Requisition ID 17824BR
Title Director - Strategic Accounts - CVS Caremark
Job Category Field Sales
Job Description PURPOSE:
Manage all aspects of sales/marketing activity with targeted strategic accounts. Manage a team to lead activities that 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.
RELATIONSHIPS:
This position reports to the Executive Director, Strategic Accounts and has direct supervisory responsibilities for the strategic account management team to ensure strategic account sales objectives are met via the achievement of profitable access.
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 to be maintained include key personnel within the assigned accounts, as well as, other industries, associations, and organizations.
ESSENTIAL FUNCTIONS:
FISCAL: Develop and monitor performance against budget.
FISCAL: Establish, oversee implementation, and monitor adherence to administrative policies and procedures
FISCAL: Evaluate appropriate use of resources to ensure attainment of strategic account and NNI profitability goals.
STRATEGIC ACCOUNT EXECUTIVE COACHING: Give timely and constructive feedback after account calls and guidance to SAE’s on their performance.
STARTEGIC ACCOUNT EXECUTIVE COACHING: Hold interim reviews so that the SAE’s work is focused on the major priorities of what is being asked for by their accounts.
STRATEGIC ACCOUNT EXECUTIVE COACHING: Prepare Strategic Account Executives for account calls.
ACCOUNT MANAGEMENT - MANAGED MARKETS STRATEGIES: Anticipate problems that may arise in the Strategic Accounts or Health plans.
ACCOUNT MANAGEMENT - MANAGED MARKETS STRATEGIES: Assist Strategic Account Executives in obtaining resources they need for their job.
ACCOUNT MANAGEMENT - MANAGED MARKETS STRATEGIES: Co-develop strategy and objectives for assessing customer needs. Ensure customer objectives integrate into program development (contracting, marketing programs).
ACCOUNT MANAGEMENT - MANAGED MARKETS STRATEGIES: Create advocacy for NNI & Diabetes within key accounts
ACCOUNT MANAGEMENT- MANAGED MARKETS STRATEGIES: Create an effective network within the managed markets arena, including customer associations, employer coalitions, diabetes care organizations, etc.
ACCOUNT MANAGEMENT - MANAGED MARKETS STRATEGIES: Customize strategies based on Commercial, Medicaid and Medicare demographics, legislation, and trends.
ACCOUNT MANAGEMENT - MANAGED MARKETS STRATEGIES: Develop and implement strategies that impact and address the reimbursement of products
ACCOUNT MANAGEMENT - MANAGED MARKETS STRATEGIES: Develop and manage area accounts targeting strategy and objectives, as well as set implementation requirements. This includes the execution of brand value propositions, including clinical, quality and health economics positioning and product specifications.
ACCOUNT MANAGEMENT- MANAGED MARKETS STRATEGIES: Maintain contact with regional CMS, Medicaid/Medicare offices for the purpose of establishing rapport and determination of regional interpretation of coverage rules and regulations.
ACCOUNT MANAGEMENT - MANAGED MARKETS STRATEGIES: Manage organization resource allocation.
ACCOUNT MANAGEMENT - MANAGED MARKETS STRATEGIES: Monitor national program/initiative effectiveness to maximize profitability and ROI for all area customers and area accounts.
ACCOUNT MANAGEMENT - MANAGED MARKETS STRATEGIES: Oversee account relationship development and manage high-level relationships, especially with the c-suite.
ACCOUNT MANAGEMENT- MANAGED MARKETS STRATEGIES: Perform other managed markets sales projects and analytics as required.
ACCOUNT MANAGEMENT - MANAGED MARKETS STRATEGIES: Provide education, communication and coordination with Sales, Managed Markets, Marketing, Government Affairs and Legal on government matters to maximize company’s sales and marketing goals.
ACCOUNT MANAGEMENT - MANAGED MARKETS STRATEGIES: Support SAEs through the Offer Development and Negotiation process.
