Pharma Field Sales

2 weeks ago

Madison, United States Novo Nordisk Full time

**About the Department**

The Diabetes Sales Team leads the US sales efforts for Novo Nordisk’s robust cardiometabolic product portfolio, which includes world class therapies for the treatment of diabetes, obesity, and the reduction of adverse cardiovascular events. As part of the team, you will have frontline exposure to our portfolio vision, business strategies, and critical market insights that drive our business forward. You will drive the NNI portfolio strategy in tandem with our marketing team, and balance performance with compassion to ensure that the latest therapies and products reach the people who need them most.

At Novo Nordisk, we are the world leader in diabetes care and a major player in defeating other serious chronic conditions such as obesity, growth hormone-related disorders and rare bleeding disorders. We use our skills, dedication and ambition to help people with diabetes and other chronic or rare diseases. We are looking for individuals who want to do the same. In exchange, we offer the chance to be part of a truly global workplace, where passion and engagement are met with opportunities for professional and personal development. Are you ready to realize your potential?

**The Position**

Assumes responsibility for achieving sales goals by implementing marketing and sales strategies aimed at effectively selling and promoting Novo Nordisk's portfolio of products to HCPs and other office staff.

**Relationships**

Externally, the DCS maintains relationships with physicians, physician assistants, nurse practitioners, medical assistants, pharmacists, nurses and other paramedical customers and current co-promotion partners.

Internally, the DCS reports to the District Business Manager of the specific sales territory. The DCS also interacts and collaborates on a regular basis with other field-based employees covering the same geographic areas, particularly the territory partner.

**Essential Functions**
- Demonstrates competencies on a consistent basis with territory level impact
- Demonstrates understanding of the local payer market including Medicare, Commercial and Medicaid benefit designs, Payer Coverage, Prescription Coverage Requirements, Step Therapy, Coverage Gap, Copays, and Deductibles and the impact on customer decisions
- Demonstrates understanding of territory customer groups and affiliations such as IPAs, Medical Groups, Health Systems, and Local Clinics and uses this to identify business opportunities and tailor approach to customers
- Analyze bidding policies/contracts in order to influence formulary status, as applicable
- May analyze impact of managed care in the territory and its effect on prescribing decisions, and modify sales and promotion strategies
- May develop and utilize relationships with specialists, key hospital decision-makers, and other individuals who make or influence the purchasing, prescribing, and/or formulary decisions (and others within the influence map)
- Researches, understands and tailors account plans based on stakeholders and accounts business practices
- Utilizes understanding of the territory market including current market conditions, competitive market trends, priorities, and patient needs to develop and execute territory business plans
- Develops and implements plans to gain access to build and maintain business-relevant relationships with customers: prescribers, support staff, pharmacies, and clinic administrators to gain access and drive business impact by collaborating around the clinical management of patients and offering NNI-approved solutions
- Demonstrates professionalism and a customer-focused approach with internal and external stakeholders by actively listening, identifying and addressing customers and patients’ needs, and keeping commitments
- Develops and sustains internal relationships by collaborating across functions (e.g. Market access, Educators, etc.) by proactively sharing appropriate knowledge and business opportunities to impact customers
- Demonstrates proficiency in implementing the Novo Nordisk Way selling model with external customers and during company sponsored meetings:

- Strategic Planning
- Pre-Call Planning
- Creates Customer Engagement-Open Purposefully, Uncover Needs
- Adapts Approach-Provide Solutions and Deliver Core Messages, Resolve Objections
- Call to Action-Gain Commitment with Impact, Transition
- Utilizes analytical tools to evaluate territory business opportunities and create territory business plans to engage customers and gain commitment to utilize NNI products for appropriate patient types utilizing payer opportunities, brand/sales strategies and objectives in order to meet territory sales goals
- Proactively communicates and coordinates with relevant internal stakeholders (Pod team, DBM, RBD, etc.) to implement plans and define roles and responsibilities to ensure accountability
- Exercises prudent control over samples and other company property in accordance with company policies and proc

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