Pharma Field Sales - Rare Blood Institutional Account Manager - Northeast NY

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.

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.

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.

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…