Medical Account Director - National Account

About the department: The Clinical, Medical and Regulatory (CMR) department at Novo Nordisk is one of the most diverse and collaborative groups within the organization. From healthcare provider interactions and developing and implementing regulatory strategies with the FDA to providing medical education and collecting data to support efficacy and new product development, CMR is involved. The one thing that keeps us all marching to the same beat is our patient-centered focus. At Novo Nordisk, you will help patients around the world. As their needs evolve, so does our challenge to find better and more innovative ways to improve their quality of life. We’re changing lives for a living.

About the role

Within Field Medical Affairs (FMA), this position has primary responsibility for directing clinical engagement efforts and developing/implementing medical account strategies on behalf of NNI among identified strategic and priority Managed Markets accounts. As the primary Medical Affairs point of contact to key payers, this individual provides evidence-based scientific information (proactive and reactive clinical and HEOR information) for NNI products to executive decision makers, thought leaders, and business influencers.

Accountable for the development and maintenance of strong ongoing clinical relationships with business-critical customers including C-suite individuals, Pharmacy Directors, Medical Directors, and other key clinical decision makers within both strategic and priority Managed Markets accounts.

Responsibilities

• Provides monthly reports on scientific leadership activities in region to Field Director including budget expenditures as directed.
• Records all activities within One Stop Shop (OSS) and all expenses within Concur in accordance with FMA procedures.
• Secures and maintains effective administrative management of strategic national/regional business as well as operational and educational budgets.
• Acts as a scientific resource for healthcare providers (HCPs) and other NNI employees, as required.
• Attends and presents at assigned medical and scientific meetings and symposia:
  • Ensures and maintains thorough knowledge of the latest and current issues and new data pertaining to NNI products.
  • Develops, establishes, and maintains relationships with key Managed Care Customers.
  • Conveys appropriate use of NNI products and greater utilization of its services.
  • Provides leadership with Account Executives in answering unsolicited questions from Managed Care Customers.
• Combines account management skills, business acumen, and scientific expertise to enhance value and develop collaborative relationships.
• Demonstrates confidence in managing and developing relationships over time with key customers.
• Establishes and maintains a strong network of relationships with key healthcare providers and key formulary influencers; responds to inquiries to establish and/or further the knowledge of NNI products and related topics.
• Establishes the medical account strategy/plan through the identification and cultivation of key relationships and brings forth appropriate collaboration opportunities. May provide advice and guidance to management regarding the medical account strategy/plan for the MM team.
• Gathers customer insight regarding NNI and competitors' products to help inform medical and commercial decision making.
• Maintains a thorough/advanced and detailed working knowledge of NNI, its products, current scientific research, and publications associated with same.
• Manages, prepares, and conducts ongoing product and scientific updates as needed, demonstrating an advanced level of confidence with presentation and facilitation skills, to a variety of audiences.
• Participates and presents in special Regional and National projects (e.g., team meetings, training, etc.).
• Understands and adheres to legal and regulatory guidelines of the pharmaceutical industry.
• Assists Director with planning and delivering presentations for MM POA meetings.
• Educates Managed Care Account Executives on product knowledge and understanding of technical information within the therapeutic area.
• Facilitates the development of Managed Care Symposia and education for healthcare providers on subjects relevant to NNI’s products.
• Actively supports Director in the development of MM strategic initiatives and team training needs.
• Adapts quickly and appropriately to competing demands and shifting priorities, and helps others meet new challenges effectively.
• Consistently embodies the characteristics of the NNI Leadership Competencies.
• Develops individual goals that fully align with business strategies and priorities.
• Leads and engages others to leverage opportunities for change to positively impact the working environment and the results achieved.
• Proactively shares best practices with MM and greater FMA team.
• Provides expert advice/guidance to NNI Senior Leadership in the area of Managed Markets strategy and execution, especially as they pertain to key national/priority MM accounts.
• Provides expert support, mentorship, and/or training to regional medical liaisons, internal medical affairs personnel, and the greater field medical affairs organization in the area of Managed Markets, Integrated Health Networks (IHNs), and Health Economics & Outcomes Research (HEOR), as needed.
• Serves as a mentor for new hire or more junior MM team members.
• Communicates clinical account strategies to NNI Senior Leadership Teams and Core Medical Teams.
• Develops and maintains a strong network of clinical relationships with key C-suite members, medical directors, pharmacy directors, and other clinical influencers at targeted strategic and priority MM accounts.
• Develops and presents product and advanced scientific updates for Formulary presentations.
• Directs and leads clinical engagement efforts on behalf of NNI at key strategic and priority MM accounts.
• Drives the development and implementation of MM strategy in alignment with Medical and Brand strategy.
• Manages and facilitates potential Pharmacoeconomic and Managed Care-initiated studies in the regions and refers requests for research grants from region to The Research Grants Committee or other appropriate in-house committees as directed.
• Manages internal relationships and collaborates and partners with Marketing, MM, HEOR management, and other FMA teams to develop and implement scientific strategies to optimize NNI’s products and development activities in the medical community.
• Provides advanced scientific leadership for marketed products and development projects within the MM accounts, focusing on diabetes.
• Provides advanced scientific leadership for strategic Managed Care and Health Economics consultants and MM advisory board activities.
• Works collaboratively with the Senior Management of Managed Markets, HEOR, and Medical Affairs to identify, manage, and coordinate medical support needs at key MM accounts.
• Designs, develops, and delivers advanced scientific presentations to individuals and groups of strategic importance to Novo Nordisk as requested.
• Develops and delivers advanced formulary presentations using approved material.
• Develops, maintains, and executes medical account plans for key strategic and priority Managed Markets accounts.
• Identifies, develops, and implements projects that align key clinical decision makers' interests with those of NNI.

Requirements

• A minimum of 6 years experience in a health-related system, pharmaceutical company, or managed care environment required (an advanced degree may be substituted for experience when appropriate), with at least 3 years work experience in a field medical liaison role.
• A PharmD or other Doctoral degree (e.g., MD, PhD) with advanced professional licensure (e.g., NP, RPh) required.
• A strong knowledge of clinical development/operations and working knowledge of FDA requirements required.
• A strong knowledge of health economics and demonstrated ability to conduct value-based discussions with key MM customers required.
• A thorough understanding of the formulary process across various payer channels required.
• Ability to work effectively in a cross-functional team environment required.
• Advanced, in-depth understanding of the US healthcare system, payers, reimbursement methods, and integrated health systems required.
• Demonstrated ability to consistently engage business-critical MM customers and execute against challenges of a continually changing healthcare/payer landscape required.
• Demonstrated excellence in leadership, strategic influencing, initiative ability, project management, internal and external relationship development, analytical/problem-solving skills, and written/verbal communication skills required.
• Demonstrated flexibility in technical expertise across disease areas preferred.
• Experience in account management and/or project management preferred.
• Expert technical depth in disease area and ability to develop expertise across multiple disease areas.
• Knowledge of information/technology systems preferred.
• Strong computer skills (Excel, Word, PowerPoint, etc.) preferred.
• Work experience in a Managed Markets setting preferred.
• Work experience in health economics and outcomes research preferred.

Physical Requirements

• 50-75% overnight travel required.
• Position is field-based and can be located anywhere in the United States.
• 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.

Pay

The base compensation range for this position is $235,000 to $285,000. 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. Novo Nordisk offers long-term incentive compensation and/or company vehicles depending on the position's level or other company factors.

Benefits

• 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.
• Time off pursuant to sick time policy, flexible vacation policy, and parental leave policy.