reach our ambitions. Be a part of this mission and join us!

Learn more here: https://www.novartis.com/about/strategy/people-and-culture

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 and Inclusion:

Novartis is committed to building an outstanding, inclusive work environment and diverse teams’ representative of the patients and communities we serve.

Accessibility and accommodation

Novartis is committed to working with and providing reasonable accommodation to individuals with disabilities. If, because of a medical condition or disability, you need a reasonable accommodation for any part of the recruitment process, or in order to perform the essential functions of a position, please send an e-mail to diversityandincl.india@novartis.com and let us know the nature of your request and your contact information. Please include the job requisition number in your message.

Join our Novartis Network: If this role is not suitable to your experience or career goals but you wish to stay connected to hear more about Novartis and our career opportunities, join the Novartis Network here:

https://talentnetwork.novartis.com/network

Division

Corporate Affairs

Business Unit

Global Health & Sustainability

Work Location

Mumbai

Company/Legal Entity

Nov Hltcr Shared Services Ind

Functional Area

Sales

Job Type

Full Time

Employment Type

Regular

Shift Work

No

Early Talent

No