Director, Field Targeting & GTM

IN10 (FCRS = IN010) Novartis Healthcare Private Limited; Hyderabad; Hybrid; INR 8,000,000 - 12,000,000; Full time

Job summary

Novartis Healthcare Private Limited in Hyderabad is seeking a Director for Field Targeting & GTM to lead the I&A AIDE team across Therapeutic Areas. The role focuses on analytics, insights, and thought leadership to shape field targeting, GTM strategy, territory design, and NBA recommendations for US field forces.

Location in Hyderabad is Hybrid, with 3 days in office. The candidate will collaborate with East Hanover, I&A, CRM, and field operations to ensure alignment with corporate priorities

Qualifications

• Proven track record of leading large field-targeting and GTM initiatives.
• Ability to inspire cross-functional teams and align with senior leadership.
• Strong understanding of pharma market dynamics and industry trends.
• Excellent communication and stakeholder management skills.
• Experience with predictive modelling and data science techniques.

Responsibilities

• Collaborate with East Hanover to deliver outcomes and drive business impact.
• Enhance collaboration between East Hanover and Hyderabad and build COE capabilities.
• Develop targeting strategy across Novartis field teams and ensure alignment with priorities.
• Support field go-to-market design, sizing assumptions, and NBA planning.
• Enable quarterly NBA reviews with CRM, field ops, I&A and SPT for successful execution.

Skills

Team leadership

Cross-functional collaboration

Data-driven decisions

Advanced analytics

Python

PySpark

R

Databricks

GTM strategy

Tools

Python

PySpark

R

Databricks

Job description

Job Description Summary

The I&A AIDE team is dedicated to enabling improved decision-making at Novartis by leveraging data and advanced analytics capabilities to generate actionable insights that drive business growth. We support collaboration with the US business, bringing insights and challenging ideas to empower smarter, data-driven decision-making. The role will lead the AIDE Integrated Field Excellence team across all TAs and will deliver advanced analytics, insights, planning, and thought leadership that enables shaping of field targeting strategy and operations, field GTM strategy, field design recommendations, field territory alignments, and NBA recommendations for CRM, for Novartis’s US field forces, including Commercial, NPS, Medical, and TLL. The role will collaborate closely with I&A EH colleagues, field leaders across functions, I&A ISG organization, I&A Decision Intelligence group, Veeva CRM and field operations to enable seamless execution of I&A and field objectives.

Job Description Director, Field Targeting & GTM

Location – Hyderabad #LI Hybrid

Major Accountabilities

• Collaborate closely with the East Hanover team in a high-accountability model, ensuring delivery against expected outcomes and driving joint business impact.
• Strengthen ways of working and operational efficiency between East Hanover and Hyderabad, while continuing to build COE capabilities, service offerings, and delivery excellence.
• Foster a strong culture of collaboration, accountability, constructive challenge, innovation, excellence, continuous improvement, and knowledge sharing across teams.
• Support the maintenance and enhancement of HCP and account targeting strategy across Novartis field teams, ensuring alignment with broader organizational priorities.
• Recommend priority accounts and HCPs for field engagement based on factors such as reimbursement trends, access positioning, network influence, historical responsiveness, brand strategy, competitive dynamics, and local healthcare ecosystem insights.
• Support call planning and field engagement design to balance field workload, address account and HCP-specific needs, and ensure adherence to compliance guidelines.
• Provide SME input on field go-to-market strategy, deployment best practices, field roles, jobs-to-be-done, sizing assumptions, and processes that drive field force excellence.
• Support annual field force sizing in partnership with the GM organization, field leaders, I&A teams, and relevant stakeholders, leveraging external expertise and competitive benchmarking where appropriate.
• Enable quarterly targeting and field NBA reviews with key stakeholders, while partnering with CRM, field operations, I&A, and SPT to ensure successful implementation and continuous improvement.
• Support development and deployment of Next Best Action models and decision-engine capabilities across marketing and field functions, including launch targeting and field NBA planning ahead of disease education and product approval.

Success Measurements

• Delivery and adoption of recommended targeting strategy and operations outputs to the field teams (CE, NPS and Medical)
• Quality and adoption of the field GTM advisory, sizing scenario options, and FTE benchmarking and advisory provided to the field LT (CE, NPS and Medical)
• Enablement of field alignment operations and territory design through close collaboration with functional Ops teams
• Cross-industry standards and assets adopted consistently across the Ops and ad hoc deliveries.
• Cross-collaboration with the field alignment and CRM teams to enable seamless field Ops in downstream US and HYD teams demonstrating shared ownership, common operating practices, and effective delivery.
• Talent trained across capabilities to better manage surge demand, improve team’s unity across all delivery and enable a more comprehensive career progression for HYD talent.

Required Skills

• Proven track record of performing or managing large teams focused on field targeting, GTM strategy and NBA Ops
• Ability to inspire and guide cross-functional teams towards achieving strategic objectives
• Experience in collaborating with the senior leadership to align field GTM and targeting with the broader business objectives
• Strong understanding of the market dynamics, competitive landscape, and industry trends in pharmaceuticals
• Exceptional communication and interpersonal skills, with the ability to effectively liaise between field teams and senior management.
• Demonstrated ability to foster a culture of continuous improvement and data-driven decision-making
• Proficiency in using advanced analytics tools and technologies
• Deep understanding of Data Science techniques, hands-on experience of predictive modelling, foundational statistics
• Deep understanding of field GTM workstreams including, GTM design, FTE sizing, field territory alignment and connection with downstream capabilities
• Proficiency in data science tools and software, such as Python, PySpark, R, Databricks etc

Location

Hyderabad NKC | Hybrid | 3 days a week in office is mandatory.

Direct Reports

5-8 Associates

Team size

15+ Associates

Skills Desired

• Brand Analysis
• Brand Awareness
• Commercial Excellence
• Cross-Functional Collaboration
• Customer Engagement
• Customer Insights
• Digital Marketing
• Influencing Skills
• Inspirational Leadership
• Media Campaigns
• People Management
• Product Marketing
• Product Roadmap
• Return on Investment (ROI)
• Stakeholder Engagement
• Stakeholder Management
• Thought Leadership
• Trend Analysis

What we believe

Improving the lives of people living with disease takes more than innovative science. It takes a focus on the needs of people and a community committed to meeting them. It takes a team of people like you. Working together. Learning together. Thriving together. Discover how you can join us in changing people’s lives.