Requisition ID 17437BR
Title Health Systems Diabetes Care Specialist (HSDCS) - CHW/JM
Job Category Field Sales
Job Description Health Systems Diabetes Care Specialist (HSDCS) - CHW/JM
PURPOSE:
This position represents Novo Nordisk to selected key academic centers, large community hospitals, Endocrinologists, Primary Care, Long-Term Care facilities and other stakeholders within an Integrated Delivery Network (IDN). This position has a goal of maximizing sales and positioning Novo Nordisk as a leader in the diabetes care market, within an assigned IDN. The Health System Diabetes Care Specialist I (HSDCS I) must achieve sales goals by successfully selling and promoting Novo Nordisk’s portfolio of diabetes products to key physicians, pharmacists, nurses, and other paramedical customers who make or are involved in purchasing, prescribing, and formulary decisions. This position also evaluates and recommends the most appropriate Novo Nordisk products, services and approved usage for the customers’ needs.
RELATIONSHIPS:
Externally, the HSDCS I maintains relationships with physicians, pharmacists, nurses, and other key personnel within targeted IDN’s and community advocacy partners. The HSDCS I must collaborate and communicate with all other channels of business that support or are impacted by the IDN.
Internally, the HSDCS I reports to the Health System District Business Manager of the specific IDN district. The HSDCS I also interacts on a regular basis with other field-based and home office employees covering the neighboring geographic areas.
ESSENTIAL FUNCTIONS:
• Manage and prioritize time and resources efficiently to attain maximum results in the sales territory with limited supervision.
• Analyze and establish account routes that maximize opportunities to increase sales.
• Exhibit strong understanding of contracts and ability to discuss economics of hospital and/or group, including quality metrics, as needed.
• Engage broad set of stakeholders.
• Effectively distribute product samples in sales territory.
• Manage time and tasks to achieve maximum customer effect and sales volume.
• Prudently control company property consistent with applicable company policies and procedures and legal obligations.
• Utilize discretionary budget for maximum impact on sales.
• Understand how products address clinical needs.
• Identify differentiating profiles between competing products.
• Be familiar with the disease state and patient population.
• Maintain product knowledge and knowledge of consultative promotion techniques
• Inform hospital faculty, medical students, residents, interns as well as attending physicians, nurse practitioners and pharmacy personnel about the use of Novo Nordisk’s portfolio of products for care of diabetes, including the approved uses and advantages of Novo Nordisk’s products and services for their patients.
• Maintain knowledge of the most recent clinical studies to inform customers and address questions, concerns, and objections to the use of Novo Nordisk’s products.
• Participate in company-sponsored and/or company-approved training programs to constantly improve knowledge of Novo Nordisk’s products, competitive products, and sales and promotional skills.
• Be a significant contributor to meetings, conventions, training programs, and displays. Communicate activity in the territory by completing monthly reports and other reports as appropriate.
• Recommend sales and marketing strategies based on evaluation of customer needs, dynamics, trends, and competitors’ products or services.
• Establish call continuum working with internal stakeholders regarding all relevant parties assigned to IDN.
• Work with HSM/HSDBM to most effectively leverage marketing materials and product information to sell and promote Novo Nordisk’s products.
• Sell and promote Novo Nordisk’s portfolio of diabetes products and services with a focus on endocrinologists, primary care physicians, institutions, discharge planners and other key personnel who make or influence at the IDN’s prescribing decisions to include large scale presentations to external customers.
• Anticipate and respond to customers’ objections, problems, and concerns.
• Ask customer to commit to next actionable step on every call.
• Describe and market Novo Nordisk’s portfolio of diabetes products, emphasizing their features, benefits, imperatives, and which products are best suited for specific patient profiles or circumstances.
• Estimate the level of investment, time, human resources, and funds needed to achieve the maximum return.
• Identify, understand, and evaluate the needs of the targeted IDN and increase sales of Novo Nordisk’s products by tailoring the approach for each call on each customer to achieve maximum results.
• Facilitate as appropriate other field force customer engagement as needed including RMA and DE.
• Implement and manage special marketing and other programs and special projects.
• Notify field sales management of any/all IDN programs or initiatives that could directly or indirectly effect or impact field sales activity.
• Work with HSM/HSDBM to identify and anticipate potential trends, changes to IDN conditions and areas of opportunity and incorporate into the District business plan.
