Director, Product Strategy, Value Realization

📍 Job Overview

Job Title: Director, Product Strategy, Value Realization

Company: Novartis

Location: East Hanover, New Jersey, United States

Job Type: Full-time

Category: Revenue Operations / Product Strategy / Value Realization

Date Posted: March 24, 2026

Experience Level: 7+ Years (Mid to Senior Level)

Remote Status: On-site (Hybrid work model mentioned, but role explicitly states East Hanover, NJ site and no remote ability)

🚀 Role Summary

• This role is pivotal in quantifying the business impact and ROI of Customer Relationship Management (CRM) investments within Novartis' US organization.

• It focuses on defining, measuring, and realizing tangible business value from CRM capabilities, AI solutions, automation, and workflow optimization initiatives.

• The position requires strong analytical acumen and strategic thinking to translate complex data into actionable insights that influence product roadmaps and investment decisions.

• It involves significant cross-functional leadership and collaboration with key departments such as Finance, Commercial, IT, and Operations to drive a Customer 360 operating model.

📝 Enhancement Note: While "Hybrid" is mentioned in the job description, the role explicitly states it is located at the East Hanover, NJ site and has no remote capability, indicating a strong on-site presence is required. The mention of "Hybrid" might refer to the broader team or company policy, but for this specific role, on-site is the definitive requirement.

📈 Primary Responsibilities

• Value Definition & Measurement:

  • Define and operationalize Key Performance Indicators (KPIs), Objectives and Key Results (OKRs), and success metrics across the CRM portfolio, programs, and individual capabilities.
  • Develop robust methodologies to quantify productivity savings, including time, cost, and effort reductions, driven by CRM capabilities, AI/agentic solutions, automation, and workflow optimization.
  • Create and implement usability-performance frameworks to assess user experience, adoption quality, and the speed of value realization from CRM tools.
  • Establish baseline benchmarks and target states to systematically track and report on measurable improvements over time.

• Value Realization & Portfolio Influence:

  • Build and maintain a comprehensive CRM value realization framework to guide prioritization and resource allocation decisions across the CRM product landscape.
  • Collaborate closely with the Finance department to ensure value assumptions, projected productivity gains, and Return on Investment (ROI) calculations are accurately recognized and auditable.
  • Develop compelling business cases that clearly articulate expected value and align with overarching enterprise commercial objectives.
  • Provide data-driven, evidence-based recommendations to effectively influence the product roadmap sequencing and critical investment decisions.

• Cross-Functional Leadership & Analytics Partnership:

  • Lead collaborative working sessions with stakeholders from Sales, Marketing, Medical, Patient Services, Operations, Strategy, IT, and Finance to identify, validate, and track value opportunities.
  • Partner with Insights and Decision Science (IDS) analytics and data teams to design, execute, and industrialize value measurement models and comprehensive reporting mechanisms.
  • Work closely with Product Vision and Platform Roadmap teams to ensure strategic roadmap decisions are firmly grounded in measurable business outcomes and value drivers.
  • Drive organizational alignment around value-based prioritization methodologies and transparent performance reporting.
  • Exercise matrix leadership skills across business, IT, and commercial teams, effectively influencing outcomes without direct managerial authority.

• Reporting & Communication:

  • Develop sophisticated dashboards and reporting mechanisms to effectively communicate progress against defined value KPIs and OKRs.

  • Present measurable value, productivity impact, and key insights to executive leadership and senior stakeholders.

  • Act as a trusted strategic advisor for CRM value realization across the entire US Enterprise organization.

📝 Enhancement Note: The responsibilities emphasize a strong analytical and strategic component, focusing on quantifying the financial and operational benefits of technology investments, particularly within a CRM context. This indicates a need for candidates with strong business acumen, financial modeling skills, and the ability to articulate complex value propositions to diverse audiences, including executive leadership.

🎓 Skills & Qualifications

Education:

• Bachelor's degree is required.

