#1! Sandoz was the first pharmaceutical company to receive approval of a biosimilar in Europe, Japan and the United States. A division of Novartis, Sandoz is a global leader in generic and biosimilar medicines, committed to playing a leading role in driving access to medicine worldwide.
The Institutional Portfolio Manager (ISP) will be responsible for representing Sandoz as a leader in the institutional marketplace and other assigned settings appropriate to the Sandoz product portfolio, implementing strategic initiatives with selected complex accounts, while ethically and compliantly meeting and exceeding objectives. In the assigned territory, the associate will utilize all marketing and contract materials, designed for the respective audience, with a focus on the economic/business decision makers in institutions, hospitals and clinics. The associate will align closely with other members of the Sandoz Key Accounts and Sales organizations, as well as other cross-functional colleagues, to plan and organize activities to ensure regular and consistent coverage of the territory according to a plan of action. Customers may include, but are not limited to, Directors of Pharmacy, Buyers, HCPs, Pharmacy & Therapeutic Committees, IDN Systems, Hospitals, Clinics and other assigned customers. Administration of territory information and compliance to promotional, reporting, and regulatory requirements is imperative. Participation in assigned training and development programs is required.
*Lead the development and implementation of detailed business plans, with appropriate management review and approvals, for assigned accounts that support the national strategies and objectives of Sandoz North America *Develop and grow business partnerships within the assigned accounts to secure product awards, enhance product access within each account and achieve annual net sales target of approximately $12m for total territory book of business *Identifies key decision-maker networks, identify needs and engage key customers to implement appropriate Sandoz portfolio account initiatives to develop long-term partnerships *Recognize the difference between customers' short-term demands and long-term priorities and can advise as necessary and liaise with internal partners in the contracting discussion *Consistently demonstrates exceptional skill in preparing for and conducting successful contracting and negotiation sessions, anticipating any potential compliance risks *Anticipate environment/ healthcare market and industry trends that could significantly impact short and long term customer business, take action on innovative customer insights that drive new business opportunities across customer groups and proactively identify niche/emerging solutions that would drive account success *Anticipate key account financial challenges and factor them into account strategies and tactics, map an IDN including all components (pharmacy, ACO, spec pharm, etc) and clearly articulate the estimated business impact. *Monitor, analyze and communicate product, customer, contract and account-level performance broadly with key internal teams; take and/or evolve actions as appropriate *Lead through complex issues through proactive cross-functional matrix management, determine untapped opportunities and work cross functionally to execute *Develop a strong alliance with internal Sandoz matrix partners to ensure the appropriate level of cross-functional support and for developing and executing pull-through strategies *Provides customers in assigned accounts information related to a customer's contract: wholesale acquisition cost (WAC), percent discount off of WAC available through a contract, contract price, and any related rebates that may be available through a contract *Supports customer access to Sandoz One Source and other customer centric programs *Utilize and manage resources in a judicious and compliant manner to accomplish goals *Performs all job responsibilities in full compliance with our Code of Conduct and all Sandoz policies, and acts as a role model for integrity by visibly and consistently acting the values of our Code of Conduct and championing adherence to all Sandoz policies *Participate in training and development programs as required