About The Department
The Strategy & Rare Disease (STARS) organization drives the long-term strategic direction of Novo Nordisk Inc. (NNI)/North America Operations (NAO) and leads all US commercial efforts for Novo Nordisk’s Rare Disease portfolio. The mandate of STARS is to facilitate the development and to coordinate the execution of the long-term strategy, defining a sustainable business model in US beyond a 5-year time horizon. This department serves as the insiders of the US market when informing and help shaping upstream decisions around future investments and assets. The Rare Disease portfolio includes products in the hemophilia and growth disorders therapeutic areas, new products in the pipeline, and products acquired through business development efforts in existing and new areas. The STARS team collaborates and partners with groups across NAO, Research & Early Development, Development, innovation hubs across NN, other affiliates, and global. We’re looking for individuals who are enterprise thinkers, inclusive leaders, and strong collaborators, as we embark on shaping our future.
The Position
Represents Novo Nordisk, Inc. (NNI) to targeted accounts and academic and community thought-leaders in an assigned territory. The Rare Renal Clinical Account Manager will be principally responsible for driving disease awareness, overall market development and brand awareness with the goal of finding evaluators and treaters of ultra-rare renal disease (PH1), enabling diagnosis and disease awareness for all types of healthcare practitioners, establishing the value proposition of rare renal drug in a compliant manner, maximizing sales and establishing NNI as a leader in the rare renal marketplace. The Rare Renal Clinical Account Manager (RRCAM) will be responsible for achieving sales targets and other business objectives by utilizing approved marketing and sales strategies, while also partnering and collaborating closely with internal and external stakeholders to effectively manage all aspects of their geographical business. The RRCAM will also develop and execute strategically targeted, account-specific business plans that reflect an in-depth understanding of local, regional and national market forces that impact product sales.
Relationships
Externally, the Rare Renal Clinical Account Manager is responsible for developing and maintaining relationships with physicians, nurses, and other health care personnel as relevant for the commercialization of rare renal medications in Novo Nordisk. The role reports to the Regional Business Director for Rare Renal and interacts internally with other representatives, medical liaisons, and other NNI departments.
Essential Functions
- Actively contribute to the company’s overall sales goals:
- Communicate territory activity by submitting relevant reports in a timely fashion
- Participate in and contribute to marketing and sales meetings, training programs, displays, and conventions as appropriate
- Partner with the NNI Sales/Marketing Departments to acquire relevant materials to detail with and distribute approved sales materials and product information for maximum effect
- Recommend solutions for sales and marketing based on evaluation and comprehension of data, dynamics, trends, customer needs, and competitor's products or services
- Record notes of calls, including key issues and concerns addressed, sales aids used, and any other information that will be useful for future sales calls
- Efficiently manage time and prioritize tasks and available resources to accomplish optimum territory sales with limited supervision:
- Adhere to minimum normal working hours in the designated territory
- Understand how to work and prioritize business activities in a large territory utilizing both in-person and digital meetings
- Drive patient identification through appropriate HCP driven strategies and market development
- Increase brand awareness through building and executing a territory strategy/account plan
- Continuously assess opportunities within markets and accounts
- Attend and participate in sales meetings, training programs, conventions and displays as directed by management which may require work/travel on weekends, in addition to normal working hours. Provide input into the design and content of regional meetings/conventions; make presentations as necessary
- Develop and implement strategically targeted, account-specific business plans that reflect an in-depth understanding of local, regional, and national market forces that impact product sales
- Effectively prioritize and manage time, activities, and resources in order to optimize access to academic and community HCPs
- Build and maintain relationships with HCPs and office staff by maximizing their time through planning, leveraging insights, and conducting post-call analysis refining tactics based on opportunities
- Collaborate with stakeholders across all commercial departments including; marketing, patient services, field reimbursement, market access and others
- Execute speaker programs, local sponsorships, displays and exhibits, both in and out of office across multiple account types: academic institutions, physician offices, and alternate site locations
- Routinely report territory-level market dynamics and trends, including prescriber opinion and competitive activity to RBD as required
- Offer competitive intelligence gained through interactions to help shape brand strategy
- Provide Marketing Team with innovative programming ideas and content recommendations
- Support the RBD and marketing team in managing execution of executive leadership engagement activities
- Leverage advocacy in support of business needs (e.g. speakers, institutional formularies/protocols, etc.)
