Requisition ID 19926BR
Title Market Access - Account Executive - Baltimore/Washington Metro
Job Category Field Sales
Job Description 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 Novo Nordisk products, as well as, to vertically integrate overall corporate and brand awareness across the managed care customer organizational structure. Working in conjunction with MM strategy, brand strategy and EBT members as well as DBMs, develop and implement sales objectives, tactics and pull-through programs to maximize results.
Regional accounts include but are not limited to MCOs, PBMs, Medical Groups, Employers and State and Managed Medicaid.
RELATIONSHIPS:
This position reports to an Area Director, Managed Markets Sales. Internally, this position has the responsibility of informing all appropriate NNI 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. External relationships to be maintained include key personnel within the assigned managed markets geography. This includes responsibility for multiple channels and customers including health plans, PBMs, medical groups, employers , State Medicaid and Managed Medicaid, Additionally, relationships with other industry, associations, organizations, and any current co-promotion partners.
ESSENTIAL FUNCTIONS:
CUSTOMER RELATIONS: Identify, develop strong relationships with, and appropriately utilize advocates to create business opportunities for NNI and any co-marketing partners.
CUSTOMER RELATIONS: Organize and 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.
INTERNAL AND EXTERNAL CUSTOMERS: Anticipate potential trends, changes to market conditions and areas of opportunity and incorporate into the annual business plan.
INTERNAL AND EXTERNAL CUSTOMERS: Business Planning responsibility aligned within Field Sales
INTERNAL AND EXTERNAL CUSTOMERS: Compare competitive positioning against current NNI product positioning. Make any necessary upgrade to NNI positioning in the marketplace to achieve a competitive advantage and added customer value.
INTERNAL AND EXTERNAL CUSTOMERS: Coordinate and integrate full/partial field sales support for managed care programs.
INTERNAL AND EXTERNAL CUSTOMERS: Coordinate, implement and follow-through on all account contracts, agreements or NNPI promotions and incentives.
INTERNAL AND EXTERNAL CUSTOMERS: Develop productive relationships and maintain contact with key account personnel. Review and understand all aspects of account capabilities, systems and plans.
INTERNAL AND EXTERNAL CUSTOMERS: Ensure that aligned districts have a comprehensive managed care section completed in the annual business plan.
INTERNAL AND EXTERNAL CUSTOMERS: Estimate the level of investment, time, human resources, and funds needed to achieve the maximum return.
INTERNAL AND EXTERNAL CUSTOMERS: Evaluate the potential return of each target by therapeutic area.
INTERNAL AND EXTERNAL CUSTOMERS: Facilitate as appropriate other field force customer engagement as needed including MSA, CDE, BAE and HEOR.
INTERNAL AND EXTERNAL CUSTOMERS: Identify key players and influencers. Develop and maintain ongoing productive relationships.
INTERNAL AND EXTERNAL CUSTOMERS: Manage price increases at the account level for all NNI products in accordance with company terms and conditions.
INTERNAL AND EXTERNAL CUSTOMERS: Notify field sales management of any/all managed care programs or initiatives that could directly or indirectly effect or impact field sales activity.
INTERNAL AND EXTERNAL CUSTOMERS: Prioritize targets within the assigned accounts.
INTERNAL AND EXTERNAL CUSTOMERS: Research and document timely and competitive information for all competitive products within the marketplace. Report on a monthly basis.
INTERNAL AND EXTERNAL CUSTOMERS: Research customer’s business situation and discover needs and objectives.
INTERNAL AND EXTERNAL CUSTOMERS: Responsible for all product formulary and pull thru opportunities in assigned geography.
INTERNAL AND EXTERNAL CUSTOMERS: Understand, promote and/or provide accurate information on all NNI products and product lines.
REPORTING: Ensure that productivity is captured via timely Edge reporting.
REPORTING: Maintain and keep current a back-up file on all account information and communications.
REPORTING: Submit timely monthly management reports, and expense reports.
KEY SUCCESS FACTORS: EDUCATION, EXPERIENCE, KNOWLEDGE AND SKILLS
2-4 years key account management experience within the healthcare market. Relevant Novo Nordisk management experience may be substituted where appropriate
At least 5 years pharmaceutical/biotech sales experience required
At least 8 years pharmaceutical/biotech industry experience required
Multiple channel and customer experience preferred
Previous track record of positive sales results
Previous track record of success within the managed market segment
Sales management experience preferred
Department SALES - MMS GREAT LAKES
Position Location US - Field Based - Across US
City BALTIMORE
State/Provinces US - MD
Degree Required Bachelor's Degree Required
Percent Travel 20 - 30%
Title Market Access - Account Executive - Baltimore/Washington Metro
Job Category Field Sales
Job Description 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 Novo Nordisk products, as well as, to vertically integrate overall corporate and brand awareness across the managed care customer organizational structure. Working in conjunction with MM strategy, brand strategy and EBT members as well as DBMs, develop and implement sales objectives, tactics and pull-through programs to maximize results.
