Pharma Field Sales - Rare Blood Institutional Account Manager - Northeast at Novo Nordisk

Job description

About the Department The Rare Disease organization leads all US Commercial efforts for Novo Nordisk’s Rare Disease portfolio. The Rare Disease portfolio includes medical treatments, customer solutions, and devices across multiple Therapy Areas including Rare Bleeding Disorders, Rare Endocrine Disorders, Rare Renal Disorders, and Hemoglobinopathies (Sickle Cell Disease & Beta Thalassemia), as well as new products in the pipeline. The Rare Disease organization is responsible for leading the enterprise approach to achieving our patient care goals and financial objectives, devising and delivering transformative patient and customer experiences, addressing unmet needs across the communities we serve, and setting the industry standard for extraordinary execution. The team members collaborate and partner cross functionally with multiple functions and groups throughout the US organization, Clinical Development, Research & Early Development, other affiliates, and the Global HQ teams. We are looking for highly motivated individuals who are strategic and bold thinkers, passionate and dedicated to driving change in Rare Disease, patient focused, strong collaborators, and inclusive leaders, as we embark on shaping our exciting future and improving the lives of more patients than ever before. The Position This position represents Novo Nordisk, Inc. (NNI) to large community hospitals and other institutional settings as defined. This position has a goal of maximizing sales and positioning NNI as a leader in the hemophilia care market, within an assigned territory. The Rare Blood Institutional Account Manager (RBIAM) must achieve sales goals by successfully selling and promoting NNIs hemophilia products to key physicians, pharmacists, nurses and other health care professionals who make or are involved in purchasing, prescribing and formulary decisions. This position also evaluates and recommends the most appropriate NNI product and approved usage for the customers’ needs. Relationships Externally, the RBIAM maintains relationships with physicians, pharmacists, nurses and other key personnel in large community hospitals and other institutional settings as defined. As approved, the RBIAM may also assist local hemophilia sales personnel with specific initiatives focused on local community hospitals or other institutional settings within guidelines. Internally, the RBIAM reports to the Regional Director - Rare Blood of the specific sales territory. The RBIAM also interacts on a regular basis with other field-based employees covering the same geographic areas. Essential Functions ACCOUNT MANAGEMENT • Achieves predetermined sales goals according to company and department requirements • Analyzes bidding policies/contracts in order to influence formulary status • Promotional activities with discharge planners and implementation of programs for continued use of NNIs products following discharge • Determines which individuals have greatest impact to sales and develop customized communication techniques to create lasting business relationships • Prudently controls company property consistent with applicable company policies and procedures and legal obligation • Utilizes discretionary budget for maximum impact on sales BUSINESS ACUMEN • Analyzes and establishes order of calls and routes that maximize opportunities to increase sales • Analyzes impact of managed care in the territory and its effect on prescribing decisions, and modify sales and promotion strategies • Communicates activity in the territory by completing monthly reports and other reports as appropriate • Contributes to meetings, conventions, training programs, and displays • Coordinates and implements special marketing and other programs and special projects • Manages time and tasks to achieve maximum customer effect and sales volume • Recommends sales and marketing strategies based on evaluation of customer needs, dynamics, trends, and competitors products or services • Records call notes, including sufficient detail to ensure that notes will be maximally useful for sales calls in the future • Understands market dynamics and healthcare economics (e.g., impact of health reform) • Works with the NNI Sales/Marketing departments to most effectively take advantage of marketing materials and product information CLINICAL UNDERSTANDING • Maintains knowledge of the most recent clinical studies to inform customers and address questions, concerns, and objections to the use of NNIs products • Will work with C-suite, P&T committees SELLING SKILLS • Anticipates and respond to customers objections, problems, and concerns • Describes and markets NNIs hemophilia products, emphasizing their features, benefits, and which products are best suited for specific patient profiles or circumstances • Evaluates the needs of customers and increase sales of NNIs products by tailoring the approach for each call on each customer • Informs hospital faculty, attending physicians, nurse practitioners, pharmacy personnel, and other health care providers about the use of NNIs hemophilia, including the approved uses and advantages of NNIs products for their patients • Leverages available sales and marketing resources to sell and promote NNIs products, including selecting the best resources to use on each call • Participates in company-sponsored and/or company-approved training programs to constantly improve knowledge of NNIs products, competitive products, and sales and promotional skills • Recognizes and counter resistance to prescribing NNIs products • Understands and reacts to the customer environment by deciding upon appropriate messages to achieve maximum results on every sales call Physical Requirements 30-40% overnight travel required; Driver must maintain a valid driver’s license. Must be in good standing by not exceeding the Novo Nordisk points threshold assigned based on review of Motor Vehicle Records. Qualifications • A Bachelors degree is required • A minimum of six (6) years of direct selling experience to healthcare professionals in the pharmaceutical, biotech, medical device or healthcare industries is required • Account management experience within the healthcare market strongly preferred • Recent sales experience in a healthcare system, hospital or institutional setting required • Must have the demonstrated ability to effectively communicate with senior level audiences (i.e. C-suite and P&T committees) • Demonstrated leadership and decision-making ability • Expert knowledge of hemophilia disease state is preferred • An aptitude for learning and communicating technical and scientific product and disease management information required • Ability to facilitate trust and understanding • Intermediate computer skills required (Windows, Word, Excel and iPad platform) • Must be a self-starter and be able to evaluate options and make decisions on your own with minimal supervision • Prior computer experience using sales data/call reporting software preferred We commit to an inclusive recruitment process and equality of opportunity for all our job applicants. At Novo Nordisk, we're not chasing quick fixes – we're creating lasting change for long-term health. For over 100 years, we've been driven by a single purpose: to defeat serious chronic diseases and help millions of people live healthier lives. This dedication fuels our constant curiosity and inspires us to push the boundaries of what's possible in healthcare. We embrace diverse perspectives, seek out bold ideas, and build partnerships rooted in shared purpose. Together, we're making healthcare more accessible, treating and defeating diseases, and pioneering solutions that create change spanning generations. When you join us, you become part of something bigger – a legacy of impact that reaches far beyond today. Novo Nordisk is an equal opportunity employer. Qualified applicants will receive consideration for employment without regard to race, ethnicity, color, religion, sex, gender identity, sexual orientation, national origin, disability, protected veteran status or any other characteristic protected by local, state or federal laws, rules or regulations. If you are interested in applying to Novo Nordisk and need special assistance or an accommodation to apply, please call us at 1-855-411-5290. This contact is for accommodation requests only and cannot be used to inquire about the status of applications.

