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BRIAN PERRELLA
CHERYL PEDOTA
Prabhdeep Singh
USA

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Health System Diabetes Care Specialist Las Vegas Nevada Job

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Date: Mar 27, 2018

Location: Las Vegas, NV, US

Company: Novo Nordisk

Purpose
This position represents Novo Nordisk to selected key academic centers, large community hospitals, Endocrinologists, Primary Care, Long-Term Care facilities and other stakeholders within an Integrated Delivery Network (IDN). This position has a goal of maximizing sales and positioning Novo Nordisk as a leader in the diabetes care market, within an assigned IDN. The Health System Diabetes Care Specialist (HSDCS) must achieve sales goals by successfully selling and promoting Novo Nordisk’s portfolio of diabetes products to key physicians, pharmacists, nurses, and other paramedical customers who make or are involved in purchasing, prescribing and formulary decisions. This position also evaluates and recommends the most appropriate Novo Nordisk products, services and approved usage for the customers’ needs.


Relationships
Externally, the HSDCS maintains relationships with physicians, pharmacists, nurses, and other key personnel within targeted IDN’s and community advocacy partners. The HSDCS must collaborate and communicate with all other channels of business that support or are impacted by the IDN. Internally, the HSDCS reports to the Health System District Business Manager of the specific IDN district. The HSDCS also interacts on a regular basis with other field-based and home office employees covering the neighboring geographic areas.


Essential Functions
Account Management: Analyze bidding policies/contracts in order to influence formulary status, as applicable. Analyze impact of managed care in the territory and its effect on prescribing decisions, and modify sales and promotion strategies. Build, update, and implement yearly account plans and update periodically to maximize sales results. Determine which individuals have greatest impact to sales and develop customized communication techniques to create lasting business relationships. 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). Leverage and coordinate internal resources to tailor and deliver value proposition. Recognize and counter resistance to prescribing Novo Nordisk’s products. Research, understand and tailor account plans based on stakeholders and accounts’ business practices. Routinely represent Novo Nordisk at academic institutions (i.e. in grand rounds), diabetes fellowship programs and journal clubs to impact residents and fellows. Tailor selling strategy to an institution rather than individual approach.

Business Acumen: Analyze and establish account routes that maximize opportunities to increase sales. Effectively distribute product samples in sales territory. Engage broad set of stakeholders. Exhibit strong understanding of contracts and ability to discuss economics of hospital and/or group, including quality metrics, as needed. Manage and prioritize time and resources efficiently to attain maximum results in the sales territory with limited supervision. Manage time and tasks to achieve maximum customer effect and sales volume. Prudently control company property consistent with applicable company policies and procedures and legal obligations. Utilize discretionary budget for maximum impact on sales.

Clinical Understanding: Be familiar with the disease state and patient population. Identify differentiating profiles between competing products. Inform hospital faculty, medical students, residents, interns as well as attending physicians, nurse practitioners and pharmacy personnel about the use of Novo Nordisk’s portfolio of products for care of diabetes, including the approved uses and advantages of Novo Nordisk’s products and services for their patients. Maintain knowledge of the most recent clinical studies to inform customers and address questions, concerns, and objections to the use of Novo Nordisk’s products. Maintain product knowledge and knowledge of consultative promotion techniques. Participate in company-sponsored and/or company-approved training programs to constantly improve knowledge of Novo Nordisk’s products, competitive products, and sales and promotional skills. Understand how products address clinical needs.

Selling Skills: Anticipate and respond to customers’ objections, problems, and concerns. Ask customer to commit to next actionable step on every call. Be a significant contributor to meetings, conventions, training programs, and displays. Communicate activity in the territory by completing monthly reports and other reports as appropriate. Contribute to the Company’s sales goals. Describe and market Novo Nordisk’s portfolio of diabetes products, emphasizing their features, benefits, imperatives, and which products are best suited for specific patient profiles or circumstances. Establish call continuum working with internal stakeholders regarding all relevant parties assigned to IDN. Estimate the level of investment, time, human resources, and funds needed to achieve the maximum return. Facilitate as appropriate other field force customer engagement as needed including RMA and DE. Identify, understand, and evaluate the needs of the targeted IDN and increase sales of Novo Nordisk’s products by tailoring the approach for each call on each customer to achieve maximum results. Implement and manage special marketing and other programs and special projects. Notify field sales management of any/all IDN programs or initiatives that could directly or indirectly effect or impact field sales activity. Recommend sales and marketing strategies based on evaluation of customer needs, dynamics, trends, and competitors’ products or services. Sell and promote Novo Nordisk’s portfolio of diabetes products and services with a focus on endocrinologists, primary care physicians, institutions, discharge planners and other key personnel who make or influence at the IDN’s prescribing decisions to include large scale presentations to external customers. Work with HSM/HSDBM to identify and anticipate potential trends, changes to IDN conditions and areas of opportunity and incorporate into the District business plan. Work with HSM/HSDBM to most effectively leverage marketing materials and product information to sell and promote Novo Nordisk’s products.


Physical Requirements
Must maintain a valid driver’s license and obey all applicable traffic laws. 40-50% overnight travel required.


Requisition ID: 55288BR
State/Provinces: Las Vegas
Job Category: Sales


Nearest Major Market: Las Vegas

Job Segment: Medical, Endocrinology, Special Medicine, Pharmacy, Field Sales, Healthcare, Sales

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