Experience:

• 7+ years of progressive experience in product strategy, business analytics, management consulting, value realization, or enterprise performance management roles.

• Demonstrated success in defining and operationalizing KPI/OKR frameworks for complex CRM programs and implementations.

• Proven experience in quantifying productivity savings and building robust ROI frameworks specifically for CRM investments.

• Strong understanding of major CRM platforms such as Salesforce and Veeva, and their application within commercial operations.

• Excellent analytical and problem-solving skills with a proven ability to translate complex data into strategic insights and clear, actionable executive recommendations.

• Demonstrated ability to leverage data-driven insights to shape investment decisions, prioritize initiatives, and effectively challenge assumptions with senior stakeholders.

• Proven track record of matrix leadership within complex, cross-functional life science or pharmaceutical environments.

Required Skills:

• Product Strategy Development

• Value Realization Frameworks

• KPI/OKR Definition & Operationalization

• ROI Analysis & Business Case Development

• CRM Platform Knowledge (Salesforce, Veeva)

• Commercial Operations Understanding

• Advanced Analytical & Data Interpretation Skills

• Cross-Functional Leadership & Collaboration

• Stakeholder Management & Executive Communication

Preferred Skills:

• Master's Degree or MBA

• Management Consulting Experience

• Pharmaceutical Industry Expertise

• AI/Agentic Solution Impact Measurement

• Workflow Optimization Quantification

• Change Management Principles

• Data Visualization Tools

• Financial Modeling

📝 Enhancement Note: The requirements highlight a blend of strategic thinking, analytical rigor, and practical CRM knowledge, specifically within the pharmaceutical sector. Candidates with experience in quantifying the impact of technology on sales productivity and commercial outcomes will be highly valued. The emphasis on matrix leadership suggests a need for strong influencing and communication skills in a complex organizational structure.

📊 Process & Systems Portfolio Requirements

Portfolio Essentials:

• Value Measurement Case Studies: Demonstrations of how you've defined and measured the business value (e.g., productivity gains, cost savings, revenue impact) of technology implementations, particularly CRM systems.

• ROI Framework Development: Examples of frameworks or methodologies you've created to calculate and track the return on investment for software or process improvement initiatives.

• KPI/OKR Implementation Examples: Evidence of defining and operationalizing KPIs and OKRs for complex programs, showcasing how these metrics drove performance improvements.

• Business Case Development: Samples of business cases you've authored, clearly articulating expected value, strategic alignment, and quantifiable benefits for technology investments.

• Cross-Functional Project Leadership: Documentation or case studies illustrating your ability to lead initiatives involving diverse teams (Sales, Marketing, IT, Finance, Operations) to achieve specific business outcomes.

Process Documentation:

• Value Realization Process Design: Showcase your ability to design end-to-end processes for identifying, measuring, and realizing value from CRM and related technologies.

• Performance Tracking Workflows: Examples of workflows you've established for continuous monitoring and reporting of KPIs and OKRs, linking them to strategic objectives.

• Methodology for Quantifying Savings: Detail your approach to quantifying productivity savings, including methodologies for collecting data, performing analysis, and presenting findings.

• Usability & Adoption Measurement: Demonstrate how you've developed structured approaches to measure user experience and adoption quality, and how this data informs improvements.

📝 Enhancement Note: For this role, a portfolio should heavily emphasize quantifiable achievements and the strategic impact of your work. Focus on presenting concrete examples of how you’ve translated data and insights into measurable business value, particularly within a CRM or enterprise system context. Case studies demonstrating ROI, productivity improvements, and successful cross-functional alignment will be critical.

💵 Compensation & Benefits

Salary Range: $185,500 - $344,500 per year

Benefits:

• Comprehensive health, life, and disability benefits.

• 401(k) plan with company contribution and match.

• Eligibility for annual equity awards, depending on role level.

• Generous time off package, including vacation, personal days, holidays, and other approved leaves.

Working Hours:

• Full-time (40 hours per week is standard, though not explicitly stated).

