Requisition ID 18706BR
Title Pharma Field Sales Institutional Diabetes Care VA-Northwest
Job Category Field Sales
Job Description Pharma Field Sales Institutional Diabetes Care VA (IDCS VA)- Northwest
PURPOSE:
This is a position that represents Novo Nordisk to selected key federal accounts. This position has a goal of maximizing Novo Nordisk’s exposure and positioning Novo Nordisk as a leader in the diabetes care market to key Endocrinology Fellowship and Internal Medicine residency programs within a designated region. The VA Diabetes Care Specialist must collaborate with the appropriate Medical Science Liaisons / Directors and Institutional Account Executives to promote and educate the key stakeholders involved in curriculum design,prescribing, purchasing, discharge protocols and formulary decisions on Novo Nordisk’s portfolio of diabetes products. This position also evaluates and recommends the most appropriate Novo Nordisk product and approved usage for the customers’ needs.
RELATIONSHIPS:
Externally, the VA Diabetes Care Specialist must maintain relationships with department heads, fellows, residents, physicians, pharmacists, nurses, and other key personnel in the assigned federal 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 hospital
environment Internally, the VA Diabetes Care Specialist reports to the VA/Teaching IDBM. The VA Diabetes Care Specialist 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)
Account Management:
• Analyze and establish order of calls and routes that maximize opportunities to
increase sales.
• Boost sales by promotional activities with discharge planners and implement programs
for continued use of Novo Nordisk’s products following discharge.
• Communicate activity in the territory by completing monthly reports and other reports
as appropriate.
• Drive product adoption through training and educational programs
• Implement programs for continued use of Novo Nordisk’s products following discharge. Ask customer to commit to additional sales on every call.
• Leverage and coordinate internal resources to tailor and deliver value proposition.
• Manage and prioritize time and resources efficiently to attain maximum results in the
sales territory with limited supervision.
• Manage time and tasks to achieve maximum customer effect and sales volume.
• Record call notes, including sufficient detail to ensure that notes will be maximally
useful for sales calls in the future.
• Serve as a contributor to meetings, conventions, training programs, and displays.
• 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.
• Tailor selling strategy to an institution rather than individual approach.
• Understand and seek contact with the entire influence map.
• Understand the specificities of a military hospital environment and the access restrictions.
• Utilize data capture and data mining tools to provide effective analysis of efforts and
results, and identify new business opportunities. Use thorough understanding of contracts and the business side of running a hospital to position our products with key stakeholders.
• Work with key personnel who make or influence formulary decisions, discharge protocols and the prescribing decisions of physicians, interns and residents.
• Work with manager and appropriate NNI parties to manage price increases at the
account level for all NNI products in accordance with company terms and conditions.
• Work with manager to identify and anticipate potential trends, changes to market conditions and areas of opportunity and incorporate into the annual business plan.
Business Acumen:
• Adhere to all prescribed work deadlines such as bi-weekly expense reports and expectations regarding call activity reporting in One Stop Shop.
• Analyze bidding policies/contracts in order to influence formulary status.
• Analyze impact of managed care in the territory and its effect on prescribing decisions,and modify sales and promotion strategies.
• Demonstrate a comprehensive understanding of key providers, the marketplace, the impact of managed care and institutional markets and an awareness of healthcare policy.
• Stay up to date on applicable Health Care laws.
• Understand stakeholders and accounts’ business practices as well how the Federal VA accounts operate.
Clinical Understanding:
• Demonstrate a clear and thorough understanding of diabetes as a disease and its
impact on patients, providers, and related treatment options.
• Demonstrate an understanding of the Federal patient population and their needs
• Exhibit detailed knowledge of both Novo Nordisk and competitor products with internal and external stakeholders.
• 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.
Selling Skills:
• Achieves predetermined sales goals according to company and department requirements.
• Anticipate and respond to customers’ objections, problems, and concerns. Recognize and
counter resistance to prescribing Novo Nordisk’s products.
• Conduct negotiation effectively with customers, using relevant negotiation tactics
• Inform hospital faculty, endocrinology fellows, 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 for
their patients.
• 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.
• Position NNI’s portfolio to specialists and key hospital formulary decision makers by
communicating knowledge of current market conditions and competitive product strategies.
• Recommend sales and marketing strategies based on evaluation of customer needs, dynamics, trends, and competitors’ products or services.
PHYSICAL REQUIREMENTS:
Approximately 40-50% overnight travel.
Must maintain a valid driver’s license and obey all applicable traffic laws.
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 6 years of pharmaceuticals sales/marketing experience required.
Demonstrated leadership and decision-making ability.
Expert knowledge of diabetes disease state and Novo Nordisk’s products is needed.
Intermediate computer skills required (Windows, Word, Excel).
Minimum of 2 years Federal and/or teaching hospital experience required.
