Prabhdeep Singh

Share this Job

Senior Director - Market Access National Accounts Job

Date: Dec 1, 2018

Location: Princeton, NJ, US

Company: Novo Nordisk

About the Department
Novo Nordisk’s Market Access and Public Affairs team engages diverse stakeholders across political and healthcare landscapes to forge solutions that drive patient access to innovative products. We strive to deliver the best possible outcomes for patients with diabetes, obesity, growth hormone deficiencies and rare bleeding disorders through mutual wins for both Novo Nordisk Inc (NNI) and our Market Access customers. Our passion for helping people live better lives and our award-winning product pipeline can only be as effective as our ability to provide life-changing information to healthcare provider, key stakeholders and policymakers. Our Market Access and Public Affairs professionals ensure that the latest therapies and products reach the people who need them most, by creating an environment where innovation and chronic disease management drive optimal health outcomes.

Lead all aspects of strategic account management with targeted national accounts. Manage a team to lead activities that will include, but not be limited to, formulary consideration for all Novo Nordisk products and to broaden overall corporate and brand awareness across the managed markets segment. Develop and assist in the implementation of pull-through programs to maximize results.

Internally, this position has the responsibility of informing all appropriate personnel of any and all activity or changes in account status, which may impact the commercial organization and other collaborative partners. Internal relationship matrix necessary for success includes: Finance, Marketing, Medical, Clinical, Sales and Legal. External relationships to be maintained include key personnel within the assigned accounts, as well as other industries, associations, and organizations.
Reports to VP of National Accounts within the Market Access and Public Affairs team and has direct supervisory responsibilities for the field account management team.

Essential Functions
  • Anticipate potential trends and incorporate into the annual business planning process.
  • Co-develop strategy and objectives for assessing customer needs.
  • Compare competitive positioning against current NNI product positioning.
  • Coordinate, implement, and follow-through on all account contracts, agreements, or NNI promotions and incentives.
  • Customize business plans based on Commercial, Medicaid and Medicare demographics, legislation, and trends.
  • Deliver effective and compelling presentations to key NNI decision makers and expand breadth in account.
  • Develop and implement strategies that impact and address the reimbursement of products.
  • Develop and manage account targeting strategy and objectives as well as the execution of brand value propositions.
  • Develop and monitor performance against budget while maximizing ROI.
  • Establish, oversee implementation, and monitor adherence to administrative policies and procedures
  • Evaluate appropriate use of resources to ensure attainment of strategic account and NNI profitability goals.
  • Give timely and constructive feedback after account calls and guidance to NAM’s on their performance.
  • Manage and monitor P&L status of each account. Regularly monitor and submit quarterly written account status reports. Compare actual vs. projected performance. Lead the account team in performing regular business reviews with accounts to ensure contract performance.
  • Notify leadership of any/all account programs or initiatives that could directly or indirectly effect or impact field sales activity.
  • Perform other market access projects and analytics as required.
  • Possess strong business acumen and expert level knowledge of all NNI products.
  • Responsible for leading the Offer Development and Negotiation process, including coaching and support for NAMs.
  • Serve as advisor and source of field input for Market Access leadership as well as key home office cross functional collaboration.
  • Serve as role model and mentor to peers and other directors with respect to team development, coaching, management of business opportunities and other core responsibilities
  • Strong executive presence. Owner of account relationship development with a focus on high-level relationships resulting in positive business impact, especially with the c-suite.

Physical Requirements
50-75% overnight travel required.
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.

  • A Bachelor’s degree required; MBA preferred.
  • A minimum of 12 years’ progressive pharmaceutical / biotech / healthcare industry experience required, of which at least 5 years consisted of working within managed markets.
  • A minimum of 7 years’ previous management experience required. 2 years of previous director level experience is required. Relevant Novo Nordisk experience may be substituted where appropriate.
  • Marketing, Sales leadership, and/or Home Office experience preferred.
  • Multiple channel and customer experience preferred.
  • Significant record of performance and results in account management as well as demonstration of the NNI Leadership Competencies.

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: 59086BR
State/Provinces: Princeton
Job Category: Market Access

Nearest Major Market: New Jersey

Job Segment: Biotech, Medical, Manager, Special Medicine, Pharmaceutical Sales, Science, Healthcare, Management, Sales