Requisition ID 15391BR
Title Managed Market Sales - Strategic Account Executive-(SAE) Aetna / Cigna
Job Category Field Sales
Job Description Managed Market Sales - Strategic Account Executive - (SAE) Aetna / Cigna
PURPOSE:
These activities will include but not be limited to formulary consideration for all Novo Nordisk products, as well as, to broaden overall corporate and brand awareness across the managed market segment. Develop and assist in the implementation of sales objectives, tactics and pull-through programs to maximize results. Work closely with Regional AE’s to maximize local opportunities derived from national accounts.
Strategic Accounts encompasses Managed Care Organizations, PBM’s, GPO’s, Employers, LTC.
RELATIONSHIPS:
This position reports to the Area Director, Managed Markets Sales. Internally, this position has the responsibility of informing all appropriate NNPI personnel of any and all activity or changes in the managed care account status, which may impact the selling efforts of the Field Sales organization. Internal relationship matrix necessary for success include: finance, marketing, medical sales and legal. External relationships to be maintained include key personnel within the assigned accounts, as well as, other industries, associations, and organizations.
ESSENTIAL FUNCTIONS:
CUSTOMER RELATIONS:
-Identify, develop strong relationships with, and appropriately utilize advocates to create business opportunities for NNPI and any co-marketing partners.
- Organize and participate in meetings, exhibits, conventions, and advisory groups to create sales/marketing opportunities and to establish sound relations with our customer base.
- 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.
- Work in conjunction with co-marketing partners to help customers understand the working relationship of NNPI and co-marketing partners.
EXTERNAL AND INTERNAL CUSTOMERS:
-Anticipate potential trends, changes to market conditions and areas of opportunity and incorporate into the annual business planning process.
- Compare competitive positioning against current NNPI product positioning. Make any necessary upgrade to NNPI’s positioning in the marketplace to achieve a competitive advantage and added customer value.
- Coordinate price increases at the account level for all NNPI products in accordance with company terms and conditions.
- Coordinate, implement and follow-through on all account contracts, agreements or NNPI promotions and incentives.
-Deliver effective and compelling presentations to key decision makers. Anticipate and address potential objections. Ensure follow-up to close the sale and ask for a commitment for “access”.
- Deliver effective presentations to key NNPI decision makers. Anticipate and address potential issues and concerns in order to obtain the necessary resources.
- Ensure that strategic account brand opportunities are clearly defined in the annual business planning process.
-Identify key players and influencers. Develop and maintain ongoing productive relationships.
- Influence and direct Regional AE’s in rolling out National projects and initiatives to maximize pull through efforts.
-Manage and monitor P&L status of each account. Regularly monitor and submit quarterly written account status reports. Compare actual vs. projected performance.
- Notify field sales management of any/all account programs or initiatives that could directly or indirectly effect or impact field sales activity.
-Research and document timely and competitive information for all competitive products within the marketplace. Report on a monthly basis.
- Research customer’s business situation and discover needs and objectives.
- Understand, promote and/or provide accurate information on all NNPI products and product lines.
- Work with brand management to clearly establish target shares for each key NNPI brand.
REPORTING:
-Develop and submit proposed meeting agendas to manager at least 1 day in advance for all schedule customer appointments.
-Establish and maintain the Edge Reporting System as it relates to activities and customer data.
- Maintain and keep current a back-up file on all account information and communications.
-Maintain and review semi-annually an ACE Plan to include performance measures as well as development goals
-Submit timely monthly management reports that include significant events within your customer base.
KEY SUCCESS FACTORS: EDUCATION, EXPERIENCE, KNOWLEDGE AND SKILLS
A Bachelors Degree required; MBA preferred
Additional minimum of 2-4 years of National Account experience and 2 to 4 years of key account experience within the healthcare market required
District Sales Manager experience preferred
Minimum of 2 to 4 years of pharmaceutical sales experience required
Previous track record of account management success and positive sales results required
Department SALES - MMS EAST AREA A
Position Location US - Field Based - Across US
City Boston
State/Provinces US - NY
Degree Required Bachelor's Degree Required
Percent Travel 30 - 40%
Title Managed Market Sales - Strategic Account Executive-(SAE) Aetna / Cigna
Job Category Field Sales
Job Description Managed Market Sales - Strategic Account Executive - (SAE) Aetna / Cigna
PURPOSE:
These activities will include but not be limited to formulary consideration for all Novo Nordisk products, as well as, to broaden overall corporate and brand awareness across the managed market segment. Develop and assist in the implementation of sales objectives, tactics and pull-through programs to maximize results. Work closely with Regional AE’s to maximize local opportunities derived from national accounts.