• The role requires on-site presence in East Hanover, NJ, with a mention of #LI-Hybrid suggesting a potential for some flexible work within the office environment, but no remote work is permitted.

📝 Enhancement Note: The salary range provided is quite broad, reflecting the seniority and significant responsibilities of a Director-level role in a major pharmaceutical company. The compensation includes base salary, potential cash incentives, and equity, along with a robust benefits package typical for large enterprises in the US. The salary estimate is based on the provided range, which is considered competitive for a Director-level role in the pharmaceutical industry in the New Jersey area, factoring in the required experience and specialized skills in value realization and product strategy.

🎯 Team & Company Context

🏢 Company Culture

Industry: Pharmaceutical / Biotechnology / Healthcare

Company Size: Large Enterprise (Novartis is a global pharmaceutical giant with tens of thousands of employees worldwide). This implies a structured environment with established processes, significant resources, and a global reach.

Founded: 1996 (formed by the merger of Ciba-Geigy and Sandoz). This history suggests a company with deep roots in innovation and a long-standing commitment to healthcare.

Team Structure:

• Insights and Decision Science (IDS): This role sits within the IDS team, which focuses on leveraging data for improved decision-making.

• US CRM Organization: A specific unit within IDS focused on driving a Customer 360 operating model using CRM.

• Reporting: Reports to the Executive Director, CRM Product Strategy.

• Cross-Functional Collaboration: Will work extensively with Finance, Commercial, Operations, IT, Sales, Marketing, Medical, Patient Services, and Strategy teams.

• Matrix Leadership: Expected to lead initiatives and influence stakeholders across various departments without direct authority.

Methodology:

• Data-Driven Decision Making: The IDS team's mission is to enable improved decisions through superior data and actionable insights.

• Customer 360 Operating Model: Focus on transforming operations to have a holistic view of the customer.

• Value-Based Prioritization: Emphasis on ensuring investments and roadmap decisions are grounded in measurable business outcomes and value.

• Process Optimization & Automation: Key focus areas for driving productivity and efficiency gains, particularly through CRM capabilities and AI solutions.

Company Website: https://www.novartis.com/

📝 Enhancement Note: Novartis is a major player in the global pharmaceutical industry, known for its extensive R&D and commitment to innovation. The company culture likely emphasizes scientific rigor, ethical conduct, and a patient-centric approach. Within this context, the IDS and CRM teams are crucial for enabling data-driven strategies and optimizing customer engagement in a highly competitive market. The emphasis on "Customer 360" signals a move towards integrated customer management and personalized engagement strategies.

📈 Career & Growth Analysis

Operations Career Level: Director, Product Strategy, Value Realization. This is a senior-level individual contributor role, often seen as a stepping stone to senior leadership positions within product management, strategy, or operations functions. It requires deep expertise in a specialized area.

Reporting Structure: Reports to an Executive Director, indicating a clear hierarchical structure within the CRM Product Strategy group. This provides visibility to senior leadership and opportunities for mentorship.

Operations Impact: This role has a direct and significant impact on revenue and business decisions by quantifying the financial and operational benefits of CRM investments. The insights generated will influence strategic priorities, resource allocation, and the overall effectiveness of commercial operations, directly contributing to the company's growth and efficiency targets.

Growth Opportunities:

• Leadership within Product Strategy: Potential to advance to Senior Director or VP roles in Product Strategy, Value Realization, or related GTM Operations functions.

• Specialization Deepening: Opportunity to become a recognized expert in value realization, CRM strategy, and data-driven decision-making within the pharmaceutical sector.

• Cross-Functional Influence & Visibility: Develop strong relationships and influence across critical business units, leading to broader strategic opportunities.

• Industry Recognition: Potential to contribute to industry best practices in value measurement for enterprise software and digital transformation initiatives.

• Mentorship: Opportunity to mentor junior analysts or team members involved in data analysis and value quantification.

