National Account Manager - Institutions

Facility:  Sales

Denver, CO, 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?


The Position

Builds relationships, and differentiates Novo Nordisk products in the marketplace, with targeted payer accounts that influence patient access and care. Targets include a range of influential stakeholders and decision makers, including but not limited to: National Payers/ Pharmacy Benefit Managers (PBMs) and other Customers, as defined by the role. Account activities include, but are not limited to, formulary placement/consideration for Novo Nordisk products, driving collaboration with downstream account teams, and building long term mutually-beneficial solutions and engagements with customers.



This position reports into a Director or Senior Director within the National Account Market Access Teams. Internally, this position has the responsibility of engaging and coordinating with all appropriate Novo Nordisk Inc (NNI) functions in driving access and developing solutions for the targeted customer. Key collaboration partners include the entire Market Access & Public Affairs Team, PCOR (Pricing, Contracting, Operations and Reimbursement), Health Economics & Outcomes Research (HEOR), Marketing, Commercial Sales, Medical Affairs, and Legal & Compliance.


External relationships include Customers as outlined in the Purpose of this Job Description. This role also develops productive relationships and maintains contact with key account personnel, including C-suite executives and department heads. Additionally, this role maintains relationships with other associations, organizations, and patient support partners.


Essential Functions

  • Individual is collaborative across National Account Manager (NAM) and Regional Account Manager (RAM) teams and is knowledgeable of today’s complex healthcare landscape. The individual is solutions oriented, generating ideas and best practices to overcome business challenges
  • Essential functions of this position may include combination of any of the activities described below
  • Drive Formulary Placement for NNI Products
    • Supports development of NNI RFP response for the targeted customers, manages process and communication beginning with customer request and concluding with signed contract
    • Attends National Accounts team in Pre-Pricing Committee and other pricing and contracting discussions
    • Assesses contract performance and identifies input/insights to share with PCOR and S&I teams
    • Demonstrates an understanding of pricing implications and downstream impact of the evolving public policy, government, regulatory landscape and other relevant trends
  • Collaborate with Downstream Account Teams and Relevant Stakeholders
    • Represents National Accounts Team in interactions with aligned regional accounts and identification of bottom-up influence for formulary decisions
    • Supports development of customer relationships at regional offices and other extended entities
    • Provides direction and guidance to aligned regional accounts team and other relevant NNI departments for contracting and pull-through execution
  • Evolve Customer Engagement Strategy and Approach
    • Establishes and expands relationship with customers that goes beyond formulary access
    • Understands customer strategy and supports development of mutually-beneficial solutions
    • Assembles and coordinates in-house functions to aid development of solutions for the customer
  • Masters Product and Disease State Knowledge
    • Demonstrates a comprehensive understanding of targeted disease states and their impact on patients, institutions, payers, healthcare providers and accounts. Can discuss their placement in the treatment continuum as well as appropriate utilization and treatment guidelines
    • Proactively leverages detailed knowledge of all applicable NNI products, and relevant competitor products, and is able to position and differentiate NNI products while aligning with customer and patient needs and goals
    • Understands and effectively communicates appropriate clinical data to peers, stakeholders, influencers and customer decision makers
  • Develops and Executes Business Plans
    • Through understanding of Market Access goals and customer perspectives, supports build of a holistic, multi-year, business plan, including contracting and engagement strategies to attain stated goals customer, identifying cross functionals gaps and needs to convey to supporting stakeholders to develop tactics, resources, and approaches
    • Continually assesses contract performance and demonstrates a strong understanding of pricing implications and downstream impact of the evolving public policy, government, regulatory landscape and other relevant trends
    • Identifies and prioritizes business opportunities based on understanding of customers and data within assigned account(s) and in alignment with market access and brand goals
    • Monitors and evaluates account(s), key markets/clients, and business plan performance based on established qualitative and quantitative measurements
  • Administrative
    • Ensures timely and compliant administrative reporting in the form of bi-monthly expense reports and CRM system usage, as specified


Physical Requirements

50-75% 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.


Novo Nordisk requires all employees, both Field and Office-based, to be fully vaccinated with a COVID-19 vaccine prior to the first date of employment. As required by applicable law, Novo Nordisk will consider requests for reasonable accommodation for those unable to be vaccinated. You will be required to upload an image of your COVID-19 vaccine card at the time of hire and/or on your first day of employment



  • A Bachelor’s Degree required
  • Master’s Degree in business-relevant field preferred
  • Previous experience as a people manager preferred
  • At least 7 years pharmaceutical/biotech/healthcare industry experience required
  • A Minimum of 2 years successful account management experience within the healthcare market; relevant Novo Nordisk experience may be substituted, where appropriate
  • Multiple channel and customer experience preferred
  • Demonstrated ability to deliver effective customer presentations


The base compensation range for this position is $135,000 to $180,000.  In addition, this position is part of the Annual Performance Incentive Plan. The role may also be eligible for a long term incentive bonus depending on level and other Company factors.

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.