Account Management:
• Develop and utilize relationships with specialists, key hospital decision-makers, and other individuals who make or influence the purchasing, prescribing, and/or formulary decisions (and others within the influence map).
• Analyze bidding policies/contracts in order to influence formulary status, as applicable.
• Tailor selling strategy to an institution rather than individual approach.
• Build, update, and implement yearly account plans and update periodically to maximize sales results.
• Research, understand and tailor account plans based on stakeholders and accounts’ business practices.
• Leverage and coordinate internal resources to tailor and deliver value proposition. Analyze impact of managed care in the territory and its effect on prescribing decisions, and modify sales and promotion strategies.
• Determine which individuals have greatest impact to sales and develop customized communication techniques to create lasting business relationships.
• Recognize and counter resistance to prescribing Novo Nordisk’s products. Routinely represent Novo Nordisk at academic institutions (i.e., in grand rounds), diabetes fellowship programs and journal clubs to impact residents and fellows.
PHYSICAL REQUIREMENTS:
• Approximately up to 50% overnight travel.
• Driving to hospitals and physicians or other field visits.
• Must maintain a valid driver’s license and obey all applicable traffic laws.
• Transporting samples, literature, AV equipment, and miscellaneous items to hospitals and physicians or other field visits.
KEY SUCCESS FACTORS: EDUCATION, EXPERIENCE, KNOWLEDGE AND SKILLS
• A bachelor’s degree required from college or university accredited by an organization recognized by the U.S. Department of Education, advanced degree preferred.
• At least 2 years of pharmaceuticals sales/marketing experience required.
• Demonstrated leadership and decision-making ability.
• Demonstrated ability to drive sales in multiple business channels.
• Expert knowledge of diabetes disease state and Novo Nordisk’s products is needed.
• Intermediate computer skills required (Windows, Word, Excel).
• Must be a self-starter and be able to evaluate options and make decisions on your own with minimal supervision.
• Prior computer experience using sales data/call reporting software preferred.
Department SALES - NORTHERN CALIFORNIA (HS)
Position Location US - Field Based - Across US
City Los Altos
State/Provinces US - CA
Degree Required Bachelor's Degree Required
Title Health Systems Diabetes Care Specialist (HSDCS) - CHW/JM
Job Category Field Sales
Job Description Health Systems Diabetes Care Specialist (HSDCS) - CHW/JM
PURPOSE:
This position represents Novo Nordisk to selected key academic centers, large community hospitals, Endocrinologists, Primary Care, Long-Term Care facilities and other stakeholders within an Integrated Delivery Network (IDN). This position has a goal of maximizing sales and positioning Novo Nordisk as a leader in the diabetes care market, within an assigned IDN. The Health System Diabetes Care Specialist I (HSDCS I) must achieve sales goals by successfully selling and promoting Novo Nordisk’s portfolio of diabetes products to key physicians, pharmacists, nurses, and other paramedical customers who make or are involved in purchasing, prescribing, and formulary decisions. This position also evaluates and recommends the most appropriate Novo Nordisk products, services and approved usage for the customers’ needs.
RELATIONSHIPS:
Externally, the HSDCS I maintains relationships with physicians, pharmacists, nurses, and other key personnel within targeted IDN’s and community advocacy partners. The HSDCS I must collaborate and communicate with all other channels of business that support or are impacted by the IDN.
Internally, the HSDCS I reports to the Health System District Business Manager of the specific IDN district. The HSDCS I also interacts on a regular basis with other field-based and home office employees covering the neighboring geographic areas.
ESSENTIAL FUNCTIONS:
• Manage and prioritize time and resources efficiently to attain maximum results in the sales territory with limited supervision.
• Analyze and establish account routes that maximize opportunities to increase sales.
• Exhibit strong understanding of contracts and ability to discuss economics of hospital and/or group, including quality metrics, as needed.
• Engage broad set of stakeholders.
• Effectively distribute product samples in sales territory.
• Manage time and tasks to achieve maximum customer effect and sales volume.
• Prudently control company property consistent with applicable company policies and procedures and legal obligations.
• Utilize discretionary budget for maximum impact on sales.
• Understand how products address clinical needs.
• Identify differentiating profiles between competing products.
• Be familiar with the disease state and patient population.
