Institutional Account Manager - Northeast

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 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 information to healthcare providers, 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.

Position

Buils relationships, and differentiates Novo Nordisk products in the marketplace, with targeted accounts that influence patient access and care. Targets include a range of influential stakeholders and decision makers, including but not limited to: National Group Purchasing Organizations, National and Regional Long Term Care Pharmacy Providers, National and Regional Federal Organizations such as Veterans Affairs and associated medical centers, Department of Defense and associated medical treatment facilities, and Indian Health Services and associated regional sites as defined by the role.

Essential Functions

• Targets include a range of influential stakeholders and decision makers, including but not limited to: National Group Purchasing Organizations, National and Regional Long Term Care Pharmacy Providers, National and Regional Federal Organizations such as Veterans Affairs and associated medical centers, Department of Defense and associated medical treatment facilities, and Indian Health Services and associated regional sites as defined by the role.
• Account activities include, but are not limited to, formulary placement/consideration for Novo Nordisk products, integrating overall NNI brand and corporate awareness across the customer's organizational structure.
• Relationships This position reports into a Director or Senior Director within the Area or National Market Access Teams. Internally, this position has the responsibility of informing all appropriate NNI personnel of any access changes or updates in account status within targeted accounts, which may impact sales and marketing activities or other efforts across the organization.
• Key collaboration partners include the entire Market Access & Public Affairs Team, PCOR (Pricing, Contracting, Operations and Reimbursement), Marketing, Commercial Sales, Medical Affairs, Legal & Compliance and Human Resources.
• External relationships include responsibility for multiple channels and customers as outlined in the Purpose of this Job Description. This role also develops productive relationships and maintains contact with key account personnel, including C-suite executives and department heads. Additionally, this role maintains relationships with other local and national associations, organizations, and patient support partners.
• Masters Product and Disease State Knowledge: Demonstrates a clear and thorough understanding of targeted disease states and their impact on all stakeholders/customers, as well as the full range of treatment options available and associated clinical outcomes.
• Leverages detailed knowledge of both Novo Nordisk and competitor products to communicate effectively and appropriately with key decision makers and influencers and differentiate NNI products in alignment with customer and patient needs and goals.
• Demonstrates Business Acumen: Identifies new proactive methods, and leverages existing methods, to gather and demonstrate a thorough understanding of integrated customer accounts, customer business models, financial dynamics, marketplace developments, competitive strategies, healthcare policy and NNI strategies and processes.
• Connects and aligns national sales and marketing strategies with the Areas unique market dynamics. Continuously monitors the changing local and national healthcare environment and adjusts business plans in a timely manner.
• Covers and implements, and follows through on all relevant account contracts.
• Keeps abreast of all pricing changes and related impact to customer relationships and decision-making.
• Leverages NNI PRB approved patient-centric resources in a planful manner.
• Builds Business-Relevant Relationships: Builds and leverages a network of relationships with internal and external stakeholders in order to ensure an aligned, customer-focused approach for the execution of business plans. This includes, but is not limited to, relationships with Sales colleagues to address localized geographic needs and opportunities.
• Identifies key stakeholders who impact relevant customer accounts.
• Develops plans to gain access to, build, maintain and leverage ongoing business-relevant relationships.
• Maintains and keeps customer information current within approved NNI CRM platform(s).
• Develops and Executes Business Plans: Identifies and prioritizes business opportunities based on an understanding of customers across geography.
• Develops and adapts business plans, with limited leadership guidance, that facilitate access to the NNI portfolio.
• Engages with cross-functional teams to ensure alignment around opportunities and integrated customer account approaches.
• Follows-up with internal and external stakeholders to review product value, quality of care and account satisfaction.

Qualifications

• A Bachelors Degree required
• Masters Degree in business-relevant field preferred
• At least 7 years pharmaceutical/biotech /healthcare industry experience required
• A Minimum of 2 years successful account management or other relevant experience within the healthcare market or equivalent channel specific experience
• Federal, Long Term Care, and Hospital channel experience preferred
• Multiple channel and customer experience preferred
• Demonstrated ability to deliver effective customer presentations

Pay

• Institutional Account Manager - $120,300 to $222,600
• Senior Institutional Account Manager - $152,700 to $267,300

Benefits

• Long-term incentive compensation
• Company vehicles
• Medical, dental and vision coverage
• Life insurance
• Disability insurance
• 401(k) savings plan
• Flexible spending accounts
• Employee assistance program
• Tuition reimbursement program
• Voluntary benefits such as group legal, critical illness, identity theft protection, pet insurance and auto/home insurance