Therapeutic Area Head Oncology and Hematology

Key Responsibilities

Growth

1. Develops a  Oncology & Hematology TA strategy and portfolio development plan for the CPO, aligned with

the CPO priorities and Global and Regional requirements

• Builds a strategic vision for given therapeutic Area
• Defines  Oncology & Hematology product and brand launch strategies for the CPO, including pipeline / portfolio optimization and external growth opportunities, at all times in line with Regional and Global functions.
• Determines in conjunction with Marketing and Sales managers the appropriate portfolio mix /focus for the  Oncology & Hematology business based on optimal resource allocation, internal capability, market fit, competitive dynamics and corporate expectations.
• Closely aligns sales and penetration targets with the CPO Head
• Manages through the marketing/product management team the annual operating planning process.
• Ensures that plans/strategies accommodate the changes taking place in the market and respond to customer needs.
• Details  Oncology & Hematology revenue and profitability targets for the CPO by scaling them down to regional or client-based units as well as products and brands
• Communicates the CPO market strategy to Marketing and Sales managers and ensures that the strategy is reflected in marketing and sales planning

2. Is responsible for profitable growth from innovative and established  Oncology & Hematology TA

products

• Cooperates with Regional and global units responsible for life-cycle management of products
• Manages CPO activities to achieve sales, profitability, and market share growth targets per product groups
• Delivers product and brand launch excellence in line with Regional and global product and brand management through initiatives to minimize time to peak sales both to GPs and Specialists, as applicable
• Ensures listing of products at major accounts in cooperation with Key Account Management and Market Access
• Builds relationships with key stakeholders and KOLs in the health system
• Manages activities for life-cycle extension of mature products in the CPO

Productivity

1. Drives effective use of resources according to commercial priorities of the  Oncology & Hematology

• Assesses resource consumption (personnel and operating costs, investments) for M&S brands and initiates counterbalancing initiatives where appropriate
• Forecasts and optimizes the allocation of resources  according to strategic priorities and to areas of high impact
• Cooperates and coordinates with other departments of the CPO, e.g. Specialty Business TAs and commercial support functions, in order to benefit from exchange of information and best practice sharing

2. Drives efficiency for Oncology & Hematology marketing and sales through cost-containment initiatives

• Oversees the effective implementation of the key product marketing plans through the marketing team in line with corporate standards and corporate strategy to ensure budgets are managed within agreed limits and plans are effectively implemented.
• Drives cost management in M&S spend to achieve best-in-class cost structures through structural changes and specific cost containment initiatives, e.g. through targeted marketing initiatives, and M&S support process redesign
• Drives field force effectiveness ('right customer, right message, right frequency') to maximize impact of sales activity
• Drives in-house and third party G&A cost reductions process standardization where appropriate and creation of cost containment awareness among employees

Innovation

1. Identifies and implements new ways to reduce sales erosion for  Oncology & Hematology products

• Secures sales through longer-term contracts with payers and health authorities
• Closely cooperates with the Head of KAM to ensure products are well positioned at key clients, e.g. through assigning a multifunctional team of marketing, sales, legal and commercial support functions to focus their activities on specific M&S activities
• Aligns with Regional and Global branding initiatives to be aware of new application fields, treatment options, and outcomes results for Neuroscience & IHD products
• Develops innovative marketing concepts including e.g. partnerships, customer services and use of new media
• Uses health economics data and marketing material to communicate extended value add or innovative characteristics of products
• Communicates additional sales opportunities for products to Regional and Global functions (e.g. specific patient group, product variation, substance dosage)

2. Ensures customer satisfaction

• Performs structured customer satisfaction surveys in cooperation with other functions on a regular basis
• Measures survey outcomes and manages countermeasures and client initiatives accordingly

People

1. Performs effective leadership and management of the Sales and Marketing team for  Oncology & Hematology TA

• Communicates the strategic vision to the marketing and sales teams in a way it enhances identification and involvement with the company
• Functions as a role model for Novartis Innovative Medicine core values
• Actively drives diversity & inclusion across all hierarchy levels
• Is responsible for the effective leadership, management, coaching and counseling of the marketing and sales management teams towards launch excellence, strategic networks and growth
• Anchors principles of “The Way We Work” among the commercial teams
• Performs regular culture surveys among the sales and brand teams and introduces countermeasures in case of unfavorable results
• Is responsible for setting performance management objectives based on relevant marketing plans and assessment for individual performance vs. objectives.
• Is responsible for training needs analysis and personal development of direct reports and for the formulation of the training and development plans for marketing and sales roles overall.

2.Leads talent development according to CPO needs and global requirements

• Minimizes the time during which positions in commercial are open through managing succession plans in cooperation with HR
• Hires additional personnel resources in cooperation with HR if medium-term open positions cannot be filled with current talent pool
• Defines talent profiles needed in the medium-term to fill leadership or leadership development positions in the CPO
• Identifies employees accountable for talent development and actively promotes high potentials
• Ensures that talent career plans in commercial functions are in line with the candidates learning needs and interests as well as the global / Regional rotation plans

3. Executes the Performance Management Process

• Actively advocates the performance management process in the CPO
• Monitors the implementation and communication of performance targets

Essential Requirements:

• University degree in bioscience, medicine, business, and/or economics, MBA preferred
• Extensive (10-12 years) of sales & marketing experience within pharmaceutical industry, including 5 years in management position;
• Proven track-record of P&L responsibility
• In depth knowledge of  Oncology & Hematology
•  customers/marketplace, key dynamics, and current knowledge of key competitors and their likely strategies
• Well-developed understanding of country regulatory and market environments
• Well-developed planning and resource allocation skills;
• Experience with productivity increase projects in the pharmaceutical business desirable
• Proven understanding of product launch and product commercialization processes
• Experience in building relationships with KOLs and payers
• Strong leadership skills and experience in leading, teaming with, and motivation of Marketing & Sales teams
• Strong communication, presentation, and negotiation skills
• Strong focus on results                                                               
• English – fluent written and spoken
• CPO country language - preference