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BRIAN PERRELLA
CHERYL PEDOTA
Prabhdeep Singh
USA

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Endocrinology District Business Manager Arkansas Central Arkansas Job

Date: Aug 21, 2018

Location:

Company: Novo Nordisk

Purpose
To develop and lead an endocrinology sales team in the execution of sales strategies within endocrinology accounts, utilizing a patient-centric and clinical approach to selling to ensure strong relationships are cultivated and positioning Novo Nordisk as the leader in diabetes care market. Leads the team in developing Advocacy among customers around company, brand and clinical goals to support the business goals of the district and overlapping geographies. Coaches and develops direct reports to achieve sales objectives and individual development goals, while managing district budgets and executing at the district level against the regional business plan. Ensures strong ongoing communication between counterparts (mentioned below) to ensure an aligned approach with customers and consistent execution of strategies and tactical plans.


Relationships
Reports to the Endocrinology Regional Business Director. Has direct supervisory responsibility for Endocrinology Diabetes Care Specialists. Works closely with the Regional Business Director, other Endocrinology District Business Managers, Institutional District Business Managers, District Business Managers, Managed Market Sales Team, Trade, Medical, and home office personnel. Other relationships include health care professionals, key opinion leaders, key accounts, co-promotion partners, and associations.


Essential Functions
Administration: Continuously improve knowledge of Novo Nordisk products, competitive products, and management skills through ongoing home study and participation in company sponsored/approved training programs. Consistently model high knowledge and the ability to engage customers in a clinical conversation. Develop and monitor performance against district budgets. Ensure timely and accurate submission of administrative requirements. Manage district resource allocation. Monitor district adherence to administrative policies and procedures. Review and approve expense reports.

Business planning: Execute district level strategies against regional business plan. Manage district customer needs assessment. Apply assessment frameworks against accounts in district by overseeing (E
ndocrinology District Business Manager) EDCS account assessment activities. Identify key leverage points and develop customer-focused solutions together with the EDCSs that are aligned with customers’ and Novo Nordisk Inc. (NNI)’s vision. Work with the Vice President Diabetes Sales, Endocrinology Regional Business Director, Regional Business Directors, Managed Market Sales Team and appropriate home office management to feed requirements into program development (contracting, marketing programs). Manage the execution of the regional business plan in the district to achieve the fulfillment of plan objectives/requirements. This includes delivery-of-care system delineation, account targeting, needs assessment, and program implementation. Monitor performance against strategic account management objectives/directives. Monitor regional program/initiative effectiveness in the district. Oversee district account relationship development/management. Manage critical district account relationships. Oversee Endocrinology Diabetes Care Specialist (EDCS) customer relationships to ensure effective advocacy behaviors that actively move Endocrinologists along the advocacy continuum.

Coaching: Supports the development needs of direct reports and self through the development and regular follow-up of individual development plans (IDPs). Understands the unique strengths and developmental needs of individuals within the district and actively models, provides feedback and trains them to maximize their potential. Adhere to the Prescription Drug Marketing Act of 1987 and all related Novo Nordisk policies regarding the judicious use of physician samples and stock items. Ensure timely and accurate transmission of EDCS call data. Monitor and reinforce the use of the call reporting systems.

Execution of goals and objectives: Ensure appropriate level of coordination within the district to attain regional business plan objectives. Ensure call plan metrics are met for the district (CPC and CPD). Ensure cooperation and congruence of programs and initiatives with Regional Business Directors, other Endocrinology District Business Managers, District Business Managers, Institutional District Business Managers, Managed Markets Sales Team, and home office. Oversee district level coordination between field resources, intra- organization resources and interorganizational resources.

Facilitates collaboration: Collaborates closely with EDBMs, Institutional District Business Managers (IDBMs) and DBMs to ensure organizational alignment and synergy. Collaborates with EDCSs in the coordination, development and delivery of targeted education seminars for healthcare providers on subjects relevant to NNI’s products. Provides recommendations for addition/deletion to NNI speakers bureau. Communicate district activity of competitive products through proactive updates to peers and Endocrine Regional Business Director (ERBD).

Strategy: Maintains current understanding of the brand and customer strategies and the resources that support them. Facilitates understanding among their team members. Understand the scientific and clinical underpinnings of brand strategies and the implications and importance of generating advocacy and support for them.

Training: Actively supports and trains their teams to maintain and build knowledge and skills to meet the needs of customers and business


Physical Requirements
Must maintain a valid driver’s license and obey all applicable traffic laws.


Development of People
Supervisory


Qualifications
  • A Bachelor's degree required from college or university accredited by an organization recognized by the U.S.
  • Department of Education - major in Business or Marketing preferred
  • Demonstrated ability to analyze business and build strategies that reflect marketplace trends and customer needs
  • Demonstrated ability to develop strong and lasting relationships with specialty customers and key opinion leaders
  • Demonstrated leadership capabilities that positively engage individuals and teams to consistently perform at a high level
  • Mastery knowledge of the clinical management of diabetes and the range of treatment options
  • Minimum of six years of progressive pharmaceutical/healthcare sales experience required
  • Minimum of two years district management experience required
  • Two years specialty sales experience preferred
Novo Nordisk is an Equal Opportunity Employer - M/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: 57868BR
State/Provinces: Little Rock
Job Category: Sales


Nearest Major Market: Little Rock

Job Segment: Endocrinology, Medical, Office Manager, Special Medicine, District Manager, Healthcare, Administrative, Management