ACCOUNT MANAGEMENT - MANAGED MARKETS STRATEGIES: Work with Legal and Pricing to provide detailed assessment and interpretation of key legislation including business implications, financial impact and recommended response.
CUSTOMER RELATIONS: Identify, develop strong relationships with, and appropriately utilize advocates to create business opportunities for NNPI and any co-marketing partners.
CUSTOMER RELATIONS: Lead the organization of various meetings. Participate in meetings, exhibits, conventions, and advisory groups to create sales/marketing opportunities and to establish sound relations with our customer base.
CUSTOMER RELATIONS: 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.
CUSTOMER RELATIONS: Work in conjunction with co-marketing partners to help customers understand the working relationship of NNI 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.
EXTERNAL AND INTERNAL CUSTOMERS: Compare competitive positioning against current NNI product positioning. Make any necessary upgrade to NNI’s positioning in the marketplace to achieve a competitive advantage and added customer value.
EXTERNAL AND INTERNAL CUSTOMERS: Coordinate price increases at the account level for all NNI products in accordance with company terms and conditions.
EXTERNAL AND INTERNAL CUSTOMERS: Coordinate, implement and follow-through on all account contracts, agreements or NNI promotions and incentives.
EXTERNAL AND INTERNAL CUSTOMERS: Deliver effective and compelling presentations to 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: Manage and monitor P&L status of each account. Regularly monitor and submit quarterly written account status reports. Compare actual vs. projected performance.
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.
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.
Additional Information 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 include completed learning and aspiration plans and 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.
KEY SUCCESS FACTORS: EDUCATION, EXPERIENCE, KNOWLEDGE AND SKILLS
2 years Managed Markets Sales Director experience or key account management experience within the healthcare market required.
A Bachelor’s Degree required; MBA preferred.
At least 10 years pharmaceutical/biotech industry experience required.
Multiple channel and customer experience preferred.
Previous track record of positive sales results required.
Previous track record of success within the managed market segment required.
Sales management experience preferred.
Account executive, District Business Manager or Home Office experience preferred.
Management and/or team leadership experience preferred.
Proven track record of results
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 Director - Strategic Accounts - CVS Caremark
Job Category Field Sales
Job Description PURPOSE:
Manage all aspects of sales/marketing activity with targeted strategic accounts. Manage a team to lead activities that 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.
RELATIONSHIPS:
This position reports to the Executive Director, Strategic Accounts and has direct supervisory responsibilities for the strategic account management team to ensure strategic account sales objectives are met via the achievement of profitable access.
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 to be maintained include key personnel within the assigned accounts, as well as, other industries, associations, and organizations.
ESSENTIAL FUNCTIONS:
FISCAL: Develop and monitor performance against budget.
FISCAL: Establish, oversee implementation, and monitor adherence to administrative policies and procedures
FISCAL: Evaluate appropriate use of resources to ensure attainment of strategic account and NNI profitability goals.
STRATEGIC ACCOUNT EXECUTIVE COACHING: Give timely and constructive feedback after account calls and guidance to SAE’s on their performance.
STARTEGIC ACCOUNT EXECUTIVE COACHING: Hold interim reviews so that the SAE’s work is focused on the major priorities of what is being asked for by their accounts.
STRATEGIC ACCOUNT EXECUTIVE COACHING: Prepare Strategic Account Executives for account calls.
ACCOUNT MANAGEMENT - MANAGED MARKETS STRATEGIES: Anticipate problems that may arise in the Strategic Accounts or Health plans.
ACCOUNT MANAGEMENT - MANAGED MARKETS STRATEGIES: Assist Strategic Account Executives in obtaining resources they need for their job.
ACCOUNT MANAGEMENT - MANAGED MARKETS STRATEGIES: Co-develop strategy and objectives for assessing customer needs. Ensure customer objectives integrate into program development (contracting, marketing programs).
ACCOUNT MANAGEMENT - MANAGED MARKETS STRATEGIES: Create advocacy for NNI & Diabetes within key accounts
ACCOUNT MANAGEMENT- MANAGED MARKETS STRATEGIES: Create an effective network within the managed markets arena, including customer associations, employer coalitions, diabetes care organizations, etc.
