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 life-changing 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. Are you ready to realize your potential?
This territory covers New Jersey and Philadelphia PA.
The Position
Builds 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. Account activities include, but are not limited to, formulary placement/consideration for Novo Nordisk products, integrating overall Novo Nordisk Inc., (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.
Essential Functions

• 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
  • Coordinates, 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

Physical Requirements
50-75% overnight travel required.
Qualifications

• A bachelor's degree required
• Master's 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

We commit to an inclusive recruitment process and equality of opportunity for all our job applicants.
At Novo Nordisk we recognize that it is no longer good enough to aspire to be the best company in the world. We need to aspire to be the best company for the world and we know that this is only possible with talented employees with diverse perspectives, backgrounds and cultures. We are therefore committed to creating an inclusive culture that celebrates the diversity of our employees, the patients we serve and communities we operate in. Together, we're life changing.
Novo Nordisk is an equal opportunity employer. Qualified applicants will receive consideration for employment without regard to race, ethnicity, color, religion, sex, gender identity, sexual orientation, national origin, disability, protected veteran status or any other characteristic protected by local, state or federal laws, rules or regulations.
If you are interested in applying to Novo Nordisk and need special assistance or an accommodation to apply, please call us at 1-855-411-5290. This contact is for accommodation requests only and cannot be used to inquire about the status of applications.