Renal / Rare Area Business Leader – Southeast

Novartis•Miami, FL

4d•Remote

About The Position

The Area Business Leader (ABL) is a field-based and remote leadership role responsible for directing a team of Territory Account Specialists across an assigned geography. The ABL leads the team in delivering tailored, patient-centered customer experiences informed by account and Health Care Provider needs and clinical dialogue, with the goal of generating demand in the relevant area and establishing Novartis as a preferred customer partner. Through regular face-to-face field interactions, the ABL mentors team members to work cross-functionally with Healthcare Providers, Key Accounts, and Systems of Care. The role builds a high-performance and accountable culture, supports execution of brand strategy and tactics, and contributes to regional goals, business execution, team development, and culture. The position requires substantial travel across a broad territory and driving within the territory.

Requirements

Bachelor’s degree from a four-year college or university.
At least 2 years of experience as a first-line sales manager, with demonstrated strategic thinking and an enterprise mindset.
Leadership experience in pharmaceutical, biotech, healthcare, or similarly structured industries with large, geographically dispersed sales teams; candidates from other complex sales environments may also be considered.
Demonstrated success attracting, developing, and retaining diverse talent and building high-performing, collaborative teams.
Proven ability to drive sales growth, lead cross-functional partnerships, and execute strategic initiatives in complex, multi-regional environments.
Must reside within the territory or within a reasonable daily commuting distance of 100 miles from the territory border.
Ability to travel 60–80% across a broad geography and drive and/or fly within the territory.
Fully valid and unrestricted driver’s license.
Internal Sales Associates must have successfully completed Novartis’ Emerging Leaders Development Program (ELDP), or have at least 2 years of pharmaceutical/biotech sales management experience within the 2 years before joining the company.
Area Business Leader II leveling requires at least 4 years of first-line sales management experience with demonstrated strategic thinking and an enterprise mindset.
Senior Area Business Leader leveling requires at least 8 years of first-line sales management experience with demonstrated strategic thinking and an enterprise mindset.

Nice To Haves

Experience managing field organizations through change, innovation, or growth.
Experience successfully leading sales teams promoting to large practices, hospitals, IDNs, and Systems of Care customers.
Understanding of reimbursement for outpatient payer settings and inpatient Diagnosis Related Group and Medicare settings.
Experience in brand management, market access, or account leadership.

Responsibilities

Recruit, develop, retain, mentor, and lead a diverse team to deliver strategic sales objectives and establish team accountability, including communicating and supervising KPIs and addressing performance.
Model effective leadership by communicating a shared vision and clear expectations, encouraging accountability, enabling others to act, and improving processes by challenging the status quo.
Monitor and mentor Territory Account Specialists to coordinate resources and plan, communicate, and follow through on total account calls to meet customer needs.
Develop and implement customer-centric business plans with customer engagement and cross-functional partners to optimize customer experience and product demand.
Participate in the regional leadership team and contribute to regional goals, business execution, team development, and culture.
Build an engaged, customer-centric culture that encourages team members to speak up, solve problems, collaborate, experiment, and learn from setbacks.
Use knowledge of clinical matters, access and reimbursement, business, territory management, and omni-channel marketing tools to develop and mentor team members during field contacts and one-on-one sessions.
Use analytics platforms to advise decisions and identify risks and opportunities, guiding the deployment of face-to-face meetings, omni-channel resources, total office calls, and cross-functional partners.
Travel extensively across the assigned geography and drive and/or fly within the territory.