Prabhdeep Singh

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Health System Account Manager - Texas Job

Date: Aug 13, 2019

Location: Dallas, TX, US

Company: Novo Nordisk

About the Department
The Commercial team leads all sales and marketing efforts for Novo Nordisk Inc (NNI’s) robust portfolio, which includes insulins, analogues, GLP1s, devices, Oral Anti Diabetics (OAD), obesity medications, biopharmaceuticals and new products in the pipeline. As part of the team, you will have frontline exposure to our brand and marketing vision, business strategies, launch and lifecycle plans, and critical market insights that drive our business forward. At Novo Nordisk, we are the world leader in diabetes care and a major player in hemostasis management, growth hormone therapy and hormone replacement therapy. We use our skills, dedication and ambition to help people with diabetes, and we’re 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
The Health System Account Manager (HSAM) is responsible for optimizing the business performance of Non-Contracting Health Systems by overcoming unique and changing market dynamics while generating demand for the Novo Nordisk portfolio of products in assigned Health Systems (HS). This role focuses on identifying business opportunities, removing system prescription restrictions and/or securing favorable formulary access. They accomplish this by cultivating relationships in the C/D suite and coordinating account priorities, needs and opportunities with local field leadership and cross-functional partners across Novo Nordisk. The HSAM also serves as the primary liaison with Market Access, engaging with their colleagues on all potential value-based payment arrangements that may change system and provider behavior. The HSAM also encourages protocol development and increases utilization of Electronic Health Record (HER) capabilities to drive NNI portfolio uptake and improve patient outcomes.

The HSAM reports to the Area Health Systems Director, and serves as the primary point of contact within assigned Health Systems. They are accountable for updating all appropriate internal stakeholders of any changes in status in their assigned Systems. External relationships to be maintained include key personnel within assigned Health Systems and other related stakeholders that influence uptake in the marketplace. Internal relationships include all members of their respective Key Account Management Team, including HS District Business Managers (DBMs), HS Diabetes Care Specialists (DCSs), HS Educator Managers and HS Educators, as well as other Commercial, Marketing and Market Access colleagues.

Essential Functions
  • Coordinate efforts, opportunities and priorities with Key Account Team (HS DBMs, HS DCSs, HS Educator Managers and HS Educators) as well as other Commercial, Marketing and Market Access colleagues, and any other relevant internal stakeholders to optimize access
  • Develop and maintain relationships with key Health System decision makers and influencers with targeted Health Systems, (i.e. Chief Executive Officer (CEO), Chief Financial Officer (CFO), Director of pharmacy, Director of Quality)
  • Deliver value proposition presentations to key decision makers, up to and including C-suite executives
  • Provide Account level direction to broader team to competitively differentiate NNI and portfolio
  • Provide deeper customer knowledge and enhance awareness of Novo Nordisk brands and Ambassadorship
  • Encourage Protocol development and EHR capabilities to drive NNI portfolio uptake and improve patient outcomes
  • Remove system prescribing restrictions and/or secure favorable formulary access
  • Deliver innovative programs and solutions within local healthcare systems that establishes Novo Nordisk as the preferred diabetes care partner
  • Lead and implement innovative ideas to support brand strategies and coordinate pull-through activities to support access opportunities and challenges
  • Identify and anticipate potential trends, changes to Health System conditions and areas of opportunity and incorporate into local business planning
  • Lead cross-functional teams to evaluate competitive activity, identify key opportunities, and develop specific market objectives and tactics that optimize business performance
  • Maintain open lines of communication with Sales Management Teams and Brands teams by providing them with timely and actionable information relating to key strategic customers acquired and the business environment
  • Maximize business opportunities with brand management teams to develop and enhance segment strategies and strategic customer programs to improve quality of healthcare
  • Pull through payer contracting opportunities
  • Identify value-based contracting opportunities
  • Leverage impact of payer/contract benefit design within local field execution
  • Drive NNI portfolio utilization within health system to maximize opportunities to secure and/or maintain profitable formulary access

Physical Requirements
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. 40-50% overnight travel required.

  • A Bachelor’s Degree required, Master’s Degree in business-relevant field preferred
  • 5+ years pharmaceutical/biotech industry experience required, 3 years of which were in a commercial or sales-related function
  • Previous sales management experience preferred
  • 1+ years account management experience within the healthcare market, preferred
  • Relevant Novo Nordisk experience may be substituted, where appropriate
  • Multiple channel and customer experience preferred
  • Demonstrated ability to deliver effective customer presentations

Novo Nordisk is an Equal Opportunity Employer /F/Veteran/Disability/Sexual Orientation/Gender Identity.

If you are interested in applying to Novo Nordisk and need special assistance or an accommodation to apply, please call us at 1-855-411-5290. This contact is for accommodation requests only and cannot be used to inquire about the status of applications.

Requisition ID: 60145BR
State/Provinces: Dallas
Job Category: Sales

Nearest Major Market: Dallas
Nearest Secondary Market: Fort Worth

Job Segment: Medical, Biotech, Account Manager, Special Medicine, Pharmacy, Healthcare, Science, Sales