Requisition ID 17820BR
Title Executive Director - Strategic Accounts (PBMs)
Job Category Field Sales
Job Description PURPOSE:
Provides national leadership for the sales of all Novo Nordisk products to major Health Plans and/or Pharmacy Benefit Managers (PBMs) that are critical to NNI business. Leads a team to conduct activities that will include formulary consideration for all Novo Nordisk products, as well as, to broaden overall corporate and brand awareness across the managed market segment. Develop and execute strategies that increase sales, market share, profitability and productivity.
RELATIONSHIPS:
Reports to the Vice President, Managed Markets Sales. Has direct report supervisory responsibility over Directors - Strategic Accounts. Internally, this position has the responsibility of informing all appropriate NNI personnel of any and all activity or changes in the strategic 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 include key executives at managed care organizations and with key associations and vendors.
ESSENTIAL FUNCTIONS:
FISCAL: Develop and monitor performance against budgets.
FISCAL: Establish, oversee implementation, and monitor adherence to administrative policies and procedures.
FISCAL: Evaluate appropriate use of resources to ensure attainment of National, Area, Regional and NNI profitability goals.
FISCAL: Review and audit expense reports.
STRATEGIC BUSINESS DEVELOPMENT & ALIGNMENT: Build strong relationships with external customers at the Executive level to enhance the Novo Nordisk image in the market place
STRATEGIC BUSINESS DEVELOPMENT & ALIGNMENT: Create an effective network within the managed market industry; including, associates, advisory boards, schools of pharmacy, pharmacy associations and managed markets and hospital associations.
STRATEGIC BUSINESS DEVELOPMENT & ALIGNMENT: Develop strategies and relationships to identify market growth opportunities in the Health Plans and PBMs for current and new products.
STRATEGIC BUSINESS DEVELOPMENT & ALIGNMENT: Ensure execution of agreed upon metrics for the MMS organization.
STRATEGIC BUSINESS DEVELOPMENT & ALIGNMENT: Ensure that all staff have sufficient training, management and resources to successfully reach their aggressive targets
STRATEGIC BUSINESS DEVELOPMENT & ALIGNMENT: Make important contributions as part of the senior sales management team, working well with colleagues and setting an example for the organization as a whole
STRATEGIC BUSINESS DEVELOPMENT & ALIGNMENT: Oversee program development for Managed Markets contracts; integrate these programs based on contract terms and measure results.
EXTERNAL AND INTERNAL CUSTOMERS: Anticipate potential trends, changes to market conditions and areas of opportunity within the Health Plans and/or PBMs and incorporate them into the annual business planning process.
EXTERNAL AND INTERNAL CUSTOMERS: Manage and monitor P&L status of each account. Regularly monitor quarterly written account status reports. Compare actual vs. projected performance.
EXTERNAL AND INTERNAL CUSTOMERS: Possess an expert level knowledge of all NNI products and product lines. Promote and/or provide accurate information on all NNI products and product lines.
EXTERNAL AND INTERNAL CUSTOMERS: Deliver effective and compelling presentations with key NNI decision makers and expand breadth in account. Anticipate and address potential objections. Ensure follow-up to close the sale and ask for a commitment for “access”.
EXTERNAL AND INTERNAL CUSTOMERS: Notify field sales management of any/all account programs or initiatives that could directly or indirectly effect or impact field sales activity.
PHYSICAL REQUIREMENTS:
Approximately 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.
Build, lead and develop a high performing management team by ensuring we are attracting and retaining best talent on the team. Provide on-going coaching, feedback and direction to enhance the skill level of all team members.
Ensure that reporting personnel have development plans 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
Manage the application and communication of all Novo Nordisk policies, procedures, and Novo Nordisk Way.
KEY SUCCESS FACTORS: EDUCATION, EXPERIENCE, KNOWLEDGE AND SKILLS
A bachelor’s degree required. Advanced degree (MBA or scientific degree) preferred
At least 15 years of progressive pharmaceutical/healthcare sales experience required with a strong knowledge of the managed care environment.
At least 5 years of experience at a Director level leading a team.
Meaningful experience at managing successfully through difficult problems
Proven track record of sales results.
Strong cross-functional leader and communicator.
Strong strategic and business analysis and negotiation skills preferred.
