Account Management

Join to apply for the Account Management & Channel Strategy Director role at Novartis Brasil . 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. 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. 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. Commitment to Diversity and Inclusion Novartis is committed to building an outstanding, inclusive work environment and diverse teams that are representative of the patients and communities we serve. Relocation Support Novartis is unable to offer relocation support for this role: please only apply if this location is accessible for you. 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. With our people at the forefront, we drive towards that aim. Learn more here: Benefits and Rewards Read our handbook to learn about all the ways we’ll help you thrive personally and professionally: Seniority level Director Employment type Full‑time Job function Business Development and Sales Industries Pharmaceutical Manufacturing #J-18808-Ljbffr