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 - VA WEST
Position Location US - Field Based - Across US
City Seattle/Tacoma
State/Provinces US - WA
Degree Required Bachelor's Degree Required
Percent Travel 50 - 60%
Title Pharma Field Sales Institutional Diabetes Care VA-Northwest
Job Category Field Sales
Job Description Pharma Field Sales Institutional Diabetes Care VA (IDCS VA)- Northwest
PURPOSE:
This is a position that represents Novo Nordisk to selected key federal accounts. This position has a goal of maximizing Novo Nordisk’s exposure and positioning Novo Nordisk as a leader in the diabetes care market to key Endocrinology Fellowship and Internal Medicine residency programs within a designated region. The VA Diabetes Care Specialist must collaborate with the appropriate Medical Science Liaisons / Directors and Institutional Account Executives to promote and educate the key stakeholders involved in curriculum design,prescribing, purchasing, discharge protocols and formulary decisions on Novo Nordisk’s portfolio of diabetes products. This position also evaluates and recommends the most appropriate Novo Nordisk product and approved usage for the customers’ needs.
RELATIONSHIPS:
Externally, the VA Diabetes Care Specialist must maintain relationships with department heads, fellows, residents, physicians, pharmacists, nurses, and other key personnel in the assigned federal 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 hospital
environment Internally, the VA Diabetes Care Specialist reports to the VA/Teaching IDBM. The VA Diabetes Care Specialist 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)
Account Management:
• Analyze and establish order of calls and routes that maximize opportunities to
increase sales.
• Boost sales by promotional activities with discharge planners and implement programs
for continued use of Novo Nordisk’s products following discharge.
• Communicate activity in the territory by completing monthly reports and other reports
as appropriate.
• Drive product adoption through training and educational programs
• Implement programs for continued use of Novo Nordisk’s products following discharge. Ask customer to commit to additional sales on every call.
• Leverage and coordinate internal resources to tailor and deliver value proposition.
• Manage and prioritize time and resources efficiently to attain maximum results in the
sales territory with limited supervision.
• Manage time and tasks to achieve maximum customer effect and sales volume.
• Record call notes, including sufficient detail to ensure that notes will be maximally
useful for sales calls in the future.
• Serve as a contributor to meetings, conventions, training programs, and displays.
• 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.
• Tailor selling strategy to an institution rather than individual approach.
• Understand and seek contact with the entire influence map.
• Understand the specificities of a military hospital environment and the access restrictions.
• Utilize data capture and data mining tools to provide effective analysis of efforts and
results, and identify new business opportunities. Use thorough understanding of contracts and the business side of running a hospital to position our products with key stakeholders.
• Work with key personnel who make or influence formulary decisions, discharge protocols and the prescribing decisions of physicians, interns and residents.
• Work with manager and appropriate NNI parties to manage price increases at the
account level for all NNI products in accordance with company terms and conditions.
• Work with manager to identify and anticipate potential trends, changes to market conditions and areas of opportunity and incorporate into the annual business plan.
Business Acumen:
• Adhere to all prescribed work deadlines such as bi-weekly expense reports and expectations regarding call activity reporting in One Stop Shop.
• Analyze bidding policies/contracts in order to influence formulary status.
• Analyze impact of managed care in the territory and its effect on prescribing decisions,and modify sales and promotion strategies.
• Demonstrate a comprehensive understanding of key providers, the marketplace, the impact of managed care and institutional markets and an awareness of healthcare policy.
• Stay up to date on applicable Health Care laws.
• Understand stakeholders and accounts’ business practices as well how the Federal VA accounts operate.
Clinical Understanding:
• Demonstrate a clear and thorough understanding of diabetes as a disease and its
impact on patients, providers, and related treatment options.
• Demonstrate an understanding of the Federal patient population and their needs
• Exhibit detailed knowledge of both Novo Nordisk and competitor products with internal and external stakeholders.
• 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.
Selling Skills:
• Achieves predetermined sales goals according to company and department requirements.
• Anticipate and respond to customers’ objections, problems, and concerns. Recognize and
counter resistance to prescribing Novo Nordisk’s products.
• Conduct negotiation effectively with customers, using relevant negotiation tactics
• Inform hospital faculty, endocrinology fellows, 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 for
their patients.
• 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.
• Position NNI’s portfolio to specialists and key hospital formulary decision makers by
communicating knowledge of current market conditions and competitive product strategies.
• Recommend sales and marketing strategies based on evaluation of customer needs, dynamics, trends, and competitors’ products or services.
PHYSICAL REQUIREMENTS:
Approximately 40-50% overnight travel.
Must maintain a valid driver’s license and obey all applicable traffic laws.
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 6 years of pharmaceuticals sales/marketing experience required.
Demonstrated leadership and decision-making ability.
Expert knowledge of diabetes disease state and Novo Nordisk’s products is needed.
Intermediate computer skills required (Windows, Word, Excel).
Minimum of 2 years Federal and/or teaching hospital experience required.
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 - VA WEST
Position Location US - Field Based - Across US
City Seattle/Tacoma
State/Provinces US - WA
Degree Required Bachelor's Degree Required
Percent Travel 50 - 60%