Department SALES - MANAGED MARKET SALES
Position Location US - Field Based - Across US
City Princeton
State/Provinces US - NJ
Degree Required Bachelor's Degree Required
Percent Travel 50 - 60%
Title Executive Director - Strategic Accounts (PBMs)
Job Category Field Sales
Job Description PURPOSE:
Provides national leadership for the sales of all Novo Nordisk products to major Health Plans and/or Pharmacy Benefit Managers (PBMs) that are critical to NNI business. Leads a team to conduct activities that will include formulary consideration for all Novo Nordisk products, as well as, to broaden overall corporate and brand awareness across the managed market segment. Develop and execute strategies that increase sales, market share, profitability and productivity.
RELATIONSHIPS:
Reports to the Vice President, Managed Markets Sales. Has direct report supervisory responsibility over Directors - Strategic Accounts. Internally, this position has the responsibility of informing all appropriate NNI personnel of any and all activity or changes in the strategic 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 include key executives at managed care organizations and with key associations and vendors.
ESSENTIAL FUNCTIONS:
FISCAL: Develop and monitor performance against budgets.
FISCAL: Establish, oversee implementation, and monitor adherence to administrative policies and procedures.
FISCAL: Evaluate appropriate use of resources to ensure attainment of National, Area, Regional and NNI profitability goals.
FISCAL: Review and audit expense reports.
STRATEGIC BUSINESS DEVELOPMENT & ALIGNMENT: Build strong relationships with external customers at the Executive level to enhance the Novo Nordisk image in the market place
STRATEGIC BUSINESS DEVELOPMENT & ALIGNMENT: Create an effective network within the managed market industry; including, associates, advisory boards, schools of pharmacy, pharmacy associations and managed markets and hospital associations.
STRATEGIC BUSINESS DEVELOPMENT & ALIGNMENT: Develop strategies and relationships to identify market growth opportunities in the Health Plans and PBMs for current and new products.
STRATEGIC BUSINESS DEVELOPMENT & ALIGNMENT: Ensure execution of agreed upon metrics for the MMS organization.
STRATEGIC BUSINESS DEVELOPMENT & ALIGNMENT: Ensure that all staff have sufficient training, management and resources to successfully reach their aggressive targets
STRATEGIC BUSINESS DEVELOPMENT & ALIGNMENT: Make important contributions as part of the senior sales management team, working well with colleagues and setting an example for the organization as a whole
STRATEGIC BUSINESS DEVELOPMENT & ALIGNMENT: Oversee program development for Managed Markets contracts; integrate these programs based on contract terms and measure results.
EXTERNAL AND INTERNAL CUSTOMERS: Anticipate potential trends, changes to market conditions and areas of opportunity within the Health Plans and/or PBMs and incorporate them into the annual business planning process.
EXTERNAL AND INTERNAL CUSTOMERS: Manage and monitor P&L status of each account. Regularly monitor quarterly written account status reports. Compare actual vs. projected performance.
EXTERNAL AND INTERNAL CUSTOMERS: Possess an expert level knowledge of all NNI products and product lines. Promote and/or provide accurate information on all NNI products and product lines.
EXTERNAL AND INTERNAL CUSTOMERS: Deliver effective and compelling presentations with key NNI decision makers and expand breadth in account. Anticipate and address potential objections. Ensure follow-up to close the sale and ask for a commitment for “access”.
EXTERNAL AND INTERNAL CUSTOMERS: Notify field sales management of any/all account programs or initiatives that could directly or indirectly effect or impact field sales activity.
PHYSICAL REQUIREMENTS:
Approximately 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.
Build, lead and develop a high performing management team by ensuring we are attracting and retaining best talent on the team. Provide on-going coaching, feedback and direction to enhance the skill level of all team members.
Ensure that reporting personnel have development plans 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
Manage the application and communication of all Novo Nordisk policies, procedures, and Novo Nordisk Way.
KEY SUCCESS FACTORS: EDUCATION, EXPERIENCE, KNOWLEDGE AND SKILLS
A bachelor’s degree required. Advanced degree (MBA or scientific degree) preferred
At least 15 years of progressive pharmaceutical/healthcare sales experience required with a strong knowledge of the managed care environment.
At least 5 years of experience at a Director level leading a team.
Meaningful experience at managing successfully through difficult problems
Proven track record of sales results.
Strong cross-functional leader and communicator.
Strong strategic and business analysis and negotiation skills preferred.
Department SALES - MANAGED MARKET SALES
Position Location US - Field Based - Across US
City Princeton
State/Provinces US - NJ
Degree Required Bachelor's Degree Required
Percent Travel 50 - 60%