Market Access Channel Strategy Trade Director

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.

The team ensures 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.

The Position

The Market Access Trade Strategy Director is part of a team responsible for developing channel strategies that will ensure profitable access position for existing and future NNI products. Formulates, leads and aligns Novo Nordisk market access strategy for Trade channels. Responsible for overseeing pricing and contracting strategy, value communication, marketing, tactical execution, operations, policies and initiatives to maximize business results for all entities in Trade channels.

Trade encompasses retail chains, independent pharmacies, wholesalers, mass merchandisers, grocery, mail order, specialty distributors and specialty pharmacies. Provides centralized expertise for Trade channels to cross-functional teams. Relationships Reports to Market Access Channel Strategy Lead. Interacts frequently in collaboration with internal management and senior level representatives, including MAPA VPs and Directors. Also, interacts routinely with colleagues across Market Access and Public Affairs, including franchise teams, and internal stakeholders from PCOR, Finance, Brands, HEOR, Government Pricing, U.S. and Global Marketing Management, Account Executives, Supply Chain, and Legal.

• External relationships include interactions with key retail chains, independent pharmacies, wholesalers, mass merchandisers, grocery, mail order, specialty distributors and specialty pharmacies, as well as vendors and consultants.

Essential Functions

• Leads on development of overarching strategy for Trade channel within specialty and/or retail pharmacies, ensuring cross-functional alignment for strategic direction to achieve short-term and long-term business objectives

• Provides leadership to assure effective teamwork and transparency between Trade and other business functions, including Account Executives, Field Sales and Brand Monitors evolution of specialty pharmacies, retail pharmacy, mail, and digital dispensing models to identify opportunities and risks impacting patient access and product pull-through

• Identifies new, strategic channel partners and programs that will support our vision to innovate and meet evolving patient needs in the pharmacy channel

• Develops, executes and monitors Trade-driven programs within the channel to improve product reimbursement, awareness, pull through, and compliance

• Acts as liaison and coordinates sales and marketing-related home office communications with Trade

• Serves as a conduit for the Trade Account Executives into the home office

• Serves as internal subject matter expert on Trade channel within specialty and retail pharmacies and obesity management dynamics across the Trade ecosystem

• Leads communication and training of all relevant internal departments on Trade strategies and programs

• Understands and fully abides by all legal and compliance measures related to Trade informational and promotional materials to all customer segments

• Works with Supply Chain on key business initiatives, i.e., stocking and distribution plan for all Novo Nordisk product launches, product discontinuations, backorder situations, etc.

• Pairs with Patient Support Services and HUB teams to ensure alignment between Trade strategy, pharmacy operations, affordability programs, and patient experience initiatives

• Establishes KPIs and performance metrics to evaluate effectiveness of Trade channel strategies, partnerships, and access initiatives

• Contributes to annual brand planning and budgeting process to represent assigned channel needs across the organization

• Adheres to administrative policies and procedures and encourages others to do the same

• Leverages understanding of the competitive landscape to anticipate and pre-empt future competitor moves by supporting development of innovative strategies and tactics

• Demonstrates understanding of the customer buying process and product value proposition

Physical Requirements

• 10-20% overnight travel required.

Qualifications

• A Bachelor's Degree in Business or equivalent experience. MBA, PharmD, or another advanced degree preferred.

• Relevant experience may be substituted for degree, when appropriate. A minimum of twelve (12) years of experience in any of the following areas: payer/PBM, market access strategy, channel strategy, managing channel relationships, trade strategy, specialty pharmacy, account management, value communication, or other relevant fields.

• An Advanced Degree may be substituted for 2 years of experience

• Deep understanding of the US payer and trade environment; trade market dynamics, trade marketing principles and how trade organizations make decisions across private & public channels

• Strong knowledge of US Pharmaceutical distribution, third party logistics, channel compliance, and buy side economics, distribution regulations

• Excellent relationship management skills to build and maintain positive relationships with senior leadership representatives as well as with other functions across NNI

• Leadership skills with the ability to develop and communicate a vision and engage people in that vision

• Strong interpersonal, communication, analytical, and project management skills

• Ability to access and influence various functional areas and motivate groups to action without direct line management responsibility

• Ability to lead large cross-functional project team without direct authority

Pay

The base compensation range for this position is $187,000 to $327,000. Base compensation is determined based on a number of factors. This position is also eligible for a company bonus based on individual and company performance.

Benefits

• Employees are also eligible to participate in Company employee benefit programs including medical, dental and vision coverage; life insurance; disability insurance; 401(k) savings plan; flexible spending accounts; employee assistance program; tuition reimbursement program; and voluntary benefits such as group legal, critical illness, identity theft protection, pet insurance and auto/home insurance.