The Key Account Management and New Commercial Opportunities role is the lead commercial role on our Global Health team, responsible for launching and managing the assets associated with the programs and identifying new commercial opportunities for expansion.

• Experienced managers in a key account management function, responsible for agreed upon targets for the assigned accounts. Primarily responsible for key stakeholder relationships within targeted accounts, develop deep understanding of individual customer needs and identify mutually beneficial solutions for both Novartis and customers through creation and execution of account business plans. May be responsible for leading the key account function in a smaller country or geographic region.
• Responsible for complete ownership of assigned Key Accounts; develop product specific and portfolio strategies in line with goals and customer needs; align Account strategy with other key Sales, Marketing, Patient Access, Medical and Managed Care functions and ensures cross-functional resources and support. Delivers the Account plans and required financial results for own Key Accounts; works effectively with colleagues in other functions (e.g. Primary Care and Specialty Sales, Marketing etc.) to achieve account sales.
• Responsible for contract optimization, access and reimbursement across the specific customer groups that are relevant to the role or business unit. Leads negotiations, contracting, pull-through and formulary management with assigned Key Accounts -Creates and implements programs designed to build long-term relationships with Accounts, based on deep understanding of the customer organization, structure, business strategy and priorities. Builds and sustains long-term customer partnerships with assigned Key Accounts, based on deep understanding of the customer organization, structure, business strategy and priorities.
• Leads cross-functional Account teams and other assigned resources to develop and deliver Account business plans. Acts as mentor to other Key Account Managers by sharing best practices on contracting, Account plan development and execution and knowledge of product/disease states, customer segments, and healthcare environment and regulations.
• Communicates customer insights and Account-related activities to internal stakeholders, and engages with them to pursue business opportunities within assigned Accounts. Plays a key role in negotiations at the regional level and provide strategic inputs and support to the team (as applicable). May be responsible for leading the tender business and team within the country by coordinating all related activities and stakeholders at local/regional levels -Reporting of technical complaints / adverse events / special case scenarios related to Novartis products within 24 hours of receipt -Distribution of marketing samples (where applicable)
• Market Intelligence: Stay up to date with industry trends, competition, and government regulations to provide insights and recommendations to clients. Ability to scan and sieve opportunity landscape to understand need gap analysis in health ecosystem across the states and strike synergies with partners and stakeholders to evolve tailor made solutions to bridge the gaps. Keep abreast of the latest scientific developments in the assigned therapeutic area; stay updated on product knowledge, market pricing, competitor pricing etc to recommend the Brand team, Market Access Team and other cross-functional teams. -Scan the ecosystem statewise to help define screening efforts and how that reliably translates into treatment numbers.
• Work closely with health system strengthening efforts /initiatives and be involved in assessing supply chain linkages through gap assessment of available treatment and diagnostics and identifying the bottlenecks in availability and supply. Conduct market research and analysis to identify clear unmet clinical needs in AP’s underserved communities which could drive revenue in those segments.
• Monitor and evaluate the performance and feedback from existing customers and use data and insights to inform strategies and decisions that follow the AP philosophy. Lead culture of ‘out of the box’ thinking and set up a continuous process of realizing new products, ideas and services that involves challenging propositions, initiatives and foster uniqueness. Sales revenue and revenue growth in assigned accounts -Portfolio and strategic customer development. Business Mindset Operational Excellence Stakeholder Engagement Project Excellence Healthcare systems thinking
• Business Development & Business Model Innovation – Identify new commercial opportunities internally or externally; building & sustaining connections with existing clients, entering strategic partnerships & devising other plans to drive sustainability of the Arogya Parivar Community Health model. Conduct market research and analysis to identify clear unmet clinical needs in AP’s underserved communities which could drive revenue in those segments. Monitor and evaluate the performance and feedback from existing customers and use data and insights to inform strategies and decisions that follow the AP philosophy. Explore, design and iterate new business models

Essential Requirements:

• Proven Ability to Develop trust-based relationships with key regional stakeholders Developing health economic models and conducting evidence generation projects to support HTAs Key account management experience Commercial experience and/or leadership experience in Healthcare
• Deep understanding of competitor positions and Pharma product economics Indian (Hindi) Indian (Other) Degree in business or health related subject. MBA desirable

Desirable Requirements: Specific Product knowledge desirable