Requisition ID 19347BR
Title Pharma Field Sales IDBM VA- East
Job Category Field Sales
Job Description Pharma Field Sales IDBM VA- East
PURPOSE:
To develop and lead VA/Teaching Institutional Diabetes Care Specialist sales teams in the execution of sales strategies within selected key federal accounts. Manages, trains, and develops direct reports, while managing district budgets and executing VA/Teaching district plans.
RELATIONSHIPS:
Externally, the VA/Teaching District Business Manager must have knowledge of who the department heads, fellows, residents, physicians, pharmacists, nurses, and other key personnel are within the assigned federal and teaching institution accounts. Must have the ability to identify and engage with future influencers (e.g. residents) and have the ability to engage stakeholders on educational programs. Finally have an understanding of the specificities of a military and teaching hospital environments.
Internally, the VA/Teaching Institutional District Business Manager reports to the Sr. Director Institutional Account Executive (SR Director IAE). The VA/Teaching DBM will also interact, on a regular basis, with other field-based employees covering Federal accounts and key prescribers in shared geographic areas. Must have the ability to coordinate internally with different departments to deliver account strategy (e.g., medical)
ESSENTIAL FUNCTIONS:
•Continuously improve the knowledge of Novo Nordisk products, competitive products, and management skills through ongoing home study and participation in company sponsored/approved training programs.
•Execute regional level account targeting strategy in business unit to fulfill regional account targeting strategy requirements.
•Manage business unit customer needs assessment. Apply assessment frameworks against accounts in region by overseeing VA/Teaching DCS account assessment activities. Identify program/service requirements for addressing needs. Work with the VP Diabetes Sales, Institutional Regional Business Director, Regional Business Directors and appropriate home office management to feed requirements into program development (contracting, marketing programs).
•Manage regional resource allocation.
•Manage the execution of the regional business plan to achieve the fulfillment of Plan objectives/requirements. This includes delivery-of-care system delineation, account targeting, needs assessment, and program implementation.
•Monitor performance against strategic account management objectives/directives.
•Monitor regional program/initiative effectiveness.
•Oversee regional account relationship development/management. Manage critical regional account relationships and set account relationship development objectives for regional staff.
•Adhere to the Prescription Drug Marketing Act of 1987 and all related Novo Nordisk policies regarding the judicious use of physician samples and stock items.
•Ensure timely and accurate transmission of VA/Teaching DCS call data.
•Monitor and reinforce the use of the One Stop Shop System.
•Ensure appropriate level of coordination to attain regional business plan objectives.
•Coach VA/Teaching DCS and give them feedback to improve their performance. Provide support and guidance when they develop their account selling strategy
•Ensure cooperation and congruence of programs and initiatives with other Long Term Care District Business Managers, Institutional District Business Managers, Endocrinology District Business Managers and home office.
•Oversee regional level coordination between field resources, intra-organization resources and inter-organizational resources.
•Collaborates closely with LTC DBM’s, IDBM’s, EDBM’s, DBM’s, and Federal Account Executives to ensure organizational alignment and synergy
•Communicate Regional activity of competitive products through timely submission of monthly highlight reports as directed.
•Develop and monitor performance against regional budgets.
•Ensure timely and accurate submission of administrative requirements.
•Establish and oversee regional implementation, and monitor adherence to administrative policies and procedures.
•Evaluate appropriate use of regional resources to ensure attainment of profitability goals.
•Review and audit expense reports.
•Achieves predetermined sales goals according to company and department requirements.
•Understand market dynamics and healthcare economics (e.g., impact of health reform).
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 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
Bachelor’s Degree required from college or university accredited by an organization recognized by the U.S. Department of Education - major in Business or Marketing preferred.
Minimum of 6 years of progressive pharmaceutical/healthcare sales experience with a minimum of 2 years district management experience required, and 2 years long term care sales experience preferred.
Minimum of 2 year VA experience preferred.
