The PositionAssumes 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.
RelationshipsExternally, the CMCS I maintains relationships with physicians, physician assistants, nurse practitioners, medical assistants, pharmacists, nurses and other paramedical customers and current co-promotion partners. Internally, the CMCS I reports to the District Business Manager of the specific sales territory. The CMCS I 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, Speciality Sales, etc.) by proactively sharing appropriate knowledge and business opportunities to impact customers
- Demonstrates proficiency in implementing the Novo Nordisk Edge 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, PDBM, 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 procedures and legal requirements. Manages discretionary territory budget and marketing promotional program budget to support territory sales goals
- Demonstrates a clear and thorough understanding of the disease state(s) and its impact on customers and patients including the full range of treatment options available including a detailed knowledge of both NNI and competitor products
- Demonstrates thorough knowledge of all promoted NNI approved clinical studies and the skill to engage customers (prescribers, support staff, pharmacies) with fair balance on proper placement within the treatment continuum
- Participates in and contributes product and disease state knowledge during sales and marketing meetings, training programs, conventions and displays as appropriate
Physical RequirementsDriver 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- Bachelor's or equivalent degree, and/or Pharm D required
- Minimum one (1) year of experience working in one or more of the following areas preferred: Pharmaceutical/Healthcare, Sales, Consulting, Customer Service or Military
- Intermediate computer skills required (Windows, Word, Excel); Prior computer experience using sales data/call reporting software ideal
- Must be a self-starter and be able to evaluate options and make decisions on your own with minimal supervision
- Aptitude for leadership and decision-making ability
- Solid understanding of current therapy areas (diabetes and obesity) and Novo Nordisk's products is needed, coupled with aptitude for learning and ability to communicate technical and scientific product and disease management information
