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Director Sales Execution - Educator Program Job

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Date: Jun 9, 2017

Location: Plainsboro, NJ, US

Company: Novo Nordisk

Requisition ID 47290BR
Title Director Sales Execution - Educator Program
Job Category Sales
Job Description
PURPOSE:
The Director Sales Execution leads and directs the business, operational effectiveness and commercial functions of the Education Program field strategy, sizing and deployment. They are responsible for conducting analysis and reporting to maximize performance and provide insights. They are also responsible for driving field force execution and efficiencies and strategic direction, including long term field structure modeling and mapping, strategic planning, maximizing field effectiveness, developing, implementing and measuring national goals and deliverables, and maximizing educational impact between marketing tactics, functions and resources.
The Director Sales Execution provides oversight and direction to project leads for field execution of marketing plans, business development, mid-year/year end reviews, field calibration, field communications, pre/POAs and field CE programs, data analytics and tactical support. They also lead the EP cross-functional field processes, projects and initiatives (across Medical, Sales, Legal, DM, FFE, HR and Training) in the development of the program.

RELATIONSHIPS:

This position reports to the Vice President of Sales Execution. The Director Sales Execution serves as a critical partner to the VP of the Education Program in executing and monitoring the field business plans. He or she partners with Marketing on execution of strategies and with Commercial Effectiveness on monitoring Area and District progress towards goals. They will also participate on, lead and serve on cross-collaboration governance teams as needed.
External relationships include a host of strategy consultants and/or other vendors. It also includes relationships with co-marketing partners.

ESSENTIAL FUNCTIONS:

BUSINESS EXECUTION:
Ensures that EP field is effectively and efficiently executing the strategic and tactical elements of the national EP Strategy and marketing plans.
Leads the development and reporting for Business Review Meeting (BRM) planning, analytics, reports and updates.
Oversees the development of 3P goals to align synergies across department functions and field deliverables.
Works closely with HR to support Spring/Fall promotions and eligibility
Works closely with Vice President and ensures collaboration within Field Planning & Process, Sales Execution, Marketing, Legal, and HR. Responsible for overseeing the implementation of home office strategic initiatives by the EP field team.
Works with Vice President to ensure field motivation and desired deliverables through innovative goal creation, execution and measurement
Works with Vice President and Field Force Effectiveness to provide strategic input to principles for national and area alignment.BUSINESS PLANNING:
Drives the development and implementation of strategic planning and insights
Oversees the effective translation and development of national strategy into field level functional business planning, and mid-cycle reviews
Oversees the implementation and execution of marketing segmentation and customer engagement strategies and direction.
Work with Vice President and Field Force Effectiveness to develop national business planning process encompassing Marketing and all field partners.
Work with Vice President to identify and develop national strategies and objectives.EP MARKETING EXECUTION:
Oversees field execution of marketing initiatives, materials, and customer relations.
Prioritizes and addresses EP field concerns/issues in relation to the Marketing plans.
Drives the development of EP meeting strategy in collaboration with EP Marketing to ensure alignment and seamless execution at department and pre-POA/POA meetings.
Develops FIELD DIR meeting/summit(s) to ensure alignment and seamless execution of business strategy
Oversees the development of pre/POA plans to ensure quality and consistency for EP.
Represent EP with POA core team members and ensures EP collaboration with Sales, Marketing, HR, Legal and CMR.Click Enter to preview the description of Essential Functions ContinuedPreview
EP TRAINING/DEVELOPMENT EXECUTION: Works closely with EP training lead and oversees the development of training plans to ensure the EP strategies are incorporated into Phase Training curriculum, and that ongoing competency related training is being implemented for both Educators and Managers
EP COMMUNICATION: Responsible for ensuring national communications are understood and executed. Supports VP of EP in all field related communication around field execution, performance and employee engagement. Works with internal COEs and external vendors to develop content..
FIELD & MARKETING LEAD: Supports EP field execution with local market initiatives and pilots at the national and local levels and drives measurement of success with FFE
FIELD ANALYTICS:
Supports HR by providing data needed to complete mid-year and year-end reviews and calibration processes and providing appropriate reports
Drives the required development of field force automation system, iCoach, and field execution reporting & analytics programs together with internal stakeholders (Field Planning & System, CE, IT…) to enable field execution. Manages consultants as needed in achieving business results. FIELD ANALYTICS: Oversees the data management systems and reporting including: OSS or Veeva, My Target List (MTL), field analytic reports, and data vendor managementFIELD OPTIMIZATION:
Analyzes marketplace changes and competitor trends to determine appropriate field scope, size and resource allocation.
Directs quantitative modeling, benchmarking and best practice analysis to aid in strategic decisions.
Leads cross-functional senior analytics teams to determine field optimization supporting existing products and future launches.FIELD COLLABORATION:
Ensures that clear Field partners’ Roles & Responsibilities are communicated to field EP. Drives the development of the “Rules of Engagement” across all field teams.FISCAL RESPONSIBILITIES:
Responsible for overall EP program field budgets (VP and Field Directors). This includes forecasting expenditures, reporting variances, and ensuring responsible spending. Directs stakeholders in Field Planning & Process to develop reports for field execution and tools in support of Forecasting cycle related processes.GENERAL:
Oversees the application and communication of all Novo Nordisk policies, procedures, and Novo Nordisk Way.PROJECT MANAGEMENT:
Oversee long-term projects as well as pilots and short-term initiatives.

QUALIFICATIONS:
A Bachelor’s degree required; MBA preferred.
At least 10 years’ related experience in pharmaceuticals within field management, analytics, product marketing, and/or sales required.
Executive presence – ability to impact and influence and interact with senior business leaders and partners.
Experience with management of outside vendors and marketing research methods preferred.
Strategic planning experience within sales and/or marketing preferred
Strong cross-functional leader and communicator preferred
Strong knowledge of Pharmaceutical Market Research Information sources. Strong strategic and business analysis skills.
Physical Requirement:
20-30% overnight travel required

Department SALES - SALES EXECUTION (1)
Position Location US - Plainsboro, NJ
City Plainsboro
State/Provinces US - NJ

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.

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