Requisition ID 13850BR
Title Health Systems District Business Manager (HSDBM) - Northern California
Job Category Field Sales
Job Description Health Systems District Business Manager (HSDBM) - Northern California
PURPOSE:
To develop and lead health system sales teams in the execution of sales strategies within targeted Integrated
Delivery Network (IDN) accounts. Manages, trains, and develops direct reports, while managing district budgets and executing district IDN business plans.
RELATIONSHIPS:
Reports to the HS Regional Business Director. Has direct supervisory responsibility for Health System
Diabetes Care Specialists (HSDCS). Works closely with Health System Manager, other Health System
District Business Managers, Endocrinology District Business Managers, District Business Managers, Regional
Business Director, Managed Market Sales, Trade, Medical, and home office personnel to achieve sales objectives and to ensure the development of their teams. Other relationships include key headquarter stakeholders, health care professionals, key accounts, co-promotion partners, and associations.
ESSENTIAL FUNCTIONS:
Administration: Continuously improve the knowledge of Novo Nordisk products, competitive products, and
management skills through ongoing home study and participation in company sponsored/approved training
programs.
Business Planning: Execute IDN level account targeting strategy to fulfill regional account targeting strategy requirements.
Manage district and regional resource allocation.
Manage IDN customer needs assessment. Apply assessment frameworks against accounts in district by overseeing HDCS account assessment activities. Identify program/service requirements for addressing needs. Work with the VP Diabetes Sales, Regional Business Directors and appropriate home office management to feed requirements into program development (contracting, marketing programs).
Manage the execution of the regional business plan to achieve the fulfillment of Plan
objectives/requirements. This includes delivery-of-care system delineation, account targeting, needs assessment, and program implementation.
Monitor district program/initiative effectiveness.
Monitor performance against strategic account management objectives/directives.
Oversee IDN account relationship development/management. Manage critical regional
account relationships and set account relationship development objectives for regional staff.
Compliance: Adhere to the Prescription Drug Marketing Act of 1987 and all related Novo Nordisk policies
regarding the judicious use of physician samples and stock items.
Ensure timely and accurate transmission of metrics
Monitor and reinforce the use of the Advantedge System.
Execution of Goals and Objectives: Ensure appropriate level of coordination to attain regional business plan objectives.
Ensure contractual requirements are met for the region
Ensure cooperation and congruence of programs and initiatives with HSM, other Health System Institutional District Business Managers, Endocrinology District Business Managers, District Business Managers and home office.
Oversee regional level coordination between field resources, intraorganization
resources and inter-organizational resources.
Facilitates Collaboration: Collaborates closely with HSM, HSDBMs IDBMs, EDBMs and DBM’s to ensure organizational alignment and synergy
Communicate Regional activity of competitive products through timely communication as directed
Develop and monitor performance against regional and district budgets.
Ensure timely and accurate submission of administrative requirements.
Establish and oversee regional implementation, and monitor adherence to administrative policies and procedures.
Evaluate appropriate use of regional resources to ensure attainment of sales goals.
Review and audit expense reports.
PHYSICAL REQUIREMENTS:
Must maintain a valid driver’s license and obey all applicable traffic laws.
DEVELOPMENT OF PEOPLE:
Ensure that reporting personnel have ACE forms with annual goals and measurements that are consistent with the priorities of the business, and that interim reviews are held so that their work is focused on those
priorities, and they understand their level of accountability for results and the measurement process.
Ensure that the IDP forms include completed Learning and Aspiration plans and are in place for all reporting personnel to enable the achievement of goals and capability to assume increased levels of responsibility.
Manage the application and communication of all Novo Nordisk policies, procedures, and Novo Nordisk Way
of Management.
KEY SUCCESS FACTORS: EDUCATION, EXPERIENCE, KNOWLEDGE AND SKILLS
A Bachelors Degree required from college or university accredited by an organization recognized by the U.S.
Department of Education - major in Business or Marketing preferred.
Minimum of 6 years of progressive pharmaceutical/healthcare sales experience required with a minimum of 2 years district management experience required.
