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Pharma Field Sales - Obesity Care Specialist (OCS) - New Bern, NC Job

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Date: Jul 10, 2017

Location: New Bern, NC, US

Company: Novo Nordisk

Requisition ID 48875BR
Title Pharma Field Sales - Obesity Care Specialist (OCS) - New Bern, NC
Job Category Sales
Job Description Pharma Field Sales - Obesity Care Specialist (OCS) - New Bern, NC

Purpose

This position represents Novo Nordisk within an assigned territory. This position has a goal of cultivating strong professional relationships with healthcare providers, positioning Novo Nordisk as a leader in obesity care, understanding the local market and customer needs and positioning Novo Nordisk’s product and services to improve care of patients with obesity to maximize sales within an assigned territory. The OCS must achieve sales goals by implementing marketing and sales strategies aimed at effectively selling and promoting Novo Nordisk product(s) to physicians, pharmacists, nurses, other paramedical customers, employers and current co-promotion partners who make or are involved in purchasing and prescribing decisions. The OCS uses local knowledge, tools and resources to assess, create and maintain advocacy of customers aligned to company, brand and clinical goals. The OCS develops local strategies and executes local tactical plans (consistent with company direction) to engage healthcare providers and actively move them along the advocacy continuum.

Relationships

* Externally, the OCS maintains relationships with physicians, pharmacists, nurses, other paramedical customers, employers, and current co-promotion partners. The OCS also assists their customers with their local clinical and educational initiatives by coordinating company resources (e.g., counterparts, materials, information, initiatives, etc.) to ensure an aligned approach to benefit improved patient health.

* Internally, the OCS reports to the District Business Manager of the specific sales territory. The OCS also interacts and collaborates on a regular basis with other field-based employees covering the same geographic areas. The OCS actively shares information and plans to develop a common understanding of individual customers and overlapping market dynamics to ensure a coordinated approach.
Essential Functions

* Actively contribute to the overall sales goals of the Company and its Sales/Marketing Departments:
* Execute sales strategies based on evaluation of customer needs, dynamics, trends, and competitors’ products or services.
* Maintain required activity records/reports, including timely and accurate transmission of call data.
* Participate in relevant meetings, conventions, training programs and displays.
* Understand the scientific and clinical underpinnings of brand strategies and the implications and importance of generating advocacy and support for them.
* Partner with the Novo Nordisk Sales/Marketing Departments to maximize appropriate and effective use of selling materials and product information.

* Develop and maintain a mastery of product knowledge and consultative promotion techniques:
* Demonstrate a broad understanding of the clinical treatment of obesity and its comorbidities and complications by actively using approved resources to engage HCPs in constructive and ongoing dialogue to support improved patient health
* Educate physicians, nurses, pharmacists, and other members of patients’ primary care team on obesity and the use of NNI product(s), including the approved uses and benefits for their patients.
* Continuously promote and improve knowledge of NNI’s obesity product(s), competitive products, and sales and promotional skills through participation in company sponsored/approved training programs.
* Leverage available sales and marketing resources to expand the breadth and depth of appropriate utilization Novo Nordisk’s products, consistent with label and company policy
* Analyze and understand customers, local healthcare delivery and payment models, and the interdependencies among the various elements in the market to identify and leverage business opportunities
* Analyze impact of managed care in the territory and its effect on prescribing decisions, and modify customer engagement and sales strategies.
* Understand the most up-to-date clinical studies to educate customers and improve ability to anticipate and handle questions/concerns about NNI product(s).
* Uses understanding of practice guidelines, chronic care models, protocols, etc. to engage HCPs in clinical conversations to appreciate how they manage patients with diabetes and where they currently position NNI products and devices.

* Effectively manage and prioritize time and available resources to achieve maximum sales in the local territory:
* Analyze, determine and implement most effective distribution of product samples in territory.
* Effectively manage and prioritize time to ensure maximum customer penetration and sales volume with limited supervision.
* Evaluate, identify, and develop order of calls and routes that maximize the opportunity to call on targeted customers.
* Exercise prudent control over samples and other company property in accordance with company policies and procedures and legal requirements.
* Manage discretionary budget to support sales and additional marketing activities.

