Requisition ID 13847BR
Title SR DIRECTOR - COMMERCIAL CHANNEL MANAGED MARKETS
Job Category Marketing
Job Description PURPOSE:
Develop over-arching commercial strategy (Managed Care; Pharmacy Benefit Managers; mail order) for Novo Nordisk US to optimize profitable access. Manage the performance of commercial channel, including accountability for tracking and improving Channel share and profit performance, key account prioritization, and development of marketing strategies, messages and tactics that will optimize business within that Channel for Diabetes, Biopharmaceuticals, & pipeline brands – e.g. Managed Markets Execution. Provide support and guidance to the field sales force and the Managed Markets Sales (MMS) team in the execution of these programs. Lead the effort to collaborate with brand marketing to help develop brand-optimizing managed care strategies and tactics for key products across managed market channels. Translate brand strategies for managed care into product portfolio strategies, value propositions, and promotion programs tailored for the retail market. Develop supporting contracting strategy for the commercial channel. Stays abreast of market dynamics as well as changes. Ability to create and articulate a vision for navigation through an ever changing healthcare environment.
RELATIONSHIPS:
Reports directly to the Vice President, Managed Markets. Works in strong collaboration with Pricing and Contract Operations; Brand Marketing, MMSales, Sr. Directors for Institutions and Government with MM leadership to ensure excellent coordination across all retail markets. Interacts with many levels and departments at Novo Nordisk and NNAS especially: Extended Brand Teams including Brand leadership across Diabetes, Biopharmaceuticals, & Pipeline; Pricing Committee, Sales Management and Operations, and Health Policy (Washington Office). External relationships include key executives and customers, associations, and a host of related vendors and consultants. NNI Executive Team.
ESSENTIAL FUNCTIONS:
Customer Channel Strategic Planning:
• Collaborates with internal and external stakeholders to leverage and implement knowledge of reimbursement, managed care and healthcare policy.
• Collaborates with Pricing group and develops pricing strategy consistent with customer and market indicators and overall portfolio strategy targeting long-term market share growth.
• Develop and implement corporate and brand strategies in conjunction with the Novo Nordisk Brand Teams and MMS, that result in increased market share of Novo Nordisk products within managed care customer Channels and specific accounts.
• Develop plans and execute key programs that will drive long-term profitable relationships with key accounts and the managed market Channel overall.
• Develops and maintains relationships with key organizations in targeted customer Channels.
• Identifies emerging customer Channels and evaluates the business opportunity for any or all Novo Nordisk Inc. products.
• Leads the managed care channel strategic planning process for all marketed products and ensures cross-functional support for strategic direction.
• Provide managed markets insights and act as an integral part of the brand planning process, through membership on one or more Extended Brand Teams, thereby taking accountability for the quality of the managed markets portion of brand marketing plans.
• Uses and leverages understanding of the competitive landscape to anticipate and pre-empt future competitor moves to create strategic opportunities for enhancing portfolio performance through the development of innovative plans and strategies.
• Uses industry, reimbursement, and disease area expertise to provide strategic direction and planning in ways that reveal new opportunities, potential threats and mitigating actions.
Product And Service Investment:
• Develops and maintains relationships with key customer executives.
• Develops and oversees implementation of key metrics. Regularly reviews current program progress to ensure profitability goals are on track.
• Develops relationships with and commitment from relevant NNI and NNAS departments to ensure successful execution of promotional strategies.
• Maximizes revenue and profitability and understands return on investment (ROI) concepts to ensure program effectiveness. Ensures short-term sales and market share objectives are met.
Product Promotions:
• Close collaboration with Extended Brand Teams, to ensure plans and programs are consistent with brand messages and positioning.
• Direct interaction with customers to understand their business objectives and needs. Use diabetes and business acumen to develop and implement collaborative programs that meet both the customers and Novo Nordisk's business objectives.
• Generates understanding and commitment throughout the organization regarding business strategies, through communication and collaboration with NNAS and NNI departments.
• Leads development of programs to improve product reimbursement, product pull through and product awareness. Directs activities of external suppliers and agencies to ensure completion of projects on time and within budget. Leads and coordinates program implementation efforts between Account Executives, Field Sales and in-house personnel.
PHYSICAL REQUIREMENTS:
Approximately 25% overnight travel.
DEVELOPMENT OF PEOPLE:
• Ensure that reporting personnel have 3P 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 of Management.
KEY SUCCESS FACTORS: EDUCATION, EXPERIENCE, KNOWLEDGE AND SKILLS
• A Bachelor’s Degree required; solid, relevant experience may be substituted for degree, when appropriate ; advanced degree preferred.
• A minimum of 15 years of progressively responsible experience within sales, marketing, or managed markets related functions required.
• Ability to manage complexity.
• Anticipates problems and roadblocks to avoid crisis management.
• Demonstrated ability to develop team members.
• Demonstrated experience in diverse functions required.
• Develops accurate short and long term plans, and business analysis.
• Effectively prioritizes and spends his/her time and the time of others on what is important.
• Ensures timely execution and follow-up to meet deadlines.
• Knowledge of diabetes, managed care, trade and government marketplace required.
• Pharmaceutical industry experience required.
• Proven success in developing strategy through expert understanding of market and industry.
• Relationships with Managed Care, Trade, Government executives and KOLs required.
• Supervisory experience required.