📝 Enhancement Note: This role offers a strategic pathway for professionals looking to deepen their expertise in quantifying the impact of technology and operational improvements. The Director level signifies a high degree of autonomy and influence, with clear potential for advancement within Novartis's large organizational structure or for moving into similar high-impact roles in other major corporations.

🌐 Work Environment

Office Type: On-site work at the East Hanover, NJ campus. This suggests a professional, corporate office environment typical of large pharmaceutical companies, likely with modern facilities designed to foster collaboration.

Office Location(s): East Hanover, New Jersey, United States. This location is part of a significant pharmaceutical and life sciences hub in the Northeast US.

Workspace Context:

• Collaborative Environment: The role requires extensive cross-functional collaboration, suggesting an open or semi-open office layout that facilitates interaction, team meetings, and brainstorming sessions.

• Technology & Tools: Access to advanced analytics platforms, CRM systems, reporting dashboards, and standard office productivity software will be essential.

• Team Interaction: Frequent engagement with direct reports (if any, though likely an IC role initially), peers, and stakeholders across various departments.

Work Schedule:

• Standard full-time business hours (likely around 40 hours per week).

• While the role is on-site, the mention of "#LI-Hybrid" may imply some flexibility in daily schedules or occasional remote work for non-essential meetings, but the core requirement is physical presence at the East Hanover site. Travel is expected to be around 15%.

📝 Enhancement Note: The emphasis on an on-site presence in East Hanover, NJ, points to a traditional corporate setting. Candidates should be prepared for a structured work environment that values in-person collaboration and direct engagement with colleagues and leadership. The 15% travel requirement suggests that while the primary focus is on-site, some business travel will be necessary.

📄 Application & Portfolio Review Process

Interview Process:

• Initial Screening: Likely a review of your resume and application for alignment with essential requirements, focusing on quantifiable achievements in value realization and CRM strategy.

• Hiring Manager Interview: An in-depth discussion about your experience, approach to value measurement, understanding of CRM, and leadership style. Expect questions about past successes and challenges.

• Cross-Functional Panel Interview: You will likely meet with key stakeholders from Finance, Commercial, IT, and Operations. This assesses your ability to collaborate, communicate complex ideas, and build consensus across different functions. Expect scenario-based questions.

• Executive Interview: A final interview with senior leadership (potentially the Executive Director or a VP) to assess strategic fit, executive presence, and alignment with Novartis's vision.

• Case Study/Presentation: It's highly probable you will be asked to prepare and present a case study demonstrating your approach to defining and measuring value for a hypothetical or past CRM initiative.

Portfolio Review Tips:

• Quantify Everything: For each project or initiative in your portfolio, focus on the measurable impact. Use numbers, percentages, and dollar figures to demonstrate ROI, productivity gains, cost savings, or efficiency improvements.

• Structure Your Case Studies: Organize your portfolio around key responsibilities: Value Definition & Measurement, Value Realization & Influence, and Cross-Functional Leadership. Use a STAR (Situation, Task, Action, Result) or similar methodology for clarity.

• Showcase Your Frameworks: Present examples of the value frameworks, KPI/OKR structures, and ROI methodologies you've developed. Explain the rationale behind them and how they were implemented.

• Highlight CRM & Pharma Context: Tailor your examples to showcase experience with CRM systems (Salesforce, Veeva) and an understanding of the pharmaceutical commercial landscape.

• Demonstrate Strategic Influence: Show how your analytical work influenced roadmap decisions, investment priorities, or strategic direction.

Challenge Preparation:

• Value Quantification Exercise: Be prepared to walk through how you would quantify the value of a specific CRM feature or a new automation initiative, identifying key metrics and data sources.

• Business Case Presentation: Practice presenting a concise, compelling business case for a CRM investment, focusing on the value proposition and ROI.

• Stakeholder Alignment Scenario: Be ready to discuss how you would gain buy-in from Finance for ambitious productivity targets or from Sales for a new CRM adoption initiative.

