Market Access, Regional Account Executive- New Orleans, LA Job
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POST DATE 9/9/2016
END DATE 10/16/2016
New Orleans, LA
JOB DESCRIPTIONRequisition ID 39665BR
Title Market Access, Regional Account Executive- New Orleans, LA
Job Category Sales
Job Description Market Access, Regional Account Executive- New Orleans, LA
Novo Nordisk is a focused healthcare company and a world leader in diabetes care. We are actively working
to change the course of the diabetes pandemic, improve the daily lives of people with diabetes, and to
expand the possibilities for people with hemophilia
The Purpose of the Regional Account Executive is to manage all aspects of sales/marketing activity with
targeted managed care accounts, non-federal institution accounts, Long Term Care accounts, Integrated
Delivery Networks, Hospital Systems, Medical Groups, and Employers. Leverages local and regional
coalitions to enhance Novo Nordisk profile in their assigned geography as well as build relationships with
participating influential stakeholders from targeted accounts. The account activities will include but not be
limited to formulary consideration for all Novo Nordisk products, as well as, to vertically integrate overall
corporate and brand awareness across the customer's organizational structure. Working in conjunction with
Managed Markets, brand strategy and EBT members as well as all field sales leadership regardless of
channel to develop and implement sales objectives, tactics and pull-through programs to maximize results.
Regional accounts include but are not limited to MCOs, PBMs, Medical Groups, Employers and State and
This position reports to a Director - Area Accounts. Internally, this position has the responsibility of
informing all appropriate NNI personnel of any activity or changes in the managed care account status,
which may impact the selling efforts of the Field Sales organization. External relationships to be maintained
include key personnel within the assigned geography. This includes responsibility for multiple channels and
customers including health plans, PBMs, medical groups, employers, State Medicaid and Managed Medicaid,
Integrated Delivery Networks, health plans, medical groups, long term care organizations, hospital systems,
and non-Federal hospitals. Additionally, maintains relationships with other industry, associations,
organizations, and any current co-promotion partners.
Internal collaboration with Managed Markets, Pricing and Contracting, Market Access Strategic Operations,
Field Medical Affairs, overlapping field sales partners, legal/compliance, and Human Resources.
KEY SUCCESS FACTORS: EDUCATION, EXPERIENCE, KNOWLEDGE AND SKILLS
* 1-2 years account management experience within the healthcare market. Relevant Novo Nordisk
management experience may be substituted where appropriate
* A Bachelor s Degree required; MBA preferred.
* At least 4 years pharmaceutical/biotech sales experience required
* At least 6 years pharmaceutical/biotech industry experience required
* Multiple channel and customer experience preferred
* Past exp. with federal and non-federal institution and/or Long Term Care accounts preferred.
* Previous track record of positive sales results
* Previous track record of success within the managed market segment
* Sales management experience preferred
Identify, develop strong relationships with, and appropriately utilize advocates to create business
opportunities for NNI and any co-marketing partners.
INTERNAL AND EXTERNAL CUSTOMERS:
Develop productive relationships and maintain contact with key account personnel, including C-suite
executives and department heads. Review and understand all aspects of account capabilities, systems
and plans and build relationships with an eye toward enhancing patient care.
Research customer s business situation and discover needs and objectives.
Evaluate the potential return of each target by therapeutic area. Evaluate level of influence each
customer has on local geography or nation if part of a larger group.
When needed, educate non-targeted professional audiences regarding the benefits of NNI products in
educational, research and academic environments.
Coordinate and integrate field sales efforts in pull-through opportunities for managed care programs
as well as Institutional initiatives including Long Term Care and Acute settings, employers, and local
advocacy groups. Additionally, coordinate and integrate field sales efforts to establish NNI s presence
in local communities.
Business Planning responsibility aligned within Field Sales
Prioritize targets within the assigned accounts.
Track information for all competitive products within the marketplace.
Ensure field sales management and collaborative field partners are informed of programs/initiatives
which could impact or change strategy/activity of sales. Proactively updates partners, managers and
field leadership on account progress. This should include (but is not limited to) monitoring and
reporting 3rd party reimbursement policy status/ change for coverage and funding.
Understand, promote and/or provide accurate information on all NNI diabetes products, product lines,
and patient centric resources.
Deliver presentations to key external decision makers. Anticipate and address potential objections.
Ensure follow-up to close the sale and ask for a commitment for access.
PROGRAM DEVELOPMENT AND IMPLEMENTATION:
Coordinate, implement and follow-through on all account contracts, agreements or NNI promotions
Serve as a liaison to associations and customer groups to identify, initiate, and coordinate support
programs and to enhance the professional ties between Novo Nordisk and these groups. Serve as the
voice of the customer inside NNI.
Participate in meetings, exhibits, conventions, and advisory groups to create sales/marketing
opportunities and to establish sound relations with our customer base.
Facilitate as appropriate other field force customer engagement including, but not limited to: MM
Strategy, Field Sales, Medical, Trade, Institutions, PCOR and Brand Teams.
Participate in cross-functional teams to evaluate competitive activity, identify key opportunities, and
develop specific market objectives and tactics that optimize business performance.
Maximize business opportunities with brand management teams to develop and enhance segment
strategies and strategic customer programs to improve quality of healthcare.
Work with manager and appropriate NNI parties to inform customers of price increases at the account
level for all NNI products. Provide each account with information as to the implications of these
increases given the terms of their specific customer agreement.
Work with manager to make any necessary upgrades to NNI s positioning in the marketplace to
achieve competitive advantage and added customer value. Effectively manage accounts utilization of
NNI contract offerings.
Department MA - GULF COAST
Position Location US - Field Based - Across US
City New Orleans
State/Provinces US - LA
At Novo Nordisk, we know that driving change on a global level and improving treatment outcomes for people with diabetes and other chronic diseases begins here at home. That's why we make an unmatched commitment to our employees, our families and our communities. That means outstanding rewards, industry-leading training programs, and an environment that supports you to achieve your goals at every level. It's all part of the Novo Nordisk Way. It includes our Vision and our commitment to the Triple Bottom Line principle helping us find the right balance between compassion and competitiveness
With a career at Novo Nordisk, you ll feel a difference right from the start. It s a sense of inspiration and mobility that comes from a shared belief in driving positive change for people, families, and communities everywhere. Congratulations on taking your first step!
Novo Nordisk is committed to equal employment opportunity and providing reasonable accommodations to applicants