Requisition ID 13581BR
Title Pharma Field Sales - Institut. District Business Mgr. (IDBM LTC) -FLA
Job Category Field Sales
Job Description Pharma Field Sales - Institut. District Business Mgr. (IDBM LTC) -Florida
PURPOSE:
To develop and lead institutional sales teams in the execution of sales strategies within long term care accounts. Manages, trains, and develops direct reports, while managing district budgets and executing district business plans.
RELATIONSHIPS:
Reports to the Institutional Regional Business Director (IRBD). Has direct supervisory responsibility for Institutional Diabetes Care Specialists - Long Term Care (IDCS - LTC). Works closely with other sales personnel across channels, Trade, Marketing and home office personnel to achieve sales objectives and to ensure the development of their teams. Other relationships include health care professionals, key accounts, co-promotion partners, and associations.
ESSENTIAL FUNCTIONS:
Achieves predetermined sales goals according to company and department requirements.
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.
Coach IDCS - LTC and give them feedback to improve their performance. Provide support and guidance when they develop their account selling strategy.
Collaborates closely with IDBM - LTC’s, IDBM’s, EDBM’s and DBM’s to ensure organizational alignment and synergy.
Communicate Regional activity of competitive products through timely submission of monthly highlight reports as directed.
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.
Develop and monitor performance against regional budgets.
Ensure appropriate level of coordination to attain regional business plan objectives.
Ensure cooperation and congruence of programs and initiatives with other Institutional District Business Managers - Long Term Care, Institutional District Business Managers, Endocrinology District Business Managers and home office.
Ensure timely and accurate submission of administrative requirements.
Ensure timely and accurate transmission of LTDCS call data.
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.
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 IDCS - LTC 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 and reinforce the use of the One Stop Shop System.
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.
Oversee regional level coordination between field resources, intra-organization resources and inter-organizational resources.
Review and audit expense reports.
Understand market dynamics and healthcare economics (e.g., impact of health reform).
PHYSICAL REQUIREMENTS:
Approximately 50-60% overnight travel.
Must maintain a valid driver’s license and obey all applicable traffic laws.
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
A Bachelors 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
Top 20% sales ranking for 1 of the last 2 years in a sales role (year end) – Regional or National
Two years of Management experience required.
Significant record of sales accomplishments; COE or equivalent for 1 of the last 2 years preferred.
Department SALES - FLORIDA (LTC)
Position Location US - Field Based - Across US
City Florida
State/Provinces US - FL
Degree Required Bachelor's Degree Required
Percent Travel 50 - 60%
Title Pharma Field Sales - Institut. District Business Mgr. (IDBM LTC) -FLA
Job Category Field Sales
Job Description Pharma Field Sales - Institut. District Business Mgr. (IDBM LTC) -Florida
PURPOSE:
To develop and lead institutional sales teams in the execution of sales strategies within long term care accounts. Manages, trains, and develops direct reports, while managing district budgets and executing district business plans.
RELATIONSHIPS:
Reports to the Institutional Regional Business Director (IRBD). Has direct supervisory responsibility for Institutional Diabetes Care Specialists - Long Term Care (IDCS - LTC). Works closely with other sales personnel across channels, Trade, Marketing and home office personnel to achieve sales objectives and to ensure the development of their teams. Other relationships include health care professionals, key accounts, co-promotion partners, and associations.
ESSENTIAL FUNCTIONS:
Achieves predetermined sales goals according to company and department requirements.
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.
Coach IDCS - LTC and give them feedback to improve their performance. Provide support and guidance when they develop their account selling strategy.
Collaborates closely with IDBM - LTC’s, IDBM’s, EDBM’s and DBM’s to ensure organizational alignment and synergy.
Communicate Regional activity of competitive products through timely submission of monthly highlight reports as directed.
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.
Develop and monitor performance against regional budgets.
Ensure appropriate level of coordination to attain regional business plan objectives.
Ensure cooperation and congruence of programs and initiatives with other Institutional District Business Managers - Long Term Care, Institutional District Business Managers, Endocrinology District Business Managers and home office.
Ensure timely and accurate submission of administrative requirements.
Ensure timely and accurate transmission of LTDCS call data.
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.
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 IDCS - LTC 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 and reinforce the use of the One Stop Shop System.
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.
Oversee regional level coordination between field resources, intra-organization resources and inter-organizational resources.
Review and audit expense reports.
Understand market dynamics and healthcare economics (e.g., impact of health reform).
PHYSICAL REQUIREMENTS:
Approximately 50-60% overnight travel.
Must maintain a valid driver’s license and obey all applicable traffic laws.
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
A Bachelors 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
Top 20% sales ranking for 1 of the last 2 years in a sales role (year end) – Regional or National
Two years of Management experience required.
Significant record of sales accomplishments; COE or equivalent for 1 of the last 2 years preferred.
Department SALES - FLORIDA (LTC)
Position Location US - Field Based - Across US
City Florida
State/Provinces US - FL
Degree Required Bachelor's Degree Required
Percent Travel 50 - 60%