Department SALES - NORTHERN CALIFORNIA (HS)
Position Location US - Field Based - Across US
City San Francisco
State/Provinces US - CA
Degree Required Bachelor's Degree Required
Percent Travel 30 - 40%
Title Health Systems District Business Manager (HSDBM) - Northern California
Job Category Field Sales
Job Description Health Systems District Business Manager (HSDBM) - Northern California
PURPOSE:
To develop and lead health system sales teams in the execution of sales strategies within targeted Integrated
Delivery Network (IDN) accounts. Manages, trains, and develops direct reports, while managing district budgets and executing district IDN business plans.
RELATIONSHIPS:
Reports to the HS Regional Business Director. Has direct supervisory responsibility for Health System
Diabetes Care Specialists (HSDCS). Works closely with Health System Manager, other Health System
District Business Managers, Endocrinology District Business Managers, District Business Managers, Regional
Business Director, Managed Market Sales, Trade, Medical, and home office personnel to achieve sales objectives and to ensure the development of their teams. Other relationships include key headquarter stakeholders, health care professionals, key accounts, co-promotion partners, and associations.
ESSENTIAL FUNCTIONS:
Administration: Continuously improve the knowledge of Novo Nordisk products, competitive products, and
management skills through ongoing home study and participation in company sponsored/approved training
programs.
Business Planning: Execute IDN level account targeting strategy to fulfill regional account targeting strategy requirements.
Manage district and regional resource allocation.
Manage IDN customer needs assessment. Apply assessment frameworks against accounts in district by overseeing HDCS account assessment activities. Identify program/service requirements for addressing needs. Work with the VP Diabetes Sales, Regional Business Directors and appropriate home office management to feed requirements into program development (contracting, marketing programs).
Manage the execution of the regional business plan to achieve the fulfillment of Plan
objectives/requirements. This includes delivery-of-care system delineation, account targeting, needs assessment, and program implementation.
Monitor district program/initiative effectiveness.
Monitor performance against strategic account management objectives/directives.
Oversee IDN account relationship development/management. Manage critical regional
account relationships and set account relationship development objectives for regional staff.
Compliance: Adhere to the Prescription Drug Marketing Act of 1987 and all related Novo Nordisk policies
regarding the judicious use of physician samples and stock items.
Ensure timely and accurate transmission of metrics
Monitor and reinforce the use of the Advantedge System.
Execution of Goals and Objectives: Ensure appropriate level of coordination to attain regional business plan objectives.
Ensure contractual requirements are met for the region
Ensure cooperation and congruence of programs and initiatives with HSM, other Health System Institutional District Business Managers, Endocrinology District Business Managers, District Business Managers and home office.
Oversee regional level coordination between field resources, intraorganization
resources and inter-organizational resources.
Facilitates Collaboration: Collaborates closely with HSM, HSDBMs IDBMs, EDBMs and DBM’s to ensure organizational alignment and synergy
Communicate Regional activity of competitive products through timely communication as directed
Develop and monitor performance against regional and district budgets.
Ensure timely and accurate submission of administrative requirements.
Establish and oversee regional implementation, and monitor adherence to administrative policies and procedures.
Evaluate appropriate use of regional resources to ensure attainment of sales goals.
Review and audit expense reports.
PHYSICAL REQUIREMENTS:
Must maintain a valid driver’s license and obey all applicable traffic laws.
DEVELOPMENT OF PEOPLE:
Ensure that reporting personnel have ACE forms with annual goals and measurements that are consistent with the priorities of the business, and that interim reviews are held so that their work is focused on those
priorities, and they understand their level of accountability for results and the measurement process.
Ensure that the IDP forms include completed Learning and Aspiration plans and are in place for all reporting personnel to enable the achievement of goals and capability to assume increased levels of responsibility.
Manage the application and communication of all Novo Nordisk policies, procedures, and Novo Nordisk Way
of Management.
KEY SUCCESS FACTORS: EDUCATION, EXPERIENCE, KNOWLEDGE AND SKILLS
A Bachelors Degree required from college or university accredited by an organization recognized by the U.S.
Department of Education - major in Business or Marketing preferred.
Minimum of 6 years of progressive pharmaceutical/healthcare sales experience required with a minimum of 2 years district management experience required.
Department SALES - NORTHERN CALIFORNIA (HS)
Position Location US - Field Based - Across US
City San Francisco
State/Provinces US - CA
Degree Required Bachelor's Degree Required
Percent Travel 30 - 40%