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About the DepartmentThe Diabetes Commercial team leads all US sales and marketing efforts for Novo Nordisk’s robust portfolio, which includes insulins, analogues, GLP1s, devices, Oral Anti Diabetics (OAD) and new products in the pipeline. As part of the team, you will have frontline exposure to our brand and marketing vision, business strategies, launch and lifecycle plans, and critical market insights that drive our business forward. At Novo Nordisk, we are the world leader in diabetes care and a major player in hemostasis management, growth hormone therapy and hormone replacement therapy. We use our skills, dedication and ambition to help people with diabetes and other chronic or rare diseases. We are looking for individuals who want to do the same. In exchange, we offer the chance to be part of a truly global workplace, where passion and engagement are met with opportunities for professional and personal development. Are you ready to realize your potential?The PositionAssumes responsibility for achieving sales goals by implementing marketing and sales strategies aimed at effectively selling and promoting Novo Nordisk (NN) portfolio of products to healthcare professionals (HCPs) and other office staff.RelationshipsExternally, the Diabetes Care Specialist (DCS) maintains relationships with physicians, physician assistants, nurse practitioners, medical assistants, pharmacists, nurses and other paramedical customers and current co-promotion partners. Internally, the DCS reports to the District Business Manager (DBM) of the specific sales territory. The DCS also interacts and collaborates on a regular basis with other field-based employees covering the same geographic areas, particularly the territory partner.Essential FunctionsDemonstrates competencies on a consistent basis with territory level impact
Demonstrates understanding of the local payer market including Medicare, Commercial and Medicaid benefit designs, Payer Coverage, Prescription Coverage Requirements, Step Therapy, Coverage Gap, Copays, and Deductibles and the impact on customer decisions
Demonstrates understanding of territory customer groups and affiliations such as IPAs, Medical Groups, Health Systems, and Local Clinics and uses this to identify business opportunities and tailor approach to customers
Analyze bidding policies/contracts in order to influence formulary status, as applicable
May analyze impact of managed care in the territory and its effect on prescribing decisions, and modify sales and promotion strategies
May develop and utilize relationships with specialists, key hospital decision-makers, and other individuals who make or influence the purchasing, prescribing, and/or formulary decisions (and others within the influence map)
Researches, understands and tailors account plans based on stakeholders and accounts business practices
Utilizes understanding of the territory market including current market conditions, competitive market trends, priorities, and patient needs to develop and execute territory business plans
Develops and implements plans to gain access to build and maintain business-relevant relationships with customers: prescribers, support staff, pharmacies, and clinic administrators to gain access and drive business impact by collaborating around the clinical management of patients and offering Novo Nordisk Inc (NNI)-approved solutions
Demonstrates professionalism and a customer-focused approach with internal and external stakeholders by actively listening, identifying and addressing customers and patients’ needs, and keeping commitments
Develops and sustains internal relationships by collaborating across functions (e.g. Market access, Educators, etc.) by proactively sharing appropriate knowledge and business opportunities to impact customers
Demonstrates proficiency in implementing the Novo Nordisk Way selling model with external customers and during company sponsored meetings:
Strategic Planning- Pre-Call Planning
Creates Customer Engagement-Open Purposefully, Uncover Needs
Adapts Approach-Provide Solutions and Deliver Core Messages, Resolve Objections
Call to Action-Gain Commitment with Impact, Transition
Utilizes analytical tools to evaluate territory business opportunities and create territory business plans to engage customers and gain commitment to utilize NNI products for appropriate patient types utilizing payer opportunities, brand/sales strategies and objectives in order to meet territory sales goals
Proactively communicates and coordinates with relevant internal stakeholders (Pod team, DBM, Regional Business Director (RBD), etc.) to implement plans and define roles and responsibilities to ensure accountability
Exercises prudent control over samples and other company property in accordance with company policies and procedures and legal requirements. Manages discretionary territory budget and marketing promotional program budget to support territory sales goals
Demonstrates a clear and thorough understanding of the disease state(s) and its impact on customers and patients including the full range of treatment options available including a detailed knowledge of both NNI and competitor products
Demonstrates thorough knowledge of all promoted NNI approved clinical studies and the skill to engage customers (prescribers, support staff, pharmacies) with fair balance on proper placement within the treatment continuum
Participates in and contributes product and disease state knowledge during sales and marketing meetings, training programs, conventions and displays as appropriate
Physical RequirementsDriver 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.QualificationsBachelor’s degree required
Minimum one (1) year of experience working in one or more of the following areas required: Pharmaceutical/Healthcare, Sales, Consulting, Customer Service or Military
Relevant Novo Nordisk experience preferred
Intermediate computer skills required (Windows, Word, Excel); Prior computer experience using sales data/call reporting software ideal
Must be a self-starter and be able to evaluate options and make decisions on your own with minimal supervision
Proven leadership and decision-making ability
Solid understanding of diabetes disease state and Novo Nordisk’s products is needed, coupled with aptitude for learning and ability to communicate technical and scientific product and disease management information
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, or protected veteran status.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.
