Director - Market Access - Regional Accounts - Mid-Atlantic

Facility:  Market Access

Baltimore, MD, US

About the Department                                                                                                                                                   

Novo Nordisk’s Market Access and Public Affairs team engages diverse stakeholders across political and healthcare landscapes to forge solutions that drive patient access to innovative products.  We strive to deliver the best possible outcomes for patients with diabetes, obesity, growth hormone deficiencies and rare bleeding disorders through mutual wins for both Novo Nordisk and our Market Access customers.  Our passion for helping people live better lives and our award-winning product pipeline can only be as effective as our ability to provide life-changing information to healthcare providers, key stakeholders and policymakers. Our Market Access and Public Affairs professionals ensure that the latest therapies and products reach the people who need them most, by creating an environment where innovation and chronic disease management drive optimal health outcomes. Are you ready to realize your potential?


This role will cover Baltimore, MD, Washington DC, Charlotte, NC and surrounding areas.


The Position

To provide area leadership and supervision to the field managed markets sales account team and to develop and implement managed markets strategies that increase profitability and achieve sales objectives. Area Managed Markets Sales accounts encompasses third party payers of Commercial, Medicaid and Medicare medical and prescription benefit plans. Customer channels and specific customers include strategic, regional and local health plans, PBMs, State Government entities and other managed markets organizations including physician/medical groups, IDNs and IHNs.



External relationships include various interactions with customer Executives, Medical, Pharmacy, Quality, Health Economics and other key personnel, organizations and industries within managed markets. Other internal relationships include Diabetes/Biopharm Sales and Marketing, Managed Markets Strategy, Contracting and Pricing; Field Medical, CDEs, Trade, Finance, Legal, Government Affairs and other department personnel.

Reports to the Vice President of Managed Markets Sales and has direct supervisory responsibilities for the area field account management team at an area level to ensure strategic, regional, state and local account sales objectives via the achievement of profitable access and managed markets execution coordination with field sales forces are accomplished.


Essential Functions

  • Account Executive Coaching:
    • Ensure that AEs understand their level of accountability for results and the measurement process
    • Give timely and constructive feedback after account calls and guidance to AEs on their performance
    • Hold interim reviews so that the AEs work is focused on those priorities
    • Prepare Account Executives for account calls
    • Provide at least 24 hours of coaching per month to account executives and document in the Field Assessment Coaching Tool (FACT)
  • Area Accounts - Managed Markets Strategies:
    • Anticipate problems that may arise in the marketplace
    • Assist Account Executives in obtaining resources they need for their job
    • Co-develop strategy and objectives for assessing customer needs. Ensure customer objectives integrate into program development (contracting, marketing programs)
    • Create advocacy for NNI & Diabetes (Connect the Dots)
    • Create an effective network within the managed markets arena, including customer associations, employer coalitions, diabetes care organizations, etc.
    • Customize strategies based on Commercial, Medicaid and Medicare demographics, legislation, and trends
    • Develop and implement strategies that impact and address the reimbursement of products
    • Develop and manage area accounts targeting strategy and objectives, as well as set implementation requirements. This includes the execution of brand value propositions, including clinical, quality and health economics positioning and product specifications
    • Direct/oversee the development of area business plans related to the delivery-of-care structure, customer identification/prioritization, competitive environment, legislation, success requirements, resource utilization, and future trends. Ensure these plans are coordinated and executed within each area
    • Maintain contact with regional CMS, Medicaid/Medicare offices for the purpose of establishing rapport and determination of regional interpretation of coverage rules and regulations
    • Manage organization resource allocation
    • Monitor national program/initiative effectiveness to maximize profitability and ROI for all area customers and area accounts
    • Oversee account relationship development and manage high-level relationships
    • Oversee area implementation of, and monitor performance against, strategic account management objectives/directives
    • Participate in the development of national, area, regional and local managed markets-related strategies with key Brand and Managed Markets Marketing, Diabetes and Biopharm Sales
    • Perform other managed markets sales projects and analytics as required
    • Provide assistance and direction to Managed Markets and Sales to gain addition of promoted products to individual state Medicaid formularies
    • Provide assistance and direction to Managed Markets Sales to gain addition of promoted products to individual Commercial, Medicare and Medicaid formularies
    • Provide education, communication and coordination with Sales, Managed Markets, Marketing, Government Affairs and Legal on government matters to maximize companys sales and marketing goals
    • Support Offer Development and Negotiation
    • Work with Legal and Pricing to provide detailed assessment and interpretation of key legislation including business implications, financial impact and recommended response
  • Fiscal:
    • Develop and monitor performance against budget
    • Establish, oversee implementation, and monitor adherence to administrative policies and procedures
    • Evaluate appropriate use of resources to ensure attainment of strategic account and NNI profitability goals
    • Review and audit expense reports
  • Managed Markets Planning
    • Assist in providing input into the development of related incentive programs
    • Attend industry meetings and develop relationships with industry associations for within Commercial, Medicaid and Medicare channels
    • Create an effective network within area managed markets, including associations, advisory boards, etc.
    • Develop the annual Area Commercial, Medicare and Medicaid Accounts Business plan and implement it accordingly. Continuously evaluate and take corrective action as needed
    • Manage and assist in the development of the promotional budget assuring the most effective use of resources
    • Participate in coordination of overall Marketing and Sales strategies
  • Other
    • Hire and staff AEs, including onboarding and training
    • Self-development, including leadership/personal development and learning MM legislation and trends
  • Sales Coordination
    • Co-explore and evaluate sales opportunities in all emerging marketplaces for given area
    • Develop and coordinate best in class managed markets execution practices and implementation of plans with Diabetes and Biopharm Sales Management
    • Ensure compliance with the OSS system and key strategic account metrics
    • Maintain positive working relationships with the Biopharm and Diabetes Sales, Marketing, Finance, Medical, CDE and all other functional areas within Novo Nordisk


