Requisition ID 15386BR
Title Pharma Field Sales Instit. District Business Manager (IDBM) - Midwest
Job Category Field Sales
Job Description Pharma Field Sales - Institutiional District Business Manager (IDBM Non Fed) - Midwest
PURPOSE:
To develop and lead institutional sales teams in the execution of sales strategies within institutional accounts.
Manages, trains, and develops direct reports, while managing district budgets and executing district institutional business plans.
RELATIONSHIPS:
• Reports to the Institutional Regional Business Director.
• Has direct supervisory responsibility for Institutional Diabetes Care Specialists.
• Works closely with other Institutional District Business Managers, Endocrinology District Business Managers, Long Term Care 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 health care professionals, key accounts, co-promotion partners, and associations.
ESSENTIAL FUNCTIONS:
• 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.
• Execute regional level account targeting strategy in business unit to fulfill regional account targeting strategy requirements.
• Manage business unit customer needs assessment.
• Apply assessment frameworks against accounts in region by overseeing IDCS account assessment activities.
• Identify program/service requirements for addressing needs.
• Work with the AVP Diabetes Sales, Institutional Regional Director, Regional Business Directors and appropriate home office management to feed requirements into program development (contracting, marketing programs).
• Manage regional resource allocation.
• 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 performance against strategic account management objectives/directives.
• Monitor regional program/initiative effectiveness.
• Oversee regional account relationship development/management.
• Manage critical regional account relationships and set account relationship development objectives for regional staff.
• 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 IDCS call data.
• Monitor and reinforce the use of the One Stop Shop System.
• Ensure appropriate level of coordination to attain regional business plan objectives.
• Ensure contractual requirements are met for the region (# of hospital calls per day).
• Ensure cooperation and congruence of programs and initiatives with other Institutional District Business Managers, Endocrinology District Business Managers and home office.
• Oversee regional level coordination between field resources, intra-organization resources and inter-organizational resources.
• Collaborates closely with IDBM’s, EDBM’s, LTC DBM’s, and DBM’s to ensure organizational alignment and synergy
• Communicate Regional activity of competitive products through timely submission of monthly highlight reports as directed.
• Develop and monitor performance against regional 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 profitability goals.
• Review and audit expense reports.
• Achieves predetermined sales goals according to company and department requirements.
• Understand market dynamics and healthcare economics (e.g., impact of health reform).
PHYSICAL REQUIREMENTS:
• Must maintain a valid driver’s license and obey all applicable traffic laws.
• Approximately 50-60% overnight travel.
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 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
• Bachelor’s 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 with a minimum of 2 years district management experience required, and 2 years hospital sales experience preferred.
• Top 20% sales ranking for 1 of the last 2 years in a sales role (year-end) – Regional or National
Significant record of sales accomplishments; COE or equivalent for 1 of the last 2 years preferred.
• Diabetes care experience preferred.
Department SALES - MIDWEST (NON-FEDERAL)
Position Location US - Field Based - Across US
City Leawood
State/Provinces US - KS
Degree Required Bachelor's Degree Required
Percent Travel 30 - 40%
Title Pharma Field Sales Instit. District Business Manager (IDBM) - Midwest
Job Category Field Sales
Job Description Pharma Field Sales - Institutiional District Business Manager (IDBM Non Fed) - Midwest
PURPOSE:
To develop and lead institutional sales teams in the execution of sales strategies within institutional accounts.
Manages, trains, and develops direct reports, while managing district budgets and executing district institutional business plans.
RELATIONSHIPS:
• Reports to the Institutional Regional Business Director.
• Has direct supervisory responsibility for Institutional Diabetes Care Specialists.
• Works closely with other Institutional District Business Managers, Endocrinology District Business Managers, Long Term Care 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 health care professionals, key accounts, co-promotion partners, and associations.
ESSENTIAL FUNCTIONS:
• 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.
• Execute regional level account targeting strategy in business unit to fulfill regional account targeting strategy requirements.
• Manage business unit customer needs assessment.
• Apply assessment frameworks against accounts in region by overseeing IDCS account assessment activities.
• Identify program/service requirements for addressing needs.
• Work with the AVP Diabetes Sales, Institutional Regional Director, Regional Business Directors and appropriate home office management to feed requirements into program development (contracting, marketing programs).
• Manage regional resource allocation.
• 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 performance against strategic account management objectives/directives.
• Monitor regional program/initiative effectiveness.
• Oversee regional account relationship development/management.
• Manage critical regional account relationships and set account relationship development objectives for regional staff.
• 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 IDCS call data.
• Monitor and reinforce the use of the One Stop Shop System.
• Ensure appropriate level of coordination to attain regional business plan objectives.
• Ensure contractual requirements are met for the region (# of hospital calls per day).
• Ensure cooperation and congruence of programs and initiatives with other Institutional District Business Managers, Endocrinology District Business Managers and home office.
• Oversee regional level coordination between field resources, intra-organization resources and inter-organizational resources.
• Collaborates closely with IDBM’s, EDBM’s, LTC DBM’s, and DBM’s to ensure organizational alignment and synergy
• Communicate Regional activity of competitive products through timely submission of monthly highlight reports as directed.
• Develop and monitor performance against regional 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 profitability goals.
• Review and audit expense reports.
• Achieves predetermined sales goals according to company and department requirements.
• Understand market dynamics and healthcare economics (e.g., impact of health reform).
PHYSICAL REQUIREMENTS:
• Must maintain a valid driver’s license and obey all applicable traffic laws.
• Approximately 50-60% overnight travel.
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 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
• Bachelor’s 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 with a minimum of 2 years district management experience required, and 2 years hospital sales experience preferred.
• Top 20% sales ranking for 1 of the last 2 years in a sales role (year-end) – Regional or National
Significant record of sales accomplishments; COE or equivalent for 1 of the last 2 years preferred.
• Diabetes care experience preferred.
Department SALES - MIDWEST (NON-FEDERAL)
Position Location US - Field Based - Across US
City Leawood
State/Provinces US - KS
Degree Required Bachelor's Degree Required
Percent Travel 30 - 40%