📝 Enhancement Note: The interview process will likely be rigorous, designed to test not only your technical skills but also your strategic thinking, communication abilities, and capacity for cross-functional influence within a large, complex organization like Novartis. A well-prepared, data-rich portfolio demonstrating tangible business impact will be critical for success.

🛠 Tools & Technology Stack

Primary Tools:

• CRM Platforms: Deep understanding and experience with enterprise-level CRM systems, specifically Salesforce and Veeva (as mentioned in requirements), is essential. This includes knowledge of their capabilities, implementation, and impact on commercial operations.

• Business Intelligence (BI) & Analytics Platforms: Experience with tools like Tableau, Power BI, Qlik, or similar for data analysis, dashboard creation, and reporting.

• Productivity & Workflow Tools: Familiarity with tools that support process optimization and automation, potentially including project management software (e.g., Jira, Asana) and workflow automation platforms.

Analytics & Reporting:

• Data Warehousing & ETL Tools: Understanding of how data is sourced and managed, potentially involving tools like SQL, Snowflake, or other data integration technologies.

• Statistical Analysis Software: Proficiency with tools for advanced statistical analysis might be beneficial for complex value measurement models.

• Reporting & Dashboarding Tools: Expertise in creating clear, concise, and actionable dashboards for executive reporting.

CRM & Automation:

• Salesforce Ecosystem: Familiarity with the Salesforce Sales Cloud, Service Cloud, and potentially Marketing Cloud, including their reporting and analytics capabilities.

• Veeva CRM: Specific knowledge of Veeva's solutions tailored for the pharmaceutical industry.

• Automation Platforms: Experience with workflow automation tools that integrate with CRM to drive efficiency.

📝 Enhancement Note: Proficiency with Salesforce and Veeva CRM is a stated requirement. Beyond that, strong analytical and data visualization skills using BI tools are critical for defining and reporting on value. Familiarity with the broader data ecosystem and automation tools will enhance a candidate's profile for this role, which bridges strategy, operations, and technology.

👥 Team Culture & Values

Operations Values:

• Data-Driven Excellence: A core value is leveraging data and analytics to inform strategic decisions and measure performance rigorously.

• Customer Centricity: Focus on understanding and improving the customer experience, driving towards a Customer 360 model.

• Innovation & Transformation: Commitment to transforming medicine and improving lives through advanced technology and new operating models.

• Collaboration & Teamwork: Emphasis on working effectively across diverse functions and teams to achieve common goals.

• Accountability & Execution: Driving for measurable results and ensuring that investments translate into tangible business value.

Collaboration Style:

• Cross-Functional Partnership: The role demands proactive engagement and strong working relationships with teams across Sales, Marketing, Medical, Finance, IT, and Operations.

• Matrix Leadership: An ability to influence and guide without direct authority, fostering consensus and alignment through clear communication and data-backed arguments.

• Transparent Communication: Open sharing of insights, progress, and challenges to build trust and ensure organizational alignment around value realization efforts.

• Process Improvement Focus: A culture that encourages continuous improvement and optimization of workflows and operational efficiency.

📝 Enhancement Note: Novartis likely fosters a culture of scientific rigor, ethical conduct, and a strong patient focus. Within the IDS and CRM teams, this translates into a data-centric, collaborative, and results-oriented environment. The emphasis on value realization and transformation suggests a forward-thinking team eager to leverage technology and data for strategic advantage.

⚡ Challenges & Growth Opportunities

Challenges:

• Quantifying Intangibles: Accurately measuring the ROI of CRM and related technologies, especially when benefits are indirect or long-term, can be challenging.

• Cross-Functional Alignment: Gaining consensus and driving consistent adoption of value measurement frameworks across diverse departments with varying priorities.

• Data Integrity & Accessibility: Ensuring the quality, consistency, and accessibility of data required for accurate value measurement across disparate systems.