* Identify, develop, maintain, and leverage relationships with physicians, pharmacists, nurses, and other individuals who make or influence purchasing/prescribing decisions:
* Develop meaningful and productive professional relationships that demonstrate a genuine desire to help HCPs help patients with obesity
* Generate advocacy for Novo Nordisk products and services by sharing approved clinical and scientific information and insights
* Analyze and leverage understanding of the patient profiles of targeted and non-targeted physicians in the territory and how those profiles impact territory sales.
* Evaluate and determine which individuals have greatest opportunity to impact sales and use personalized communication techniques to build and maintain effective relationships with those individuals.
* Recognize opportunities to productively challenge HCPs’ clinical management of patients that respects their knowledge and experience and adds value by sharing new information and offering unique insights.
* Anticipate and respond to customers' objections, problems, and concerns.
* Arrange Interface programs and help prepare speakers (outline audience demographic, understand audience needs, share learning objectives and local challenges, provide feedback on quality of presentation) to provide quality balanced and relevant presentation that support the educational objectives and align to audience needs.
* Leverage understanding of impact of managed care in the territory and how it affects physicians’ prescribing decisions, and adjust sales and marketing strategies accordingly.

Additional Information Sell and promote Saxenda with a focus on targeted and non-targeted physicians, pharmacists, nurses, and other members of patients’ primary and specialty care team:
* Develop a customized approach for each call on each customer to assess customer needs and increase sales of Saxenda.
* Effectively utilize all available resources to sell and promote Saxenda, including determining which resources to use in any given situation.
* Explain and promote features and benefits of Saxenda.
* Impact the local retail market share through coordinating and implementing medical education activities, programs, and special projects.
* Obtain maximum commitment from customers on every call.
* Probe and listen to customers, including anticipating and responding to customers’ questions, objections, and concerns.
* Read and react to customer environment. Determine appropriate messages to achieve maximum effect on each sales call.

Physical Requirements

* Must maintain a valid driver’s license and obey all applicable traffic laws.
Qualifications

* A bachelor’s degree required from a college or university accredited by an organization recognized by the U.S. Department of Education; advanced degree preferred.
* At least 2 years of pharmaceutical sales experience required.
* Intermediate computer skills required (Windows, Word, Excel).
* 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 ideal.
* Proven leadership and decision-making ability.

Department SALES - O CAROLINAS EAST
Position Location US - Field Based - Across US
City New Bern
State/Provinces US - NC

At Novo Nordisk, we know that driving change on a global level and improving treatment outcomes for people with diabetes and other chronic diseases begins here at home. That's why we make an unmatched commitment to our employees, our families and our communities. That means outstanding rewards, industry-leading training programs, and an environment that supports you to achieve your goals at every level. It's all part of the Novo Nordisk Way. It includes our Vision and our commitment to the Triple Bottom Line principle – helping us find the right balance between compassion and competitiveness

With a career at Novo Nordisk, you’ll feel a difference right from the start. It’s a sense of inspiration and mobility that comes from a shared belief in driving positive change for people, families, and communities everywhere. Congratulations on taking your first step!

Novo Nordisk is committed to equal employment opportunity and providing reasonable accommodations to applicants with physical and/or mental disabilities. We value and encourage diversity and solicit applications from all qualified applicants without regard to race, color, gender, sex, age, religion, creed, national origin, ancestry, citizenship, marital status, physical or mental disability, medical condition, veteran status, genetic information, or any other characteristic protected by federal, state, or local law.

Novo Nordisk will not discharge or in any other manner discriminate against employees or applicants because they have inquired about, discussed, or disclosed their own pay or the pay of another employee or applicant. However, employees who have access to the compensation information of other employees or applicants as a part of their essential job functions cannot disclose the pay of other employees or applicants to individuals who do not otherwise have access to compensation information, unless the disclosure is (a) in response to a formal complaint or charge, (b) in furtherance of an investigation, proceeding, hearing, or action, including an investigation conducted by the employer, or (c) consistent with the contractor’s legal duty to furnish information.

If you are interested in applying for employment with Novo Nordisk and need special assistance or an accommodation to use our website or to apply for a position, please call the U.S. Toll Free number at 1-855-411-5290 or click on the following link to submit your request: https://www.surveymonkey.com/r/novoaccommodation. Please note we do not accept applications for employment or employment related solicitations through this site. If you are requesting special assistance, please specify your request by selecting "Yes" in Question 2 on the site. We will not be able to respond to requests unless you specify the need for special assistance or an accommodation in Question 2. Determinations on requests for reasonable accommodation are made on a case-by-case basis.


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