US-TX, Health System Diabetes Care Specialist - METHODIST-TMF Job 455345500A0-MZ
|Requisition ID 53226BR|
Title Health System Diabetes Care Specialist - METHODIST/TMF
Job Category Sales
Job Description Purpose
This position represents Novo Nordisk to selected key academic centers, large community hospitals, Endocrinologists, Primary Care, Long-Term Care facilities and other stakeholders within an Integrated Delivery Network (IDN). This position has a goal of maximizing sales and positioning Novo Nordisk as a leader in the diabetes care market, within an assigned IDN. The Health System Diabetes Care Specialist (HSDCS) must achieve sales goals by successfully selling and promoting Novo Nordisk’s portfolio of diabetes products to key physicians, pharmacists, nurses, and other paramedical customers who make or are involved in purchasing, prescribing and formulary decisions. This position also evaluates and recommends the most appropriate Novo Nordisk products, services and approved usage for the customers’ needs.
Externally, the HSDCS maintains relationships with physicians, pharmacists, nurses, and other key personnel within targeted IDN’s and community advocacy partners. The HSDCS must collaborate and communicate with all other channels of business that support or are impacted by the IDN. Internally, the HSDCS reports to the Health System District Business Manager of the specific IDN district. The HSDCS also interacts on a regular basis with other field-based and home office employees covering the neighboring geographic areas.
Account Management: Analyze bidding policies/contracts in order to influence formulary status, as applicable. Analyze impact of managed care in the territory and its effect on prescribing decisions, and modify sales and promotion strategies. Build, update, and implement yearly account plans and update periodically to maximize sales results. Determine which individuals have greatest impact to sales and develop customized communication techniques to create lasting business relationships. Develop and utilize relationships with specialists, key hospital decision- makers, and other individuals who make or influence the purchasing, prescribing, and/or formulary decisions (and others within the influence map). Leverage and coordinate internal resources to tailor and deliver value proposition. Recognize and counter resistance to prescribing Novo Nordisk’s products. Research, understand and tailor account plans based on stakeholders and accounts’ business practices. Routinely represent Novo Nordisk at academic institutions (i.e. in grand rounds), diabetes fellowship programs and journal clubs to impact residents and fellows. Tailor selling strategy to an institution rather than individual approach.
Business Acumen: Analyze and establish account routes that maximize opportunities to increase sales. Effectively distribute product samples in sales territory. Engage broad set of stakeholders. Exhibit strong understanding of contracts and ability to discuss economics of hospital and/or group, including quality metrics, as needed. 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. Prudently control company property consistent with applicable company policies and procedures and legal obligations. Utilize discretionary budget for maximum impact on sales.
Clinical Understanding: Be familiar with the disease state and patient population. Identify differentiating profiles between competing products. Inform hospital faculty, 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 and services for their patients. 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. Maintain product knowledge and knowledge of consultative promotion techniques. 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. Understand how products address clinical needs.
Selling Skills: Anticipate and respond to customers’ objections, problems, and concerns. Ask customer to commit to next actionable step on every call. Be a significant contributor to meetings, conventions, training programs, and displays. Communicate activity in the territory by completing monthly reports and other reports as appropriate. Contribute to the Company’s sales goals. Describe and market Novo Nordisk’s portfolio of diabetes products, emphasizing their features, benefits, imperatives, and which products are best suited for specific patient profiles or circumstances. Establish call continuum working with internal stakeholders regarding all relevant parties assigned to IDN. Estimate the level of investment, time, human resources, and funds needed to achieve the maximum return. Facilitate as appropriate other field force customer engagement as needed including RMA and DE. Identify, understand, and evaluate the needs of the targeted IDN and increase sales of Novo Nordisk’s products by tailoring the approach for each call on each customer to achieve maximum results. Implement and manage special marketing and other programs and special projects. Notify field sales management of any/all IDN programs or initiatives that could directly or indirectly effect or impact field sales activity. Recommend sales and marketing strategies based on evaluation of customer needs, dynamics, trends, and competitors’ products or services. Sell and promote Novo Nordisk’s portfolio of diabetes products and services with a focus on endocrinologists, primary care physicians, institutions, discharge planners and other key personnel who make or influence at the IDN’s prescribing decisions to include large scale presentations to external customers. Work with HSM/HSDBM to identify and anticipate potential trends, changes to IDN conditions and areas of opportunity and incorporate into the District business plan. Work with HSM/HSDBM to most effectively leverage marketing materials and product information to sell and promote Novo Nordisk’s products.
Must maintain a valid driver’s license and obey all applicable traffic laws. 40-50% overnight travel required.
Additional Information Qualifications
* 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 2 years of pharmaceuticals sales/marketing experience required
* Demonstrated ability to drive sales in multiple business channels
* 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)
* 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
Novo Nordisk is an Equal Opportunity Employer - M/F/Veteran/Disability/Sexual Orientation/Gender Identity.
If you are interested in applying to Novo Nordisk and need special assistance or an accommodation to apply, please call us at 1-855-411-5290. This contact is for accommodation requests only and cannot be used to inquire about the status of applications.
Department CMCL - H DALLAS TX
Position Location US - Field Based - Across US
City San Antonio
State/Provinces US - TX
Job/Position Country US
At Novo Nordisk, we know that driving change on a global level and improving treatment outcomes for people with diabetes and other chronic diseases begins here at home. That's why we make an unmatched commitment to our employees, our families and our communities. That means outstanding rewards, industry-leading training programs, and an environment that supports you to achieve your goals at every level. It's all part of the Novo Nordisk Way. It includes our Vision and our commitment to the Triple Bottom Line principle – helping us find the right balance between compassion and competitiveness
With a career at Novo Nordisk, you’ll feel a difference right from the start. It’s a sense of inspiration and mobility that comes from a shared belief in driving positive change for people, families, and communities everywhere. Congratulations on taking your first step!
Novo Nordisk is committed to equal employment opportunity and providing reasonable accommodations to applicants with physical and/or mental disabilities. We value and encourage diversity and solicit applications from all qualified applicants without regard to race, color, gender, sex, age, religion, creed, national origin, ancestry, citizenship, marital status, physical or mental disability, medical condition, veteran status, genetic information, or any other characteristic protected by federal, state, or local law.
Please visit our website at www.novonordisk.com