Rare Renal Clinical Account Manager - North Central

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Job description

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 the development of 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 HCP

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

Effectively manage and prioritize time to ensure maximum customer base penetration and sales volume

Evaluate, identify, and prioritize calls and routes that maximize the opportunity to call on targeted customers

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 . click apply for full job details

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