Top 20% sales ranking in a sales role for 1 of the last 2 years (year end) – Regional or National
Department SALES - VA EAST
Position Location US - Field Based - Across US
City Newport
State/Provinces US - RI
Degree Required Bachelor's Degree Required
Percent Travel 50 - 60%
Title Pharma Field Sales IDBM VA- East
Job Category Field Sales
Job Description Pharma Field Sales IDBM VA- East
PURPOSE:
To develop and lead VA/Teaching Institutional Diabetes Care Specialist sales teams in the execution of sales strategies within selected key federal accounts. Manages, trains, and develops direct reports, while managing district budgets and executing VA/Teaching district plans.
RELATIONSHIPS:
Externally, the VA/Teaching District Business Manager must have knowledge of who the department heads, fellows, residents, physicians, pharmacists, nurses, and other key personnel are within the assigned federal and teaching institution accounts. Must have the ability to identify and engage with future influencers (e.g. residents) and have the ability to engage stakeholders on educational programs. Finally have an understanding of the specificities of a military and teaching hospital environments.
Internally, the VA/Teaching Institutional District Business Manager reports to the Sr. Director Institutional Account Executive (SR Director IAE). The VA/Teaching DBM will also interact, on a regular basis, with other field-based employees covering Federal accounts and key prescribers in shared geographic areas. Must have the ability to coordinate internally with different departments to deliver account strategy (e.g., medical)
ESSENTIAL FUNCTIONS:
•Continuously improve the knowledge of Novo Nordisk products, competitive products, and management skills through ongoing home study and participation in company sponsored/approved training programs.
•Execute regional level account targeting strategy in business unit to fulfill regional account targeting strategy requirements.
•Manage business unit customer needs assessment. Apply assessment frameworks against accounts in region by overseeing VA/Teaching DCS account assessment activities. Identify program/service requirements for addressing needs. Work with the VP Diabetes Sales, Institutional Regional Business Director, Regional Business Directors and appropriate home office management to feed requirements into program development (contracting, marketing programs).
•Manage regional resource allocation.
•Manage the execution of the regional business plan to achieve the fulfillment of Plan objectives/requirements. This includes delivery-of-care system delineation, account targeting, needs assessment, and program implementation.
•Monitor performance against strategic account management objectives/directives.
•Monitor regional program/initiative effectiveness.
•Oversee regional account relationship development/management. Manage critical regional account relationships and set account relationship development objectives for regional staff.
•Adhere to the Prescription Drug Marketing Act of 1987 and all related Novo Nordisk policies regarding the judicious use of physician samples and stock items.
•Ensure timely and accurate transmission of VA/Teaching DCS call data.
•Monitor and reinforce the use of the One Stop Shop System.
•Ensure appropriate level of coordination to attain regional business plan objectives.
•Coach VA/Teaching DCS and give them feedback to improve their performance. Provide support and guidance when they develop their account selling strategy
•Ensure cooperation and congruence of programs and initiatives with other Long Term Care District Business Managers, Institutional District Business Managers, Endocrinology District Business Managers and home office.
•Oversee regional level coordination between field resources, intra-organization resources and inter-organizational resources.
•Collaborates closely with LTC DBM’s, IDBM’s, EDBM’s, DBM’s, and Federal Account Executives to ensure organizational alignment and synergy
•Communicate Regional activity of competitive products through timely submission of monthly highlight reports as directed.
•Develop and monitor performance against regional budgets.
•Ensure timely and accurate submission of administrative requirements.
•Establish and oversee regional implementation, and monitor adherence to administrative policies and procedures.
•Evaluate appropriate use of regional resources to ensure attainment of profitability goals.
•Review and audit expense reports.
•Achieves predetermined sales goals according to company and department requirements.
•Understand market dynamics and healthcare economics (e.g., impact of health reform).
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 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
Bachelor’s Degree required from college or university accredited by an organization recognized by the U.S. Department of Education - major in Business or Marketing preferred.
Minimum of 6 years of progressive pharmaceutical/healthcare sales experience with a minimum of 2 years district management experience required, and 2 years long term care sales experience preferred.
Minimum of 2 year VA experience preferred.
Top 20% sales ranking in a sales role for 1 of the last 2 years (year end) – Regional or National
Department SALES - VA EAST
Position Location US - Field Based - Across US
City Newport
State/Provinces US - RI
Degree Required Bachelor's Degree Required
Percent Travel 50 - 60%