US-NJ, Director, Rheum/Derm Field Operations & Capabilities 228920BR-MZ
Director, Rheum/Derm Field Operations & Capabilities
US GEN MED
East Hanover, NJ
Immunology & Dermatology
Novartis provides innovative healthcare solutions that address the evolving needs of patients and societies. Headquartered in Basel, Switzerland, Novartis offers a diversified portfolio to best meet these needs: innovative medicines, cost-saving generic and biosimilar pharmaceuticals and eye care. Novartis has leading positions globally in each of these areas. In 2016, the Group achieved net sales of USD 48.5 billion, while R&D throughout the Group amounted to approximately USD 9.0 billion. Novartis Group companies employ approximately 121,000 full-time-equivalent associates. Novartis products are sold in approximately 155 countries around the world.
Major Role Accountabilities:
Supporting the Sales Leadership in achieving key business objectives and sales targets through the management and coordination of field based business critical work streams and events, including coordinating all field communications.
Overall responsible for ensuring the rollout of new field tools and reports with high quality training and usage.
Accountable for the development and execution of national coaching strategies and pull-through of national training initiatives that drives the sales capabilities of Field Associates in the Dermatology and Rheumatology Disease Areas. The Rheum/Derm Field Operations and Capabilities Director will coordinate and align with cross-functional teams, e.g. the Cosentyx Sales Leadership, HQ training and marketing teams, and will be responsible to deliver capabilities-based coaching for Cosentyx sales team. The Rheum/Derm Field Operations and Capabilities Director, through his/her team, will also support the onboarding of new-hires and the ongoing development of tenured sales specialists to create positive customer interactions and ensure field associates success in a complex and evolving customer environment. Ensure alignment to and ownership of NPC policies including policies regarding appropriate Medical / Commercial interactions, Code of Conduct, and all applicable laws and regulations. Works to ensure a diverse and inclusive environment free from all forms of discrimination and harassment
Sales leadership member: as a Rheum/Derm Field Operations and Capabilities Director, this role will serve as a member of the sales leadership team and support national field sales performance.
Assist in coordination & support the field force in tactical execution and projects including: Brand Communications & Tactical roll out, Sales training requirements and coordination of National Sales Meetings including Launch Meetings and Business Re-view Meetings.
Support strategically the Head of Sales in key presentations, annual field force budgeting and key strategic sales force projects (including field force structure changes).
Lead field implementation of new field reporting and tools.
Work with field-based project teams to support key innovation initiatives.
This role will also supervise his/her team, which will ensure regional field sales performance support by conducting the following activities:
Driving learning transfer (pull through training and marketing initiatives)
Development of future talent
In-field Coaching: provide individual field coaching to drive performance and support the training needs of Cosentyx Specialists in an assigned geography:
Coach tenured Cosentyx Specialists to improve sales execution, to drive best practices and to identify local and regional skill gaps. This includes completion of field coaching reports.
Support the on-boarding and field transition of new-hires to increase impact and accelerate time to first customer interactions. This includes one-on-one coaching of new-hires during home study and live training classes as well as early field interactions with customers.
Work with assigned Rheum/Derm regional leadership teams to prioritize coaching needs, share key learning's and provide resources to support ABL field coaching excellence
Driving learning transfer:
Develop and expand the sales capabilities of Cosentyx Field Associates through the pull through and delivery of skills-based training programs:
Coordinate cross-functional teams, e.g. HQ Training teams (Field Skills and Rheum/Derm Product Trainers) and Cosentyx regional field leadership to identify capabilities gaps. Ensure pull-through strategy and execution is consistent with national objectives (e.g. brand & skill strategy)...
Pull-through national Cosentyx clinical and skills-training initiatives at the local level in the field using a variety of tactics, resources and technology (live and virtual class-rooms, area champions, ABL support tools etc.).
Conduct on-going gap assessments and utilize training measurement metrics to leverage results and inform/adjust the training strategy and curriculum as needed.
Re-port on relevant metrics to measure business impact of all skills training programs.
Partner with Learning Technology to integrate the latest virtual learning resources and techniques to maximize learning effectiveness while minimizing disruption to field time.
Partner with Ethics and Compliance to integrate training resources which reinforce and strengthen adherence to relevant processes and procedures.
Work with Marketing and Sales to utilize current resources and identify new tools to improve field skills capabilities and meet customer needs.
Development of Future Talent:
Mentor and develop future talent for the Rheum/Derm Field Capabilities Coaching team
Develop area training champions and identify strong candidates for development into training and management roles
Act as culture ambassador to invigorate the Cosentyx field teams
Manage up to 3 direct reports (Rheum / Derm Field Operations and Capabilities Managers). This position will also collaborate with many individuals across I&D Franchise Field Leadership, HQ Training, Marketing, Strategy & Operations, Legal, and HR.
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.
BA/BS Required; Advanced degree preferred
Minimum 8 years of pharmaceutical sales experience (any combination of the following):
Previous Area Business Leader/District Manager Experience
Sales training (formal role or training responsibilities within current role)
Experience of managing a team is highly preferred
Experience with biologics preferred
Presentation and platform skills, plus ability to communicate/facilitate group interactions with audiences ranging from field associates to senior leadership
Strong Communication (oral/written) & Interpersonal skills including peer coaching and influence
Understanding of Cosentyx Brand strategy and tactics
Demonstrated expertise in the sales competencies Strong clinical acumen with agility to learn multiple disease states/products
Knowledge of Adult Learning Principles and Coaching/Leadership models
Knowledge of field/sales force (key client knowledge)
Administrative management skills - planning, organization, operational decision making and analysis.
Creativity and innovation including experience in multiple learning technologies (virtual classrooms, learning platforms) and demonstrated innovation in virtual and live training techniques
Proven ability to manage multiple projects and be accountable for individual & department results
Ability to build relationships, collaborate and influence across a matrix organization
Demonstrated experience in working with others to achieve organizational objectives including the ability to anticipate and adapt, own and or/work group tactics to support changing business needs
Key Competencies Required:
Knowledge SME on Product Knowledge and Sales Competencies, most notably Selling & Influencing
Communication / Facilitation / Coaching
Approximate travel: 50-75% depending on geography
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