Renal / Rare Area Business Leader – Southeast

Novartis•Miami, FL

1d•$152,600 - $344,500•Hybrid

About The Position

The Area Business Leader (ABL) is a field-based and remote role responsible for directing a team of Territory Account Specialists across an assigned geography. The ABL leads the team in delivering tailored customer experiences based on account and healthcare provider needs, using clinical dialogue to generate demand and support patients. Through regular face-to-face field interactions, the ABL mentors team members in working cross-functionally with healthcare providers, key accounts, and Systems of Care to identify shared priorities, deliver clinical value, and communicate Novartis resources in a patient-centered way. The ABL fosters a high-performance, accountable culture and guides the team in executing brand strategy and tactics. The role also contributes to regional leadership goals, business execution, team development, and culture. The position requires residence within the territory or within a reasonable daily commuting distance of 100 miles from its border, and travel of 60–80% across a broad geography. Driving and/or flying within the territory is required; driving is an essential function, and a fully valid, unrestricted driver’s license is required. The position will be filled at a level commensurate with experience: Area Business Leader I, Area Business Leader II, or Senior Area Business Leader. The stated annual salary ranges are $152,600–$283,400 for Area Business Leader I, $168,000–$312,000 for Area Business Leader II, and $185,500–$344,500 for Senior Area Business Leader. Compensation includes a performance-based cash incentive and, depending on role level, possible eligibility for annual equity awards. Eligible US employees receive health, life, and disability benefits, a 401(k) with company contribution and match, and paid time off and other leaves. Novartis does not offer relocation support or visa sponsorship for this position.

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 qualify.
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% over a broad geography and drive and/or fly within the territory.
Fully valid and unrestricted driver’s license; driving is an essential function of the role.
Internal Sales Associates are eligible if they have successfully completed Novartis’ Emerging Leaders Development Program (ELDP), or have 2+ years of pharmaceutical/biotech sales management experience within the two years before joining the company.
Area Business Leader I leveling guideline: 2+ years of first-line sales management experience.
Area Business Leader II leveling guideline: 4+ years of first-line sales management experience.
Senior Area Business Leader leveling guideline: 8+ years of first-line sales management experience.
For the dedicated initial training period, successfully complete required training, including home study; training is limited to eight or fewer hours per day and forty or fewer hours per week.
Customer-facing employees must comply with customer credentialing guidelines, which may require COVID-19 vaccination, subject to applicable law and reasonable accommodation.

Nice To Haves

Experience and success 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 managing field organizations through change, innovation, or growth.

Responsibilities

Recruit, develop, retain, mentor, and lead a diverse team to meet strategic sales objectives and establish accountability through communicating and supervising KPIs and addressing performance.
Model leadership by communicating a shared vision and clear expectations, promoting accountability, enabling team members to act, and improving processes by challenging the status quo.
Monitor and mentor Territory Account Specialists so they coordinate resources and plan, communicate, and follow through on total account calls to meet customer needs.
Develop, implement, and cultivate customer-centric business plans with customer engagement and cross-functional partners to improve customer experience and product demand.
Contribute as a regional leadership team member to regional goals, business execution, team development, and culture.
Build a hard-working, customer-centric culture in which team members take effective, results-oriented action and are encouraged to speak up, solve problems, collaborate, experiment, and learn from failure.
Use clinical, access and reimbursement, business, territory management, and omni-channel marketing knowledge to develop and mentor team members during field contacts and one-on-one sessions.
Use analytics platforms to guide decisions and identify risks and opportunities, including the deployment of face-to-face meetings, omni-channel resources, total office calls, and cross-functional partners.