Physical Requirements

40-50% overnight travel required.  Driver must maintain a valid driver’s license. Must be in good standing by not exceeding the Novo Nordisk points threshold assigned based on review of Motor Vehicle Records.


Development of People

Supervisory, ensure that reporting personnel have Individual Development Plans (IDP), 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.



  • A Bachelors degree required
  • A minimum of 8 - 10 years progressive pharmaceutical sales, and managed markets experience of which at least 5 years consisted of working with managed markets
  • Management and/or team leadership experience required
  • A minimum of 2 years Marketing or other related experience preferred
  • Account executive, District Business Manager or Home Office experience preferred
  • Proven track record of results

The base compensation range for this position is $181,660 to $317,910. Base compensation is determined based on a number of factors. In addition, this position is part of the sales incentive compensation program. The role may also be eligible for a long-term incentive bonus depending on level and other Company factors. The position is eligible for a company car through the Company’s FLEET program.


Employees are also eligible to participate in Company employee benefit programs including medical, dental and vision coverage; life insurance; disability insurance; 401(k) savings plan; flexible spending accounts; employee assistance program; tuition reimbursement program; and voluntary benefits such as group legal, critical illness, identity theft protection, pet insurance and auto/home insurance. The Company also offers time off pursuant to its uncapped sick time policy, flex-able vacation policy, and parental leave policy.  We commit to an inclusive recruitment process and equality of opportunity for all our job applicants.

We commit to an inclusive recruitment process and equality of opportunity for all our job applicants.


At Novo Nordisk we recognize that it is no longer good enough to aspire to be the best company in the world. We need to aspire to be the best company for the world and we know that this is only possible with talented employees with diverse perspectives, backgrounds and cultures. We are therefore committed to creating an inclusive culture that celebrates the diversity of our employees, the patients we serve and communities we operate in. Together, we’re life changing.


Novo Nordisk is an equal opportunity employer. Qualified applicants will receive consideration for employment without regard to race, ethnicity, color, religion, sex, gender identity, sexual orientation, national origin, disability, protected veteran status or any other characteristic protected by local, state or federal laws, rules or regulations.


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.