Account Management & Channel Strategy Director

Job Description Summary

Responsible for leading key accounts within the organization and driving access to care results for Novartis portfolio products across private markets (through private payers such as HMOs and Providers) and public markets (focused on tendering and wholesalers management). Executes brand strategies with targeted national/regional accounts to ensure delivery of financial targets and market share. Builds senior stakeholder relationships, develops deep understanding of customer needs, and creates mutually beneficial solutions through strategic account business plans. Oversees day-to-day operational aspects of the function while fostering a collaborative mindset, high-performance team management, and transversional leadership.

 

Job Description

Major accountabilities:

• Full ownership of assigned Key Accounts; develop product-specific and portfolio strategies aligned with organizational goals and customer needs.

• Align account strategy with Sales, Marketing, Patient Access, Medical, and Managed Care functions; ensure cross-functional collaboration and resource allocation.

• Deliver account plans and financial results; collaborate with colleagues across functions to achieve sales objectives.

• Optimize contracts, access to care, and reimbursement across relevant customer groups in private markets (HMOs and Providers) and public markets (tendering and wholesalers).

• Lead negotiations, contracting, pull-through, and formulary management with Key Accounts.

• Build and sustain long-term partnerships based on deep understanding of customer structure, strategy, and priorities.

• Lead cross-functional account teams to develop and execute account business plans.

• Foster a collaborative mindset and lead high-performance teams, ensuring alignment and engagement across functions.

• Demonstrate transversional leadership by influencing and mobilizing resources beyond direct reporting lines.

• Mentor Key Account Managers by sharing best practices on contracting, account planning, and execution.

• Communicate customer insights and account activities to internal stakeholders; identify business opportunities.

• Provide strategic input and support for regional negotiations; may lead tender business and coordinate related activities.

Minimum Requirements:

• Significant experience in account management.

• Significant experience in the Pharma sector and in Health Access / Access to Care across private and public markets.

• Ability to lead cross-functional teams in a matrix environment.

• Relevant experience in people management, including high-performance team leadership.

• Strong collaborative mindset and ability to exercise transversional leadership.

• Fluency in Brazilian Portuguese and English.

Why Novartis: Our purpose is to reimagine medicine to improve and extend people’s lives and our vision is to become the most valued and trusted medicines company in the world. How can we achieve this? With our people. It is our associates that drive us each day to reach our ambitions. Be a part of this mission and join us! Learn more here: https://www.novartis.com/about/strategy/people-and-culture

You’ll receive: Competitive salary, annual bonus, life insurance, home office policy (home office 2x a week), retirement and wellbeing plans, flexible working arrangements, birthday day-off, parental leave, subsidized dining facilities, health insurance, employee recognition platform, Gympass, employee resource groups and virtual self-development tools. 

If you want to learn more about our benefits, you can access the Novartis Life Handbook: https://www.novartis.com/careers/benefits-rewards

Commitment to Diversity and Inclusion: Novartis is committed to building an outstanding, inclusive work environment and diverse teams' representative of the patients and communities we serve.

Join our Novartis Network: If this role is not suitable to your experience or career goals but you wish to stay connected to hear more about Novartis and our career opportunities, join the Novartis Careers: https://www.novartis.com/careers

Novartis is unable to offer relocation support for this role: please only apply if this location is accessible for you.

 

Skills Desired

Accountability, Account Management, Commercial Excellence, Competitive Intelligence, Complexity Management, Compliance, Crm (Customer Relationship Management), Customer Engagement, Enterprise Sales, Ethics, Healthcare Sector, Integrated Marketing, Market Development, matrixed collaboration, Problem Solving Skills, Revenue Growth, Sales Strategy, Selling Skills, Strategic Leadership, Value Propositions