Department DM - CUSTOMER CHANNEL MKTG (MCO)
Position Location US - Princeton, NJ
City Princeton, NJ
State/Provinces US - NJ
Degree Required Bachelor's Degree Required
Percent Travel 20 - 30%
Title SR DIRECTOR - COMMERCIAL CHANNEL MANAGED MARKETS
Job Category Marketing
Job Description PURPOSE:
Develop over-arching commercial strategy (Managed Care; Pharmacy Benefit Managers; mail order) for Novo Nordisk US to optimize profitable access. Manage the performance of commercial channel, including accountability for tracking and improving Channel share and profit performance, key account prioritization, and development of marketing strategies, messages and tactics that will optimize business within that Channel for Diabetes, Biopharmaceuticals, & pipeline brands – e.g. Managed Markets Execution. Provide support and guidance to the field sales force and the Managed Markets Sales (MMS) team in the execution of these programs. Lead the effort to collaborate with brand marketing to help develop brand-optimizing managed care strategies and tactics for key products across managed market channels. Translate brand strategies for managed care into product portfolio strategies, value propositions, and promotion programs tailored for the retail market. Develop supporting contracting strategy for the commercial channel. Stays abreast of market dynamics as well as changes. Ability to create and articulate a vision for navigation through an ever changing healthcare environment.
RELATIONSHIPS:
Reports directly to the Vice President, Managed Markets. Works in strong collaboration with Pricing and Contract Operations; Brand Marketing, MMSales, Sr. Directors for Institutions and Government with MM leadership to ensure excellent coordination across all retail markets. Interacts with many levels and departments at Novo Nordisk and NNAS especially: Extended Brand Teams including Brand leadership across Diabetes, Biopharmaceuticals, & Pipeline; Pricing Committee, Sales Management and Operations, and Health Policy (Washington Office). External relationships include key executives and customers, associations, and a host of related vendors and consultants. NNI Executive Team.
ESSENTIAL FUNCTIONS:
Customer Channel Strategic Planning:
• Collaborates with internal and external stakeholders to leverage and implement knowledge of reimbursement, managed care and healthcare policy.
• Collaborates with Pricing group and develops pricing strategy consistent with customer and market indicators and overall portfolio strategy targeting long-term market share growth.
• Develop and implement corporate and brand strategies in conjunction with the Novo Nordisk Brand Teams and MMS, that result in increased market share of Novo Nordisk products within managed care customer Channels and specific accounts.
• Develop plans and execute key programs that will drive long-term profitable relationships with key accounts and the managed market Channel overall.
• Develops and maintains relationships with key organizations in targeted customer Channels.
• Identifies emerging customer Channels and evaluates the business opportunity for any or all Novo Nordisk Inc. products.
• Leads the managed care channel strategic planning process for all marketed products and ensures cross-functional support for strategic direction.
• Provide managed markets insights and act as an integral part of the brand planning process, through membership on one or more Extended Brand Teams, thereby taking accountability for the quality of the managed markets portion of brand marketing plans.
• Uses and leverages understanding of the competitive landscape to anticipate and pre-empt future competitor moves to create strategic opportunities for enhancing portfolio performance through the development of innovative plans and strategies.
• Uses industry, reimbursement, and disease area expertise to provide strategic direction and planning in ways that reveal new opportunities, potential threats and mitigating actions.
Product And Service Investment:
• Develops and maintains relationships with key customer executives.
• Develops and oversees implementation of key metrics. Regularly reviews current program progress to ensure profitability goals are on track.
• Develops relationships with and commitment from relevant NNI and NNAS departments to ensure successful execution of promotional strategies.
• Maximizes revenue and profitability and understands return on investment (ROI) concepts to ensure program effectiveness. Ensures short-term sales and market share objectives are met.
Product Promotions:
• Close collaboration with Extended Brand Teams, to ensure plans and programs are consistent with brand messages and positioning.
• Direct interaction with customers to understand their business objectives and needs. Use diabetes and business acumen to develop and implement collaborative programs that meet both the customers and Novo Nordisk's business objectives.
• Generates understanding and commitment throughout the organization regarding business strategies, through communication and collaboration with NNAS and NNI departments.
• Leads development of programs to improve product reimbursement, product pull through and product awareness. Directs activities of external suppliers and agencies to ensure completion of projects on time and within budget. Leads and coordinates program implementation efforts between Account Executives, Field Sales and in-house personnel.
PHYSICAL REQUIREMENTS:
Approximately 25% overnight travel.
DEVELOPMENT OF PEOPLE:
• Ensure that reporting personnel have 3P 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 of Management.
KEY SUCCESS FACTORS: EDUCATION, EXPERIENCE, KNOWLEDGE AND SKILLS
• A Bachelor’s Degree required; solid, relevant experience may be substituted for degree, when appropriate ; advanced degree preferred.
• A minimum of 15 years of progressively responsible experience within sales, marketing, or managed markets related functions required.
• Ability to manage complexity.
• Anticipates problems and roadblocks to avoid crisis management.
• Demonstrated ability to develop team members.
• Demonstrated experience in diverse functions required.
• Develops accurate short and long term plans, and business analysis.
• Effectively prioritizes and spends his/her time and the time of others on what is important.
• Ensures timely execution and follow-up to meet deadlines.
• Knowledge of diabetes, managed care, trade and government marketplace required.
• Pharmaceutical industry experience required.
• Proven success in developing strategy through expert understanding of market and industry.
• Relationships with Managed Care, Trade, Government executives and KOLs required.
• Supervisory experience required.
Department DM - CUSTOMER CHANNEL MKTG (MCO)
Position Location US - Princeton, NJ
City Princeton, NJ
State/Provinces US - NJ
Degree Required Bachelor's Degree Required
Percent Travel 20 - 30%