Requisition ID 18379BR
Title BioPharm Account Executive - Mid Atlantic
Job Description BioPharm Account Executive - Mid Atlantic - PA, DE and MD
PURPOSE:
Manage all aspects of sales/marketing activity with targeted managed care accounts. These activities will include but not be limited to formulary consideration for all NovoNordisk products, as well as, to vertically integrate overall corporate and brand awareness across the managed care customer organizational structure. More specifically, work with regional accounts, regional specialty pharmacies, regional specialty regional distributors, regional home care companies and state government agencies to obtain appropriate product access and increase product market share for the BioPharm Division products. Work independently and with cross functional teams to develop and implement plans to assure the accomplishment of the key BioPharm strategic goals. This position will work with stakeholders to develop and implement contracts to gain optimal access and market share for the BioPharm brands. This position will be the lead on the development and cross-functional implementation of key targeted product pull and push through campaigns. Work directly with and/or through cross functional NNI teams with the regional and state government agencies to develop and implement interventions where the potential and probability of success are greatest to support both immediate and long-term NNI business goals. Lead working with cross-functional teams to address inpatient and outpatient reimbursement issues.
The BioPharm portfolio brings with it a unique set of access issues. These products require attention to commercial and government access issues pertaining to pharmacy and medical benefit designs and to specialty pharmacy and specialty distribution business relationships. Impacting these channels is essential for the growth and profitability of the BioPharm brands.
RELATIONSHIPS:
This position reports to the Sr. Director, Market Access of the BioPharm Division. This position interacts routinely with Biopharmaceutical Regional Directors, Biopharmaceutical Sales Managers, Growth Hormone Therapy Managers, Medical Liaisons and ML Management, NovoSeven & Norditropin Marketing, Business Analytics, Managed Market Sales, Health Economics Internal and Field based personnel, Pricing and Contracting Operations, Trade NNI Legal and occasionally Finance. Externally, the position interacts routinely with regional specialty pharmacy, regional specialty distributors, and regional home care company owners, presidents, VPs (clinical, sales, reimbursement) and their departments and commercial plan and state government medical directors. This position will also interact with outside reimbursement services vendors (e.g.: Nordicare vendor) and key hospital stakeholders to address reimbursement issues.
ESSENTIAL FUNCTIONS:
Anticipate potential trends, changes to market conditions and areas of opportunity and incorporate into the annual business plan.
Coordinate and integrate full/partial field sales support for managed care programs.
Coordinate, implement and follow-through on all account contracts, agreements or NNI promotions and incentives.
Deliver clinical and financial based value propositions to Medical and Pharmacy Directors of targeted regional commercial and state Medicaid accounts.
Evaluate potential opportunities across payers and other Novo Nordisk, Inc. products to benefit NovoSeven and Norditropin® access and reimbursement.
Lead the development and cross-functional implementation pull through and push through campaigns for BioPharm products. Monitor progress and assure goal attainment.
Manage price increases at the account level for all NNI products in accordance with company terms and conditions.
Research customer’s business situation and discover needs and objectives.
Train NNI BioPharm sales force on current BioPharm product’s access to enable them to address customer issues effectively and maximize pull through.
Work in cross functional teams involving Managed Market Sales, BioPharm sales, HEOR and MSLs on key accounts.
Work with cross functional teams to improve and/or maintain access for BioPharm products and develop and implement mutually beneficial initiatives with targeted commercial entities and state healthcare agencies.
Identify, develop strong relationships with advocates to create business opportunities for NNI 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.
Work in conjunction with co-marketing partners to help customers understand the working relationship of NNI and co-marketing partners.
Deliver presentations utilizing clinical and pharmacoeconomic data to owners, presidents, VPs (clinical, sales, reimbursement) and their departments of targeted specialty channel accounts.
Negotiate contracts and monitor compliance with regional specialty pharmacies, regional specialty distributors and regional home health care companies.
Prepare and implement a focused, comprehensive and prioritized annual business plan based on targets, potential return, and competitive environment in order to optimize accomplishment of BioPharm Divisions and NovoSeven and brand team strategic objectives.
KEY SUCCESS FACTORS: EDUCATION, EXPERIENCE, KNOWLEDGE AND SKILLS
A Bachelor's Degree required; Advance degree preferred
A minimum of 6 to 8 years industry experience, sales management and previous account management preferred. Preferred experience with the accounts in this area including Highmark, UPMC, Gateway, Capital BCBS, IBC, etc
Additional minimum of 2 to 4 years of pharmaceutical sales experience strongly preferred.
Demonstrated ability to lead and work successfully with cross functional teams.
Excellent verbal and written presentation skills, clinical and business acumen.
Previous track record of success within the managed market segment.
