Pharma Field Sales - Rare Blood Institutional Account Manager - Southwest

Novo Nordisk•Dallas, TX

About The Position

This position represents Novo Nordisk, Inc. (NNI) to large community hospitals and other institutional settings as defined. This position has a goal of maximizing sales and positioning NNI as a leader in the hemophilia care market, within an assigned territory. The Rare Blood Institutional Account Manager (RBIAM) must achieve sales goals by successfully selling and promoting NNIs hemophilia products to key physicians, pharmacists, nurses, and other health care professionals who make or are involved in purchasing, prescribing, and formulary decisions. This position also evaluates and recommends the most appropriate NNI product and approved usage for the customers needs.

Requirements

A Bachelors degree is required
A minimum of six (6) years of direct selling experience to healthcare professionals in the pharmaceutical, biotech, medical device or healthcare industries is required
Account management experience within the healthcare market strongly preferred
Recent sales experience in a healthcare system, hospital or institutional setting required
Must have the demonstrated ability to effectively communicate with senior level audiences (i.e. C-suite and P&T committees)
An aptitude for learning and communicating technical and scientific product and disease management information required
Ability to facilitate trust and understanding
Intermediate computer skills required (Windows, Word, Excel and iPad platform)
Must be a self-starter and be able to evaluate options and make decisions on your own with minimal supervision
Prior computer experience using sales data/call reporting software preferred

Nice To Haves

Expert knowledge of hemophilia disease state is preferred

Responsibilities

Account Management Achieves predetermined sales goals according to company and department requirements
Analyzes bidding policies/contracts in order to influence formulary status
Promotional activities with discharge planners and implementation of programs for continued use of NNIs products following discharge
Determines which individuals have greatest impact to sales and develop customized communication techniques to create lasting business relationships
Prudently controls company property consistent with applicable company policies and procedures and legal obligations
Utilizes discretionary budget for maximum impact on sales
Analyzes and establishes order of calls and routes that maximize opportunities to increase sales
Analyzes impact of managed care in the territory and its effect on prescribing decisions, and modify sales and promotion strategies
Communicates activity in the territory by completing monthly reports and other reports as appropriate
Contributes to meetings, conventions, training programs, and displays
Coordinates and implements special marketing and other programs and special projects
Effectively distributes product samples in sales territory
Manages time and tasks to achieve maximum customer effect and sales volume
Recommends sales and marketing strategies based on evaluation of customer needs, dynamics, trends, and competitors products or services
Records call notes, including sufficient detail to ensure that notes will be maximally useful for sales calls in the future
Understands market dynamics and healthcare economics (e.g., impact of health reform)
Works with the NNI Sales/Marketing departments to most effectively take advantage of marketing materials and product information
Maintains knowledge of the most recent clinical studies to inform customers and address questions, concerns, and objections to the use of NNIs products
Will work with C-suite, P&T committees
Anticipates and respond to customers objections, problems, and concerns
Describes and markets NNIs hemophilia products, emphasizing their features, benefits, and which products are best suited for specific patient profiles or circumstances
Evaluates the needs of customers and increase sales of NNIs products by tailoring the approach for each call on each customer
Informs hospital faculty, attending physicians, nurse practitioners, pharmacy personnel, and other health care providers about the use of NNIs hemophilia, including the approved uses and advantages of NNIs products for their patients
Leverages available sales and marketing resources to sell and promote NNIs products, including selecting the best resources to use on each call
Participates in company-sponsored and/or company-approved training programs to constantly improve knowledge of NNIs products, competitive products, and sales and promotional skills
Recognizes and counter resistance to prescribing NNIs products
Understands and reacts to the customer environment by deciding upon appropriate messages to achieve maximum results on every sales call