Strategic Accounts encompasses Managed Care Organizations, PBM’s, GPO’s, Employers, LTC.
RELATIONSHIPS:
This position reports to the Area Director, Managed Markets Sales. Internally, this position has the responsibility of informing all appropriate NNPI personnel of any and all activity or changes in the managed care account status, which may impact the selling efforts of the Field Sales organization. Internal relationship matrix necessary for success include: finance, marketing, medical sales and legal. External relationships to be maintained include key personnel within the assigned accounts, as well as, other industries, associations, and organizations.
ESSENTIAL FUNCTIONS:
CUSTOMER RELATIONS:
-Identify, develop strong relationships with, and appropriately utilize advocates to create business opportunities for NNPI and any co-marketing partners.
- Organize and participate in meetings, exhibits, conventions, and advisory groups to create sales/marketing opportunities and to establish sound relations with our customer base.
- 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.
- Work in conjunction with co-marketing partners to help customers understand the working relationship of NNPI and co-marketing partners.
EXTERNAL AND INTERNAL CUSTOMERS:
-Anticipate potential trends, changes to market conditions and areas of opportunity and incorporate into the annual business planning process.
- Compare competitive positioning against current NNPI product positioning. Make any necessary upgrade to NNPI’s positioning in the marketplace to achieve a competitive advantage and added customer value.
- Coordinate price increases at the account level for all NNPI products in accordance with company terms and conditions.
- Coordinate, implement and follow-through on all account contracts, agreements or NNPI promotions and incentives.
-Deliver effective and compelling presentations to key decision makers. Anticipate and address potential objections. Ensure follow-up to close the sale and ask for a commitment for “access”.
- Deliver effective presentations to key NNPI decision makers. Anticipate and address potential issues and concerns in order to obtain the necessary resources.
- Ensure that strategic account brand opportunities are clearly defined in the annual business planning process.
-Identify key players and influencers. Develop and maintain ongoing productive relationships.
- Influence and direct Regional AE’s in rolling out National projects and initiatives to maximize pull through efforts.
-Manage and monitor P&L status of each account. Regularly monitor and submit quarterly written account status reports. Compare actual vs. projected performance.
- Notify field sales management of any/all account programs or initiatives that could directly or indirectly effect or impact field sales activity.
-Research and document timely and competitive information for all competitive products within the marketplace. Report on a monthly basis.
- Research customer’s business situation and discover needs and objectives.
- Understand, promote and/or provide accurate information on all NNPI products and product lines.
- Work with brand management to clearly establish target shares for each key NNPI brand.
REPORTING:
-Develop and submit proposed meeting agendas to manager at least 1 day in advance for all schedule customer appointments.
-Establish and maintain the Edge Reporting System as it relates to activities and customer data.
- Maintain and keep current a back-up file on all account information and communications.
-Maintain and review semi-annually an ACE Plan to include performance measures as well as development goals
-Submit timely monthly management reports that include significant events within your customer base.
KEY SUCCESS FACTORS: EDUCATION, EXPERIENCE, KNOWLEDGE AND SKILLS
A Bachelors Degree required; MBA preferred
Additional minimum of 2-4 years of National Account experience and 2 to 4 years of key account experience within the healthcare market required
District Sales Manager experience preferred
Minimum of 2 to 4 years of pharmaceutical sales experience required
Previous track record of account management success and positive sales results required
Department SALES - MMS EAST AREA A
Position Location US - Field Based - Across US
City Boston
State/Provinces US - NY
Degree Required Bachelor's Degree Required
Percent Travel 30 - 40%