- Collaborate with the RBD to contribute to the cultivation of thought leaders in academic and clinical medicine at local, regional, and national levels
- Collaborate with cross-functional partners to cultivate relationships with key local/regional associations/groups/institutions, and patient advocacy organizations
- Exercise careful control over company property consistent with NNI policies and procedures, as well as the Company’s legal obligations
- Manage discretionary budget while adhering to company guidelines for maximum sales impact
- Work independently and creatively, take initiative, and run the business with limited supervision
- Mastery of product knowledge and consultative sales and promotion techniques:
- Anticipate potential trends and changes in market conditions to identify broader areas of opportunity for the Company
- Participate in company-sponsored and/or company-approved training programs to continuously improve sales and promotional skills, knowledge of disease state and currently promoted products relevant to Rare Renal, and competitive products
- Understand the most recent approved clinical studies to educate customers as well as anticipate and (where appropriate) address customers' questions, concerns, and objections
- Seek out, develop, expand, and leverage relationships with individuals who make or influence purchasing/diagnostic/prescribing decisions:
- Collaborate with key accounts and physicians to build individual account plans to drive patient identification through market development and physician education; achieve sales goals, and maintain relationships in order to maximize sales results
- Effectively and efficiently call on key opinion leaders and develop early adopters
- Leverage understanding of impact of managed care in the territory and how it affects prescribing decisions. Finetune marketing and sales strategies appropriately
- Use personalized communication techniques to build, maintain, and strengthen effective business relationships with physicians and other key decision-makers
- Sell and promote NNIs rare renal assets/portfolio with a focus on customers who make or are involved in diagnosing, purchasing and prescribing decisions:
- Achieve or exceed assigned sales objectives through effective utilization of all available approved resources, strategies and tactics
- Assess each customer's needs and increase sales by effective execution and implementation of the approved brand and sales strategy for each customer
- Coordinate and implement educational activities, programs, and special projects to achieve maximum marketing impact
- Examine and respond appropriately to the customer environment
- Determine and deliver appropriate on-label messages to achieve maximum results for each sales call
- Market and educate about the key features of NNIs rare renal products
- Obtain maximum commitment from customers on every call
- Probe for, anticipate and respond to (where appropriate) customers' questions, objections, problems, and concerns
- Use all available approved resources to their fullest effect to appropriately promote and sell our Rare Renal products and services
- Evaluate each particular situation and select the appropriate approved resources for maximum impact
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.
Qualifications
- A Bachelor’s degree required
- A minimum of six (6) years of pharmaceutical/healthcare sales experience required from either biotech, specialty pharmaceuticals, medical devices, Hospital, and/or Institutional sales settings
- Knowledge of the renal or rare disease market preferred
- Relevant experience from launching and selling pharmaceutical assets in the ultra-rare disease space is preferred, ideally within Rare Renal and Urology
- An aptitude for learning and communicating technical and scientific product and disease management information required
- Exhibits strong selling skills - understands customer needs and positions Novo Nordisk products & services appropriately.
- Demonstrated leadership and Decision-making ability are required.
- Intermediate computer skills required (Windows, Word, Excel).
- Must be a self-starter and be able to evaluate options, make decisions, and operate business activities with minimal supervision.
- Prior computer experience using sales data/call reporting software preferred.
This Position Is Part Of a Job Family. Title And Level Within The Job Family Are Evaluated Based On a Number Of Factors, Such As Years Of Experience, Scope Of Work, Proficiency, And Business Need. Candidates Will Be Assessed For The Most Appropriate Title And Level Within The Job Family During The Recruitment Process. The Base Range Of Pay For Each Title In This Job Family Are As Follows:
- RARE RENAL CLINICAL ACCOUNT MANAGER - $98,820 - $172,940
- SR RARE RENAL CLINICAL ACCOUNT MANAGER - $121,050 - $211,840
- EXECUTIVE RARE RENAL CLINICAL ACCOUNT MANAGER - $121,050 - $211,840
In addition, this position is eligible for a company bonus based on individual and company performance.
Novo Nordisk offers long-term incentive compensation and or company vehicles depending on the position's level or other company factors.
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 sick time policy, flexible vacation policy, and parental leave policy.
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.
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