Novartis

RECRUTE

Medical Representative

• To build and execute business plans to meet Specialty sales goals for assigned territory.
• To drive territory sales performance, market share and optimal resource utilization.
• To develop effective professional business relationships with customers that support delivery of business results in a specific therapeutic area.
• To implement robust action plans with complex customers including hospitals, institutions, local health authorities or private payers.
• To differentiate Novartis as a leader in a specific therapeutic area
• Major Accountabilities
• Executes business plans for assigned product lines/brands, customers ortherapeutic area; uncovers and develops new business opportunities.
• Develops and applies understanding of customer organizations andnetworks, andof diverse influences that affect customer decisions (e.g. peerrelationships).

• Executes call plans for customers, including medical experts fromcustomer oracademic communities; develops business/clinical networks.
• Provides Novartis stakeholders and other colleagues with insight andfeedbackgained from customer interactions (Patient Journey Set up…) .
• Centers / Accounts mapping based on products KPIs
• Usage/development of a standardized local account team planning template
• Prepare Territorials plans including SWOT analysis, objectives andtactics at the account or local geography level
• Adapts and optimizes approach and communications style during sales calls,responding appropriately to customer needs.
• Makes effective use of available technologies and channels to support sales calls.
• Ensures that Novartis products and supporting services are broadlyunderstood andavailable to more patients and customers.
• Deploys and uses Marketing and Sales promotional materials and programs; coordinates direct promotion programs and facilitates pull-throughactivities.
• Presents highly technical portfolios to customer audiences.
• Develops deep specialist product and disease state knowledge in aspecifictherapeutic area and leverages this to build professional customer relationships and support sound clinical discussions.
• Uses detailed knowledge of competitor products’ features and benefits during sales calls to improve sales of Novartis products.
• Allocates resources effectively for sampling, programs, and events, etc.
• Integrates customer-facing activities in cross-functional teams (e.g.Medical Affairs,Market Access) to achieve sales targets.
• Key Performance IndicatorSales vs. targets QTQ metrics ( Quantity, Targeting, Quality) Territory market share vs. key competitor products Number of calls & frequency of visits to selected targets Medical panel coverage Surveys – doctor recall Target doctor coverage/frequency Product knowledge by regular tests or assessment by Sales Manager/ MA/MSL/PM Selling skills- qualitative by external/internal audit Quality of territory plan