IB Lead | Gauteng South

Major accountabilities:

Achievement of Market Share Target

• Demonstrate improvement on brand metrics through Brand awareness/ recall, message retention, prescription intent and trial rate.
• Ensure positive customer experience in reference to Net Promoter score, Overall HCP satisfaction rating and HCP Retention rate
• Attain market share objective
• Achieve monthly sales targets
• Meet other set key performance indicators (KPIs)

Territory Management

• Ensure achievement of MCQ targets by effectively using omnichannel engagement with target HCPs via face to face or digital engagement methods
• Use available technology and tools to support sales calls and Customer Relationship Management
• Co-creation of digital marketing materials with Marketing and Medical for personalized HCP engagement such as RTEs,​

Disease, Therapeutic & Product and Competitors Area

Mastery on product knowledge, clinical studies and updates on the assigned therapy area or following major areas:

Disease, therapeutic, product & competitors

• Ensure brand lead and key account activities are aligned to customer insights​
• Acts as point of integration and collaboration for specific Novartis brands, in specific Territories /Accounts to ensure full 360-degree approach to account

Selling Expertise

• Demonstrate expertise on virtual patient-centric selling using omnichannel engagement tools and framework.
• Explore needs from customers’ perspective and adapting brand messages to enable the right patients to get the right solutions at the right time
• Effectively communicate brand messages and benefits to target customers aligned to the digital Marketing Communication Strategy
• Responsible for achievement of the Territory Plans and aims to deliver the required territory sales targets.

Market & Customer Acumen

• Demonstrate clear understanding on the needs and pain points of target HCPs and closely feedback to In-market Brand Lead/ Medical for more relevant content and programs

Sales reports, updates and support

• Conduct regular brand/KAM reviews to ensure brand and KAM strategies are up-to-date and effective.
• Provide detailed reports and updates on projects implemented and other business-related expenses and all relevant business correspondence with the use of appropriate presentation tools/ equipment
• Always maintain business updates / advantages through training and other information source (internet, books, etc.).
• Use ONCORE for Congress, Events and Attendees
• Liquidate expenses in a timely manner
• Provide professional support in continuing medical education

Collaboration with Stakeholders

• Pro-actively collaborate with other Novartis stakeholders in sales and across functions (e.g. Medical, Patient Access) to achieve sales targets and when required to support cross- functional competencies
• Partner with the customers by providing value added services for patients

Ethics, Risk and Compliance

• Quality and Pharmacovigilance – Ensure teams ERC to good pharmacovigilance practice (GPVP), quality and adverse event reporting.
• Ensure awareness and understanding of the Novartis Code of Ethics and other ERC guidelines and policies (Speak Up Office, Pharmacovigilance, Anti-bribery, Conflicts of Interest, BeSure, etc.)
• Adhere to the highest ethical standards in the industry and abide by the Novartis Code of Ethics and other ERC guidelines and policies (Speak Up Office, Anti-bribery, Conflicts of Interest, BeSure, etc.)
• Report potential misconduct or violations to the Code of Ethics and other ERC guidelines to any of the following: Manager, CPO Head, Legal, ERC, P&O, Speak Up Office.
• Drive and ensure completion of all mandatory training programs and understanding for the team

Minimum Requirements:
Education

• 4-year course, preferably business and allied medical sciences from a reputable institution.

Work Experience:

• Established Network to target Customer Group desirable.
• At least 1 – 2 years of strong track record as a Specialist Representative or solid exposure in pharmaceutical selling i.e. brand selling and developing brand advocates
• Digital / engagement track record preferable
• Digital savvy
• Mastery on product knowledge, clinical studies and updates on the assigned therapy area
• Expert on patient-centric selling using omnichannel engagement tools and framework

Skills:

• Account Management.
• Commercial Excellence.
• Communication Skills.
• Compliance.
• Conflict Management.
• Cross-Functional Coordination.
• Customer Insights.
• Ethics.
• Healthcare Sector.
• Influencing Skills.
• Negotiation Skills.
• Selling Skills.
• Technical Skills.

Languages:

• English.