Associate Director - Federal & Institution Contracts

Facility:  Legal, Compliance and Audit

Plainsboro, NJ, US

About the Department                                                                                                                                                 

At Novo Nordisk, our Strategy, Finance, and Operations team works to provide strategic direction to the company, ensuring that everything we do is viable and built to last. Overseeing and safeguarding Novo Nordisk’s short and long-term planning, the Strategy, Finance and Operations team works closely with the business across the organization to develop strategies and business plans, monitor industry trends, and provide operating recommendations. We regulate accounting, uphold workplace safety, manage our supply chain and sampling, support technology, provide commercial insights & analytics, maintain our facilities and assure the integrity and completeness of all business transactions. At Novo Nordisk, you will have the opportunity to build a life-changing career in a global business environment. We encourage our employees to make the most of their talent. And we reward hard work and dedication with the opportunity for continuous learning and personal development. Are you ready to realize your potential?


The Position

This position is responsible for partnering with Managed Market Strategy in the development and execution of all discount purchase contracts, and leading the administration of Institutional, BioPharm, 340B and Federal contract pricing and eligibility and providing insights on contract performance trends. The Associate Director drives process improvements and innovation for Revenue Management processes and supports Contract Management in the development of contract language to ensure contracts can be operationalized in existing systems.



Reports to the Senior Director, Government Contracts & Operations (GC&O). Works closely with others within the Pricing and Contract Operations and Reimbursement team and the Managed Markets Strategy team, IT team, Diabetes Brand Marketing, BioPharm and Field Sales personnel, FP&A and Order to Cash Operations. Manages a team of Institutional and Federal Contract Specialists and Membership Associates. External relationships include professional associations, vendors, government agencies, GPOs and other customers. Responsible for managing a Manager within the Institutional and Federal Contracts department as well as six or more exempt level employees.


Essential Functions

  • Sets the vision for the department to reach best in class service levels to contract customers, building long lasting business relationships that impact and influence customers to conduct business with Novo Nordisk Inc (NNI)

  • Collaborates with Managed Markets Strategy to develop and implement contract strategies for Institutional, BioPharm, 340B, and Federal channel strategies and recommends contract pricing to the Pricing team for Diabetes and Biopharmaceuticals products based on established pricing guidelines

  • Develops and implements agreed upon discount and eligibility policies and advises management on strategic and operational issues pertinent to discount contracts. Accountable for the efficient, timely and compliant management of all discounted direct and indirect agreements following existing SOPs/Policies. Business lead for implementation/upgrade/enhancement of Model N Revenue Management module. Once implemented, works with CAB Board to manage Request for Change (RFC) process to implement any changes/enhancements. The goal is to manage through the complexity of the system to deliver recommendations for improvements in compliance, accuracy, and efficiency

  • Develops & manages the implementation of all discount and eligibility processes & procedures. Accountable for initiation of indirect and direct customer account set-up, including compliance with DQSA regulations. Lead business-planning process as it relates to Revenue Management activities. Collaborates with Government Pricing and IT to ensure accurate information flows to Model N for calculations. Develops process and procedures to validate data and ensures data validation reflects contract language and intent of agreement. Ensures FP&A is informed of significant events which may cause material changes in rebate accruals and ensures that the TriCare Rebate forecasting model is updated with annual pricing information after each annual Public Law process is completed. Ensures accurate contract performance calculations, eligibility management, and collaborates with Master Data and Chargeback Administration to resolve potential deductions, minimizing revenue leakage. Reviews all payments of fees for accuracy and quality of support documentation. Responds to verbal and written requests for contract information from field personnel, wholesalers, buying groups, and other customers. Research federal government contract issues and assures federal and government 340B pricing maintenance and contractual requirements and certifications are compliant with federal guidelines and regulations. Collaborates with NNI Legal and Government Affairs to monitor regulatory and legislative changes impacting the administration of Federal and 340B contracts, pricing and eligibility and ensures requirements are operationalized. Oversees FSS solicitation process and negotiations of other federal contracts (e.g., National Contract, BPAs, TPRs). Oversees staff generation and distribution of contract reports to field sales, home office management, authorized wholesalers, and contracted customers. Reviews and provides recommendations on contract language development to ensure it can be operationalized. Reviews and provides input on channel contract strategies to determine whether they can be operationalized using existing systems

  • Elevates the insights provided by the team leveraging customer data and contract performance to brand and Managed Markets Strategy. Establishes, oversees implementation & monitors adherence to administrative policies & procedures, including Sarbanes-Oxley controls. Facilitates audits, reviews findings & provides recommendations based on findings. Ensures that audit results are operationalized in a timely manner. Handles escalated questions or problems arising with contracts and advises staff on troubleshooting issues regarding contract performance. Implements cLEAN processes and other process improvements minimizing manual processes and gaining efficiencies

  • Oversees team and ensures Model N system is being maintained and supported. Step in as System power user when necessary and manage vendor relationship. Approves system generated workflows for Institutional, BioPharm, 340B, and Federal contract pricing

  • Oversees the development & training of staff on contract, pricing and eligibility processes & data knowledge. Provides analysis support to management and field sales personnel. Analyzes trends & provides recommendations


Physical Requirements

0-10% overnight travel required.


Development of People

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 Bachelor’s degree required. Advanced degree preferred

  • Requires 8+ years of progressively responsible related experience, with at least 2 years of pharmaceutical experience preferred

  • At least two (2) years' management experience required

  • A general understanding of the legal and regulatory process as it relates to Institutional and Federal Contracts

  • Ability to independently develop and implement programs, processes, and procedures in support of NNIs compliance initiatives

  • Ability to develop high-performing teams that accomplish organizational objectives

  • Builds and maintains trusting, collaborative relationships and partnerships with internal and external stakeholders which help accomplish key business objectives

  • Provides partnership, insight and direction to cross-functional business leaders and stakeholders regarding policies, solutions, initiatives, trends and operational challenges and opportunities

  • Facilitates cross-functional collaboration to make key business decisions and develop strategic plans

  • Excellent communication and negotiation skills required

  • Excellent Microsoft Office skills preferred

  • Knowledge and understanding of Sarbanes-Oxley controls and processes and their application to the business

  • Strong analytical, quantitative, and qualitative analysis skills required

  • Understanding of government programs and regulations associated with these programs


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.


Novo Nordisk requires all new hires to be fully vaccinated against COVID-19 prior to the first date of employment. As required by applicable law, Novo Nordisk will consider requests for reasonable accommodation.


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.