Pharma Field Sales - Obesity District Business Manager I - Chesapeake Bay

About the Department                                                                                                                               

In the US, more than 100 million adults and a growing number of children live with the disease of obesity, yet only 2% of them receive dedicated medical treatment. By joining the Obesity Commercial team, you will have the opportunity to help people with obesity receive the care they deserve. The Novo Nordisk aspiration is to be a driving force in the science of obesity, to deliver an obesity portfolio and solutions that matter, to ensure obesity is widely recognized as a chronic disease and to reduce barriers to treatment. Our team is the company’s obesity strategy anchor, partnering enterprise-wide to deliver on this aspiration. The team is comprised of both our home office strategy and marketing execution teams and our field based teams focusing on customer engagements and execution of our strategy. As one of the Novo Nordisk must win battles, developing the obesity market is a rare opportunity backed by Novo Nordisk's long term commitment and track record in helping people living with chronic disease achieve greater health outcomes. If you are passionate about being a force for change, not afraid to take risks and challenge the status quo, and are looking to join a highly diverse and collaborative team, we encourage you to apply. Are you ready?

The Position

To develop and lead an obesity sales team in the execution of sales strategies within obesity accounts, utilizing a patient-centric and clinical approach to selling to ensure strong relationships are cultivated and positioning Novo Nordisk as the leader in the obesity care market. Leads the team in developing advocacy among customers around company, brand and clinical goals to support the business goals of the district and overlapping geographies. Coaches and develops direct reports to achieve sales objectives and individual development goals, while managing district budgets and executing at the district level against the regional business plan. Ensures strong ongoing communication between stakeholders to ensure aligned approach with customers and consistent execution of strategies and tactical plans.

Relationships

Reports to the aligned Regional Business Director. Manages a districts sales force, and has direct supervisory responsibility for Obesity Care Specialists. Works closely with aligned RBD, peers and the home office to achieve sales objectives and to ensure the development of people. Other relationships include health care professionals, key accounts, key opinion leaders, co-promotion partners, associations, and field and home office personnel.

Essential Functions

• Compliance:
  • 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
  • Ensure timely and accurate transmission of OCS call data
  • Monitor and reinforce the use of the Sales Force Automation System
• Administration:
  • Communicate district activity of competitive products through proactive updates to peers, RBD and/or district as directed
  • Develop and monitor performance against district budgets
  • Ensure timely and accurate submission of administrative requirements
  • Monitor district adherence to administrative policies and procedures
  • Evaluate appropriate use of district resources to ensure attainment of profitability goals
  • Review and approve expense reports
  • 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.  Consistently model high knowledge and the ability to engage customers in a clinical conversation

• Business Planning:
  • Execute district level account targeting strategy in business unit to fulfil regional account targeting strategy requirements
  • Manage district customer needs assessment. Apply assessment frameworks against accounts in district region by overseeing OCS account assessment activities. Identify program/service requirements for addressing needs. Work with the VP Obesity Sales, Field Sales, Regional Directors and appropriate home office management to feed requirements into program development (contracting, marketing programs)
  • Manage the execution of the regional business plan in the district to achieve the fulfilment of Plan objectives/requirements. This includes delivery-of-care system delineation, account targeting, needs assessment, and program implementation
  • Monitor performance against strategic account management objectives/directives
  • Monitor regional program/initiative effectiveness
  • Oversee district account relationship development/management. Manage critical district account relationships.  Oversee OCS customer relationships to ensure effective advocacy behaviours that actively move healthcare providers along the advocacy continuum
• Coaching:
  • Supports the development needs of direct reports and self through the development and regular follow-up of individual development plans (IDPs)
  • Understands the unique strengths and developmental needs of individuals within the district and actively models, provides feedback and trains them to maximize their potential
  • Actively supports and trains their teams to maintain and build knowledge and skills to meet the needs of customers and business
  • Document coaching interactions in approved coaching application and demonstrate continuity in coaching conversations within expected timeframe
  • Coordination/PartnershipEnsure appropriate level of coordination to attain regional business plan objectives
  • Collaborates with OCSs in the coordination, development and delivery of targeted education seminars for healthcare providers on subjects relevant to NNIs products
  • Provides recommendations for addition/deletion to NNI speakers bureau
  • Collaborates closely on initiatives with RBDs, other ODBMs, Market Access team and home office counterparts to ensure organizational alignment and synergy
  • Oversee district-level coordination between field resources, intra-organization resources and inter-organizational resources

• Execution of Goals and Objectives:
  • Ensure plan requirements are met to meet or exceed goals
• Strategy:
  • Maintains current understanding of the brand and customer strategies and the resources that support them. Facilitates understanding among their team members
  • Understand the scientific and clinical underpinnings of brand strategies and the implications and importance of generating advocacy and support for them

Physical Requirements

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.

Qualifications

• Bachelor’s or equivalent degree, and/or Pharm D required
• 6+ years of progressive pharmaceutical or healthcare sales experience required
• 2+ (two) years people management experience required
• Demonstrated ability to analyze business and build strategies that reflect marketplace trends and customer needs
• Demonstrated leadership capabilities that positively engage individuals and teams to consistently perform at a high level
• Knowledge of the clinical management of obesity and the range of treatment option

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.