Sales management experience is preferred
Additional Information to be opened as BAE I
job code A210T
Department BIO - MARKET ACCESS EAST
Position Location US - Field Based - Across US
City Western PA
State/Provinces US - PA
Degree Required Bachelor's Degree Required
Percent Travel 50 - 60%
Title BioPharm Account Executive - Mid Atlantic
Job Description BioPharm Account Executive - Mid Atlantic - PA, DE and MD
PURPOSE:
Manage all aspects of sales/marketing activity with targeted managed care accounts. These activities will include but not be limited to formulary consideration for all NovoNordisk products, as well as, to vertically integrate overall corporate and brand awareness across the managed care customer organizational structure. More specifically, work with regional accounts, regional specialty pharmacies, regional specialty regional distributors, regional home care companies and state government agencies to obtain appropriate product access and increase product market share for the BioPharm Division products. Work independently and with cross functional teams to develop and implement plans to assure the accomplishment of the key BioPharm strategic goals. This position will work with stakeholders to develop and implement contracts to gain optimal access and market share for the BioPharm brands. This position will be the lead on the development and cross-functional implementation of key targeted product pull and push through campaigns. Work directly with and/or through cross functional NNI teams with the regional and state government agencies to develop and implement interventions where the potential and probability of success are greatest to support both immediate and long-term NNI business goals. Lead working with cross-functional teams to address inpatient and outpatient reimbursement issues.
The BioPharm portfolio brings with it a unique set of access issues. These products require attention to commercial and government access issues pertaining to pharmacy and medical benefit designs and to specialty pharmacy and specialty distribution business relationships. Impacting these channels is essential for the growth and profitability of the BioPharm brands.
RELATIONSHIPS:
This position reports to the Sr. Director, Market Access of the BioPharm Division. This position interacts routinely with Biopharmaceutical Regional Directors, Biopharmaceutical Sales Managers, Growth Hormone Therapy Managers, Medical Liaisons and ML Management, NovoSeven & Norditropin Marketing, Business Analytics, Managed Market Sales, Health Economics Internal and Field based personnel, Pricing and Contracting Operations, Trade NNI Legal and occasionally Finance. Externally, the position interacts routinely with regional specialty pharmacy, regional specialty distributors, and regional home care company owners, presidents, VPs (clinical, sales, reimbursement) and their departments and commercial plan and state government medical directors. This position will also interact with outside reimbursement services vendors (e.g.: Nordicare vendor) and key hospital stakeholders to address reimbursement issues.
ESSENTIAL FUNCTIONS:
Anticipate potential trends, changes to market conditions and areas of opportunity and incorporate into the annual business plan.
Coordinate and integrate full/partial field sales support for managed care programs.
Coordinate, implement and follow-through on all account contracts, agreements or NNI promotions and incentives.
Deliver clinical and financial based value propositions to Medical and Pharmacy Directors of targeted regional commercial and state Medicaid accounts.
Evaluate potential opportunities across payers and other Novo Nordisk, Inc. products to benefit NovoSeven and Norditropin® access and reimbursement.
Lead the development and cross-functional implementation pull through and push through campaigns for BioPharm products. Monitor progress and assure goal attainment.
Manage price increases at the account level for all NNI products in accordance with company terms and conditions.
Research customer’s business situation and discover needs and objectives.
Train NNI BioPharm sales force on current BioPharm product’s access to enable them to address customer issues effectively and maximize pull through.
Work in cross functional teams involving Managed Market Sales, BioPharm sales, HEOR and MSLs on key accounts.
Work with cross functional teams to improve and/or maintain access for BioPharm products and develop and implement mutually beneficial initiatives with targeted commercial entities and state healthcare agencies.
Identify, develop strong relationships with advocates to create business opportunities for NNI 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.
Work in conjunction with co-marketing partners to help customers understand the working relationship of NNI and co-marketing partners.
Deliver presentations utilizing clinical and pharmacoeconomic data to owners, presidents, VPs (clinical, sales, reimbursement) and their departments of targeted specialty channel accounts.
Negotiate contracts and monitor compliance with regional specialty pharmacies, regional specialty distributors and regional home health care companies.
Prepare and implement a focused, comprehensive and prioritized annual business plan based on targets, potential return, and competitive environment in order to optimize accomplishment of BioPharm Divisions and NovoSeven and brand team strategic objectives.
KEY SUCCESS FACTORS: EDUCATION, EXPERIENCE, KNOWLEDGE AND SKILLS
A Bachelor's Degree required; Advance degree preferred
A minimum of 6 to 8 years industry experience, sales management and previous account management preferred. Preferred experience with the accounts in this area including Highmark, UPMC, Gateway, Capital BCBS, IBC, etc
Additional minimum of 2 to 4 years of pharmaceutical sales experience strongly preferred.
Demonstrated ability to lead and work successfully with cross functional teams.
Excellent verbal and written presentation skills, clinical and business acumen.
Previous track record of success within the managed market segment.
Sales management experience is preferred
Additional Information to be opened as BAE I
job code A210T
Department BIO - MARKET ACCESS EAST
Position Location US - Field Based - Across US
City Western PA
State/Provinces US - PA
Degree Required Bachelor's Degree Required
Percent Travel 50 - 60%