Regional accounts include but are not limited to MCOs, PBMs, Medical Groups, Employers and State and Managed Medicaid.
RELATIONSHIPS:
This position reports to an Area Director, Managed Markets Sales. Internally, this position has the responsibility of informing all appropriate NNI 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. External relationships to be maintained include key personnel within the assigned managed markets geography. This includes responsibility for multiple channels and customers including health plans, PBMs, medical groups, employers , State Medicaid and Managed Medicaid, Additionally, relationships with other industry, associations, organizations, and any current co-promotion partners.
ESSENTIAL FUNCTIONS:
CUSTOMER RELATIONS: Identify, develop strong relationships with, and appropriately utilize advocates to create business opportunities for NNI and any co-marketing partners.
CUSTOMER RELATIONS: Organize and 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.
INTERNAL AND EXTERNAL CUSTOMERS: Anticipate potential trends, changes to market conditions and areas of opportunity and incorporate into the annual business plan.
INTERNAL AND EXTERNAL CUSTOMERS: Business Planning responsibility aligned within Field Sales
INTERNAL AND EXTERNAL CUSTOMERS: Compare competitive positioning against current NNI product positioning. Make any necessary upgrade to NNI positioning in the marketplace to achieve a competitive advantage and added customer value.
INTERNAL AND EXTERNAL CUSTOMERS: Coordinate and integrate full/partial field sales support for managed care programs.
INTERNAL AND EXTERNAL CUSTOMERS: Coordinate, implement and follow-through on all account contracts, agreements or NNPI promotions and incentives.
INTERNAL AND EXTERNAL CUSTOMERS: Develop productive relationships and maintain contact with key account personnel. Review and understand all aspects of account capabilities, systems and plans.
INTERNAL AND EXTERNAL CUSTOMERS: Ensure that aligned districts have a comprehensive managed care section completed in the annual business plan.
INTERNAL AND EXTERNAL CUSTOMERS: Estimate the level of investment, time, human resources, and funds needed to achieve the maximum return.
INTERNAL AND EXTERNAL CUSTOMERS: Evaluate the potential return of each target by therapeutic area.
INTERNAL AND EXTERNAL CUSTOMERS: Facilitate as appropriate other field force customer engagement as needed including MSA, CDE, BAE and HEOR.
INTERNAL AND EXTERNAL CUSTOMERS: Identify key players and influencers. Develop and maintain ongoing productive relationships.
INTERNAL AND EXTERNAL CUSTOMERS: Manage price increases at the account level for all NNI products in accordance with company terms and conditions.
INTERNAL AND EXTERNAL CUSTOMERS: Notify field sales management of any/all managed care programs or initiatives that could directly or indirectly effect or impact field sales activity.
INTERNAL AND EXTERNAL CUSTOMERS: Prioritize targets within the assigned accounts.
INTERNAL AND EXTERNAL CUSTOMERS: Research and document timely and competitive information for all competitive products within the marketplace. Report on a monthly basis.
INTERNAL AND EXTERNAL CUSTOMERS: Research customer’s business situation and discover needs and objectives.
INTERNAL AND EXTERNAL CUSTOMERS: Responsible for all product formulary and pull thru opportunities in assigned geography.
INTERNAL AND EXTERNAL CUSTOMERS: Understand, promote and/or provide accurate information on all NNI products and product lines.
REPORTING: Ensure that productivity is captured via timely Edge reporting.
REPORTING: Maintain and keep current a back-up file on all account information and communications.
REPORTING: Submit timely monthly management reports, and expense reports.
KEY SUCCESS FACTORS: EDUCATION, EXPERIENCE, KNOWLEDGE AND SKILLS
2-4 years key account management experience within the healthcare market. Relevant Novo Nordisk management experience may be substituted where appropriate
At least 5 years pharmaceutical/biotech sales experience required
At least 8 years pharmaceutical/biotech industry experience required
Multiple channel and customer experience preferred
Previous track record of positive sales results
Previous track record of success within the managed market segment
Sales management experience preferred
Department SALES - MMS GREAT LAKES
Position Location US - Field Based - Across US
City BALTIMORE
State/Provinces US - MD
Degree Required Bachelor's Degree Required
Percent Travel 20 - 30%