Allergy Area Business Leader- Pacific Northwest

Role Summary

This is a field-based and remote opportunity supporting a sales team in an assigned geography. The Area Business Leader (ABL) is a strategic leader responsible for directing a team of Territory Account Specialists to deliver tailored customer experiences based on account and HCP needs and clinical dialogue. Through regular in-field interactions, the ABL mentors the team to work cross-functionally with Healthcare Providers, Key Accounts and Systems of Care to identify shared priorities, deliver clinical value, and provide Novartis messaging in a patient-centered approach.

The ABL fosters a high-performance, accountable culture that drives the brand strategy and tactics.

• Recruit, develop, retain, mentor, and lead a diverse team to deliver on strategic sales objectives and establish accountability by communicating and supervising KPIs and engaging all levels of performance.
• Model the way for all associates by encouraging a shared vision, clear expectations, accountability, enabling others to act, and optimizing processes by challenging the status quo.
• Monitor and mentor Territory Account Specialists to orchestrate total account calls by coordinating deployment of resources to plan, communicate, and follow through to meet customer needs.
• Develop, implement, and cultivate a customer-centric business plan in collaboration with customer engagement and cross-functional partners to optimize customer experience and product demand.
• Serve as a member of the regional leadership team contributing to regional goals, business execution, team development and culture.
• Embed a hard-working, customer-centric culture where teams are engaged business owners that take action; encourage speaking up, problem-solving, collaboration, experimentation, and learning from failure.
• Possess in-depth knowledge in clinical, access and reimbursement, business acumen, territory management, and omni-channel marketing tools to mentor team members during regular field contacts and one-on-one sessions.
• Leverage analytics platforms to inform decisions and identify risks and opportunities to ensure Territory Account Specialists deploy resources effectively (e.g., strategic face-to-face meetings, omni-channel resources, total office calls, cross-functional partners).
• Major Accountabilities:
  Plan, adapt and communicate effective strategy for execution based on local knowledge, data, and insights; translate national objectives into territory plans; ensure targeting accuracy; execute local plans and monitor targets; advocate processes for customer excellence and team engagement; use data to drive performance and decision-making; report product-related issues within 24 hours; distribute marketing samples where applicable.
• Key Performance Indicators:
  To be populated at local level based on regional guidance.

• Required:
  
  2+ years’ experience as a first-line sales manager with strategic thinking and enterprise mindset in pharmaceutical, biotech, healthcare, or similarly structured industries with large, geographically dispersed sales teams.
• Required:
  
  Demonstrated success in attracting, developing, and retaining diverse talent while building high-performing, collaborative teams.
• Required:
  
  Proven ability to drive sales growth, lead cross-functional partnerships, and execute strategic initiatives in complex, multi-regional environments.
• Required:
  
  Experience managing field organizations through change, innovation, or growth.
• Required:
  
  Internal Sales Associates are eligible, if successfully completed Novartis Emerging Leaders Development Program (ELDP), or 2+ years of pharmaceutical/biotech sales management experience within the last two years prior to joining the company.
• Preferred:
  Experience & success leading sales teams in promotion to large practices, hospitals, IDN’s & SoC customers, with an understanding of reimbursement for both outpatient (payer) and inpatient (DRG, Medicare).

• Bachelor’s degree required from a 4-year college or university.

• Analytical Skill
• Change Management
• Coaching
• Collaboration
• Commercial Excellence
• Complexity Management
• Compliance
• Professional Ethics
• Health Care Industry
• Leadership
• Management
• Mentorship
• Problem Solving Techniques
• Professional Communication
• Team Work
• Languages:
  
  English

• Driving is an essential function of this role; a fully valid and unrestricted driver’s license is required.
• Travel and location:
  Must reside within the territory or within a reasonable commuting distance (approximately 100 miles) and be able to travel 60–80% across a broad geography, by driving or flying as needed.