The PositionThis position represents Novo Nordisk, Inc. (NNI) to large community hospitals and other institutional settings as defined. This position has a goal of maximizing sales and positioning NNI as a leader in the hemophilia care market, within an assigned territory. The Rare Blood Institutional Account Manager (RBIAM) must achieve sales goals by successfully selling and promoting NNIs hemophilia products to key physicians, pharmacists, nurses and other health care professionals who make or are involved in purchasing, prescribing and formulary decisions. This position also evaluates and recommends the most appropriate NNI product and approved usage for the customers' needs.
RelationshipsExternally, the RBIAM maintains relationships with physicians, pharmacists, nurses and other key personnel in large community hospitals and other institutional settings as defined. As approved, the RBIAM may also assist local hemophilia sales personnel with specific initiatives focused on local community hospitals or other institutional settings within guidelines.
Internally, the RBIAM reports to the Regional Director - Rare Blood of the specific sales territory. The RBIAM also interacts on a regular basis with other field-based employees covering the same geographic areas.
Essential FunctionsACCOUNT MANAGEMENT- Achieves predetermined sales goals according to company and department requirements
- Analyzes bidding policies/contracts in order to influence formulary status
- Promotional activities with discharge planners and implementation of programs for continued use of NNIs products following discharge
- Determines which individuals have greatest impact to sales and develop customized communication techniques to create lasting business relationships
- Prudently controls company property consistent with applicable company policies and procedures and legal obligation
- Utilizes discretionary budget for maximum impact on sales
BUSINESS ACUMEN- Analyzes and establishes order of calls and routes that maximize opportunities to increase sales
- Analyzes impact of managed care in the territory and its effect on prescribing decisions, and modify sales and promotion strategies
- Communicates activity in the territory by completing monthly reports and other reports as appropriate
- Contributes to meetings, conventions, training programs, and displays
- Coordinates and implements special marketing and other programs and special projects
- Manages time and tasks to achieve maximum customer effect and sales volume
- Recommends sales and marketing strategies based on evaluation of customer needs, dynamics, trends, and competitors products or services
- Records call notes, including sufficient detail to ensure that notes will be maximally useful for sales calls in the future
- Understands market dynamics and healthcare economics (e.g., impact of health reform)
- Works with the NNI Sales/Marketing departments to most effectively take advantage of marketing materials and product information
CLINICAL UNDERSTANDING- Maintains knowledge of the most recent clinical studies to inform customers and address questions, concerns, and objections to the use of NNIs products
- Will work with C-suite, P&T committees
SELLING SKILLS- Anticipates and respond to customers objections, problems, and concerns
- Describes and markets NNIs hemophilia products, emphasizing their features, benefits, and which products are best suited for specific patient profiles or circumstances
- Evaluates the needs of customers and increase sales of NNIs products by tailoring the approach for each call on each customer
- Informs hospital faculty, attending physicians, nurse practitioners, pharmacy personnel, and other health care providers about the use of NNIs hemophilia, including the approved uses and advantages of NNIs products for their patients
- Leverages available sales and marketing resources to sell and promote NNIs products, including selecting the best resources to use on each call
- Participates in company-sponsored and/or company-approved training programs to constantly improve knowledge of NNIs products, competitive products, and sales and promotional skills
- Recognizes and counter resistance to prescribing NNIs products
- Understands and reacts to the customer environment by deciding upon appropriate messages to achieve maximum results on every sales call
Physical Requirements30-40% 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 Bachelors degree is required
- A minimum of six (6) years of direct selling experience to healthcare professionals in the pharmaceutical, biotech, medical device or healthcare industries is required
- Account management experience within the healthcare market strongly preferred
- Recent sales experience in a healthcare system, hospital or institutional setting required
- Must have the demonstrated ability to effectively communicate with senior level audiences (i.e. C-suite and P&T committees)
- Demonstrated leadership and decision-making ability
- Expert knowledge of hemophilia disease state is preferred
- An aptitude for learning and communicating technical and scientific product and disease management information required
- Ability to facilitate trust and understanding
- Intermediate computer skills required (Windows, Word, Excel and iPad platform)
- Must be a self-starter and be able to evaluate options and make decisions on your own with minimal supervision
- Prior computer experience using sales data/call reporting software preferred