Requirements

Must-haves

Achieves predetermined sales goals according to company and department requirements
Analyzes bidding policies/contracts in order to influence formulary status
Promotional activities with discharge planners and implementation of programs for continued use of NNIs products following discharge
Determines which individuals have greatest impact to sales and develop customized communication techniques to create lasting business relationships
Prudently controls company property consistent with applicable company policies and procedures and legal obligation
Utilizes discretionary budget for maximum impact on sales
Analyzes and establishes order of calls and routes that maximize opportunities to increase sales
Analyzes impact of managed care in the territory and its effect on prescribing decisions, and modify sales and promotion strategies
Communicates activity in the territory by completing monthly reports and other reports as appropriate
Contributes to meetings, conventions, training programs, and displays
Coordinates and implements special marketing and other programs and special projects
Manages time and tasks to achieve maximum customer effect and sales volume
Recommends sales and marketing strategies based on evaluation of customer needs, dynamics, trends, and competitors products or services
Records call notes, including sufficient detail to ensure that notes will be maximally useful for sales calls in the future
Understands market dynamics and healthcare economics (e.g., impact of health reform)
Works with the NNI Sales/Marketing departments to most effectively take advantage of marketing materials and product information
Maintains knowledge of the most recent clinical studies to inform customers and address questions, concerns, and objections to the use of NNIs products
Will work with C-suite, P&T committees
Anticipates and respond to customers objections, problems, and concerns
Describes and markets NNIs hemophilia products, emphasizing their features, benefits, and which products are best suited for specific patient profiles or circumstances
Evaluates the needs of customers and increase sales of NNIs products by tailoring the approach for each call on each customer

Nice-to-haves

Account management experience within the healthcare market strongly preferred
Expert knowledge of hemophilia disease state is preferred
Prior computer experience using sales data/call reporting software preferred

Application prep

Use the role’s language and application details while tailoring your materials.

Platform: successfactors
Effort: medium

Benefits

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