Therapeutic Area Partner

1 day ago

Dubai, United Arab Emirates Novartis Full time

**Summary**:
Job Purpose: Through successful interactions with healthcare professionals on specific therapy areas, drive sales, advocacy and market access.

**About the Role**:
**Major Accountabilities**

**Global Role Profile**
- Develops stakeholder mapping for Therapeutic Area. Has deep understanding of the emerging multi-stakeholder environment and develops and maintains a comprehensive knowledge of customer needs, maintains customer engagement plan, networks, and knowledge of products and environment.
- Continue to identify customers, map the accounts and patient journeys, and educate key stakeholders on the assigned disease areas.
- Can analyze and interpret clinical and sales data for therapy area.
- Works collaboratively with support functions to determine which resources best fits the customer and/or circumstances.
- Accountable for achieving agreed sales, productivity and performance targets within agreed budgets and timescales.
- Achieve agreed contact, coverage and frequency targets through omnichannel engagement.
- Develop business plans and implement related activities like customer events, sales and marketing campaigns, sales presentations necessary to achieve agreed objectives.
- Have a deep understanding in the respective therapeutic area and priority products. Maintain and enhance knowledge of products, product strategy, positioning, key messages, programs, company developments, customers, and competitors.
- Ensure customer satisfaction and best in class customer relationship.
- Handle enquiries and complaints quickly and professionally and in accordance with company procedures.
- Contribute positively to the Sales and Marketing team through co-operative relationships & collaborative efforts to achieve team and company objectives.
- Provide input into effective use of promotional funds & territory sales forecasting.
- Deliver exceptional customer experience through orchestrating the Omni-channels’ customer engagements leveraging all touchpoints (F2F, Offline & Digital) / channels delivering personalized content (Right message/content, Right channel, Right time) to address the customer needs within the specific customer journey.
- Follow all adverse events guidelines, and Code of Conduct Guidelines as promoted by Novartis.
- Demonstrate behavior in accordance with Novartis code of practice.

**Additional responsibilities**

**Key Account Management**
- Develop account mapping as per therapeutic area to enable catered and customized plans per account.
- Define a specific value proposition per account as per therapeutic area through developing strategies, tactics and plans to address the needs per account.
- IMS understanding and analysis for therapeutic area.

**Patient Access**
- Understanding reimbursement and competitive landscape.
- Understanding of new launch enlisting process through different accounts.
- Mapping the external stakeholders according to access models opportunities.
- Identify patient/market access barriers in collaboration with value & access lead and working on potential solutions.
- Basic understanding of patient affordability and support programs.

**Medical**
- Provide and discuss scientific knowledge and on label medical data relevant to the Therapy Area with HCPs.
- Provide scientific and educational information to HCPs on specific patient critical issues.
- Support scientific exchange to advance understanding of novel research trends, and current scientific debate.
- Involve HCPs when a need is identified to provide support / advice / participate in specific medical and scientific activities e.g. education of HCPs, etc.

**Key Performance Indicators**
- Achievement of sales revenue and market share targets vs plan
- Responsible for budget allocated to cover customer activities
- Customer satisfaction and customer relationship building
- Maintenance of key accounts
- Sales planning and reporting
- Level of medical expert engagement / contributions for programs and products.

**Job Dimensions**

**Number of Direct Reports**:
**Financial responsibility**:
(Budget, Cost, Sales, etc.)

Sales achievements vs target and vs previous year

Market share (IMS where available)

Hospital consumption / liquidation

**Impact on the organisation**:
High

**Ideal Background**

**Education**:
University degree in Science, Medical, Pharma, or Veterinarian Sciences

**Languages**:
Written & spoken English essential. Arabic is a plus.

**Experience**:
A minimum of 3-5 years of pharmaceutical sales experience, with a strong background in the renal therapeutic area, is essential

Established network with healthcare professionals specializing in renal diseases is desirable

**Technical Knowledge & Skills**:

- Stakeholder management
- Insights generation
- Market analysis
- Business acumen
- Accountability and ownership
- Clear, impactful communication
- External business intelligence
- Innovative lead generation and account management
- Interpersonal skills (verbal and non-verbal commun

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