Pharma Field Sales - Cardiometabolic Care Specialist I - P Fort Wayne South Indiana

About the Role

The Cardiometabolic Care Sales Team is at the forefront of US sales efforts for Novo Nordisk’s robust cardiometabolic product portfolio, which includes world-class therapies for treating multi-morbid conditions such as diabetes, obesity, and the reduction of major adverse cardiovascular events. Our ambition is to advance broad cardiometabolic disease management by bringing exciting new therapies to market to improve patient outcomes. As a team member, you will connect therapies to new specialties, build cardiometabolic advocates, and apply learnings that impact local markets and the organization in a cross-collaborative way.

At Novo Nordisk, we create value by having a patient-centered approach and are committed to providing innovation to the benefit of our stakeholders. We focus on personal performance and development and have a culture centered on helping leaders create the conditions for people to be at their best.

Responsibilities

• Achieve sales goals by implementing marketing and sales strategies aimed at effectively selling and promoting Novo Nordisk's portfolio of products to HCPs and other office staff.
• Demonstrate competencies on a consistent basis with territory-level impact.
• Understand the local payer market including Medicare, Commercial and Medicaid benefit designs, Payer Coverage, Prescription Coverage Requirements, Step Therapy, Coverage Gap, Copays, and Deductibles and their impact on customer decisions.
• Understand territory customer groups and affiliations such as IPAs, Medical Groups, Health Systems, and Local Clinics to identify business opportunities and tailor approaches to customers.
• Analyze bidding policies/contracts to influence formulary status, as applicable.
• Analyze the impact of managed care in the territory and its effect on prescribing decisions, and modify sales and promotion strategies accordingly.
• Develop and utilize relationships with specialists, key hospital decision-makers, and other individuals who influence purchasing, prescribing, and/or formulary decisions.
• Research, understand, and tailor account plans based on stakeholders and accounts' business practices.
• Utilize understanding of the territory market, including current market conditions, competitive market trends, priorities, and patient needs to develop and execute territory business plans.
• Develop and implement plans to gain access, build, and maintain business-relevant relationships with customers: prescribers, support staff, pharmacies, and clinic administrators to drive business impact.
• Demonstrate professionalism and a customer-focused approach with internal and external stakeholders by actively listening, identifying, and addressing customers' and patients' needs.
• Develop and sustain internal relationships by collaborating across functions (e.g., Market Access, Specialty Sales) by proactively sharing appropriate knowledge and business opportunities.
• Demonstrate proficiency in implementing the Novo Nordisk Edge Selling Model with external customers and during company-sponsored meetings:
  • Strategic Planning - Pre-Call Planning
  • Creates Customer Engagement - Open Purposefully, Uncover Needs
  • Adapts Approach - Provide Solutions and Deliver Core Messages, Resolve Objections
  • Call to Action - Gain Commitment with Impact, Transition
• Utilize analytical tools to evaluate territory business opportunities and create territory business plans to engage customers and gain commitment to utilize NNI products for appropriate patient types.
• Proactively communicate and coordinate with relevant internal stakeholders (Pod team, PDBM, RBD, etc.) to implement plans and define roles and responsibilities to ensure accountability.
• Exercise prudent control over samples and other company property in accordance with company policies and procedures and legal requirements.
• Manage discretionary territory budget and marketing promotional program budget to support territory sales goals.
• Demonstrate a clear and thorough understanding of the disease state(s) and its impact on customers and patients, including the full range of treatment options available, with detailed knowledge of both NNI and competitor products.
• Demonstrate thorough knowledge of all promoted NNI-approved clinical studies and the skill to engage customers (prescribers, support staff, pharmacies) with fair balance on proper placement within the treatment continuum.
• Participate in and contribute product and disease state knowledge during sales and marketing meetings, training programs, conventions, and displays as appropriate.

Relationships

• Externally: Maintain relationships with physicians, physician assistants, nurse practitioners, medical assistants, pharmacists, nurses, and other paramedical customers, as well as current co-promotion partners.
• Internally: Report to the District Business Manager of the specific sales territory and interact and collaborate regularly with other field-based employees covering the same geographic areas, particularly the territory partner.

Requirements

• Bachelor’s or equivalent degree, and/or Pharm D required.
• Minimum one (1) year of experience working in one or more of the following areas preferred: Pharmaceutical/Healthcare, Sales, Consulting, Customer Service, or Military.
• Intermediate computer skills required (Windows, Word, Excel); prior computer experience using sales data/call reporting software ideal.
• Must be a self-starter and able to evaluate options and make decisions with minimal supervision.
• Aptitude for leadership and decision-making ability.
• Solid understanding of current therapy areas (diabetes and obesity) and Novo Nordisk’s products, coupled with aptitude for learning and ability to communicate technical and scientific product and disease management information.
• Must maintain a valid driver’s license and be in good standing by not exceeding the Novo Nordisk points threshold assigned based on review of Motor Vehicle Records.