ACCOUNT MANAGEMENT - MANAGED MARKETS STRATEGIES: Customize strategies based on Commercial, Medicaid and Medicare demographics, legislation, and trends.
ACCOUNT MANAGEMENT - MANAGED MARKETS STRATEGIES: Develop and implement strategies that impact and address the reimbursement of products
ACCOUNT MANAGEMENT - MANAGED MARKETS STRATEGIES: Develop and manage area accounts targeting strategy and objectives, as well as set implementation requirements. This includes the execution of brand value propositions, including clinical, quality and health economics positioning and product specifications.
ACCOUNT MANAGEMENT- MANAGED MARKETS STRATEGIES: Maintain contact with regional CMS, Medicaid/Medicare offices for the purpose of establishing rapport and determination of regional interpretation of coverage rules and regulations.
ACCOUNT MANAGEMENT - MANAGED MARKETS STRATEGIES: Manage organization resource allocation.
ACCOUNT MANAGEMENT - MANAGED MARKETS STRATEGIES: Monitor national program/initiative effectiveness to maximize profitability and ROI for all area customers and area accounts.
ACCOUNT MANAGEMENT - MANAGED MARKETS STRATEGIES: Oversee account relationship development and manage high-level relationships, especially with the c-suite.
ACCOUNT MANAGEMENT- MANAGED MARKETS STRATEGIES: Perform other managed markets sales projects and analytics as required.
ACCOUNT MANAGEMENT - MANAGED MARKETS STRATEGIES: Provide education, communication and coordination with Sales, Managed Markets, Marketing, Government Affairs and Legal on government matters to maximize company’s sales and marketing goals.
ACCOUNT MANAGEMENT - MANAGED MARKETS STRATEGIES: Support SAEs through the Offer Development and Negotiation process.
ACCOUNT MANAGEMENT - MANAGED MARKETS STRATEGIES: Work with Legal and Pricing to provide detailed assessment and interpretation of key legislation including business implications, financial impact and recommended response.
CUSTOMER RELATIONS: Identify, develop strong relationships with, and appropriately utilize advocates to create business opportunities for NNPI and any co-marketing partners.
CUSTOMER RELATIONS: Lead the organization of various meetings. Participate in meetings, exhibits, conventions, and advisory groups to create sales/marketing opportunities and to establish sound relations with our customer base.
CUSTOMER RELATIONS: 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.
CUSTOMER RELATIONS: Work in conjunction with co-marketing partners to help customers understand the working relationship of NNI 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.
EXTERNAL AND INTERNAL CUSTOMERS: Compare competitive positioning against current NNI product positioning. Make any necessary upgrade to NNI’s positioning in the marketplace to achieve a competitive advantage and added customer value.
EXTERNAL AND INTERNAL CUSTOMERS: Coordinate price increases at the account level for all NNI products in accordance with company terms and conditions.
EXTERNAL AND INTERNAL CUSTOMERS: Coordinate, implement and follow-through on all account contracts, agreements or NNI promotions and incentives.
EXTERNAL AND INTERNAL CUSTOMERS: Deliver effective and compelling presentations to 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: Manage and monitor P&L status of each account. Regularly monitor and submit quarterly written account status reports. Compare actual vs. projected performance.
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.
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.
Additional Information 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 include completed learning and aspiration plans and 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.
KEY SUCCESS FACTORS: EDUCATION, EXPERIENCE, KNOWLEDGE AND SKILLS
2 years Managed Markets Sales Director experience or key account management experience within the healthcare market required.
A Bachelor’s Degree required; MBA preferred.
At least 10 years pharmaceutical/biotech industry experience required.
Multiple channel and customer experience preferred.
Previous track record of positive sales results required.
Previous track record of success within the managed market segment required.
Sales management experience preferred.
Account executive, District Business Manager or Home Office experience preferred.
Management and/or team leadership experience preferred.
Proven track record of results
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%