• Measuring Adoption vs. Impact: Differentiating between CRM usage (adoption) and actual business impact (value realization), and linking the two effectively.

• Matrixed Environment: Influencing stakeholders and driving change without direct authority requires strong negotiation, communication, and relationship-building skills.

Learning & Development Opportunities:

• Deepen Pharmaceutical Commercial Expertise: Gain intricate knowledge of the US pharmaceutical market, sales models, and customer engagement strategies.

• Advanced Analytics & Value Modeling: Opportunity to hone skills in sophisticated data analysis, financial modeling, and predictive analytics for value quantification.

• Strategic Product Management: Develop expertise in influencing product roadmaps and driving strategic investments based on rigorous value assessments.

• Executive Communication & Influence: Enhance skills in presenting complex data and strategic recommendations to C-suite executives.

• Industry Trends: Stay at the forefront of CRM evolution, AI integration, and digital transformation in the life sciences sector.

📝 Enhancement Note: This role presents a significant opportunity to tackle complex challenges in value realization within a leading pharmaceutical company. The growth potential is substantial, offering a path to become a recognized expert and leader in driving data-informed strategic decisions for major technology investments.

💡 Interview Preparation

Strategy Questions:

• "Describe your methodology for defining and measuring the ROI of a new CRM feature or a large-scale CRM implementation. What are the key challenges and how do you overcome them?"

• "How would you build a value realization framework for a Customer 360 initiative? What KPIs would you prioritize and why?"

• "Walk me through a time you used data and analytics to influence a significant product roadmap decision or investment strategy. What was the outcome?"

Company & Culture Questions:

• "What do you know about Novartis's approach to digital transformation and customer engagement?"

• "How would you foster collaboration between Sales, Finance, and IT teams to ensure buy-in for value measurement initiatives?"

• "Describe your experience working in a matrixed organization. How do you influence stakeholders without direct authority?"

Portfolio Presentation Strategy:

• Focus on Impact, Not Just Activity: For each portfolio item, clearly articulate the problem, your solution/approach, and the quantifiable results (ROI, efficiency gains, productivity improvements).

• Structure for Clarity: Use a consistent format (e.g., STAR method) to present your case studies. Start with the business problem, detail your role and actions, and conclude with the specific, measurable outcomes.

• Data Visualization: If presenting metrics, use clear charts and graphs. Be prepared to explain the data and what it signifies for the business.

• Tailor to Novartis: Frame your examples within the context of a large, regulated industry like pharmaceuticals, highlighting your understanding of its unique challenges and opportunities.

• Be Ready for Deep Dives: Anticipate questions about your methodologies, assumptions, and how you validated your findings.

📝 Enhancement Note: Preparation should focus on demonstrating a strong command of value realization principles, robust analytical skills, and the ability to translate complex data into compelling business narratives. Practice articulating your experience using quantifiable results and showcasing your strategic influence in cross-functional environments.

📌 Application Steps

To apply for this operations position:

• Submit your application through the Novartis careers portal (https://novartis.wd3.myworkdayjobs.com/Internal_Careers_for_Acquired_Entities/job/East-Hanover/Director--Product-Strategy--Value-Realization_REQ-10074363).

• Customize Your Resume: Highlight achievements related to value quantification, ROI analysis, CRM strategy, KPI/OKR development, and cross-functional leadership. Use keywords from the job description.

• Prepare Your Portfolio: Curate 2-3 key projects that best demonstrate your expertise in value realization, CRM impact measurement, and business case development. Focus on quantifiable results and strategic influence.

• Research Novartis's Operations: Understand their current focus on digital transformation, customer engagement, and data-driven decision-making. Familiarize yourself with their product portfolio and market position.

• Practice Your Narrative: Be ready to articulate your career journey and how your specific skills and experiences align with the role's requirements, particularly your ability to drive measurable business value.

⚠️ Important Notice: This enhanced job description includes AI-generated insights and operations industry-standard assumptions. All details should be verified directly with the hiring organization before making application decisions.