• Maintain product knowledge and knowledge of consultative promotion techniques
• Inform hospital faculty, medical students, residents, interns as well as attending physicians, nurse practitioners and pharmacy personnel about the use of Novo Nordisk’s portfolio of products for care of diabetes, including the approved uses and advantages of Novo Nordisk’s products and services for their patients.
• Maintain knowledge of the most recent clinical studies to inform customers and address questions, concerns, and objections to the use of Novo Nordisk’s products.
• Participate in company-sponsored and/or company-approved training programs to constantly improve knowledge of Novo Nordisk’s products, competitive products, and sales and promotional skills.
• Be a significant contributor to meetings, conventions, training programs, and displays. Communicate activity in the territory by completing monthly reports and other reports as appropriate.
• Recommend sales and marketing strategies based on evaluation of customer needs, dynamics, trends, and competitors’ products or services.
• Establish call continuum working with internal stakeholders regarding all relevant parties assigned to IDN.
• Work with HSM/HSDBM to most effectively leverage marketing materials and product information to sell and promote Novo Nordisk’s products.
• Sell and promote Novo Nordisk’s portfolio of diabetes products and services with a focus on endocrinologists, primary care physicians, institutions, discharge planners and other key personnel who make or influence at the IDN’s prescribing decisions to include large scale presentations to external customers.
• Anticipate and respond to customers’ objections, problems, and concerns.
• Ask customer to commit to next actionable step on every call.
• Describe and market Novo Nordisk’s portfolio of diabetes products, emphasizing their features, benefits, imperatives, and which products are best suited for specific patient profiles or circumstances.
• Estimate the level of investment, time, human resources, and funds needed to achieve the maximum return.
• Identify, understand, and evaluate the needs of the targeted IDN and increase sales of Novo Nordisk’s products by tailoring the approach for each call on each customer to achieve maximum results.
• Facilitate as appropriate other field force customer engagement as needed including RMA and DE.
• Implement and manage special marketing and other programs and special projects.
• Notify field sales management of any/all IDN programs or initiatives that could directly or indirectly effect or impact field sales activity.
• Work with HSM/HSDBM to identify and anticipate potential trends, changes to IDN conditions and areas of opportunity and incorporate into the District business plan.
Account Management:
• Develop and utilize relationships with specialists, key hospital decision-makers, and other individuals who make or influence the purchasing, prescribing, and/or formulary decisions (and others within the influence map).
• Analyze bidding policies/contracts in order to influence formulary status, as applicable.
• Tailor selling strategy to an institution rather than individual approach.
• Build, update, and implement yearly account plans and update periodically to maximize sales results.
• Research, understand and tailor account plans based on stakeholders and accounts’ business practices.
• Leverage and coordinate internal resources to tailor and deliver value proposition. Analyze impact of managed care in the territory and its effect on prescribing decisions, and modify sales and promotion strategies.
• Determine which individuals have greatest impact to sales and develop customized communication techniques to create lasting business relationships.
• Recognize and counter resistance to prescribing Novo Nordisk’s products. Routinely represent Novo Nordisk at academic institutions (i.e., in grand rounds), diabetes fellowship programs and journal clubs to impact residents and fellows.
PHYSICAL REQUIREMENTS:
• Approximately up to 50% overnight travel.
• Driving to hospitals and physicians or other field visits.
• Must maintain a valid driver’s license and obey all applicable traffic laws.
• Transporting samples, literature, AV equipment, and miscellaneous items to hospitals and physicians or other field visits.
KEY SUCCESS FACTORS: EDUCATION, EXPERIENCE, KNOWLEDGE AND SKILLS
• A bachelor’s degree required from college or university accredited by an organization recognized by the U.S. Department of Education, advanced degree preferred.
• At least 2 years of pharmaceuticals sales/marketing experience required.
• Demonstrated leadership and decision-making ability.
• Demonstrated ability to drive sales in multiple business channels.
• Expert knowledge of diabetes disease state and Novo Nordisk’s products is needed.
• Intermediate computer skills required (Windows, Word, Excel).
• Must be a self-starter and be able to evaluate options and make decisions on your own with minimal supervision.
• Prior computer experience using sales data/call reporting software preferred.
Department SALES - NORTHERN CALIFORNIA (HS)
Position Location US - Field Based - Across US
City Los Altos
State/Provinces US - CA
Degree Required Bachelor's Degree Required