National Accounts Manager Express Scripts HQ Job:
Novo Nordisk

Novo Nordisk
Princeton New Jersey
Requisition ID 54348BR
Title National Accounts Manager Express Scripts HQ
Job Category Market Access
Job Description

Manage all aspects of sales activity/marketing activity within accounts to ensure access and/or preferred status of Novo Nordisk portfolio. Broaden overall corporate and brand awareness across segment. Develop and implement business plans, sales objectives, tactics and pull-through programs to maximize results. For institutional-focused roles collaborate with IDBMs to optimize contracted pricing. Work closely with Regional Account Executives to maximize local opportunities derived from national accounts. Work closely with internal stakeholders (including, but not limited to, pricing, contracting, rebate operations, brand Market Access leads, Managed Market Strategy). Collaboration with key partners such as Medical, Trade and Biopharm on account issues.

This position reports to a Director or Senior Director in the Market Access National Accounts Team. Internally, this position has the responsibility of informing all appropriate Novo Nordisk Inc (NNI) personnel of any and all activity or changes in the assigned account’s status, which may impact the selling efforts of the Field Sales organization. Internal relationship matrix necessary for success include: finance, marketing, field medical, patient marketing, provider e-marketing, diabetes and obesity education field sales execution, commercial effectiveness, and legal. External relationships to be maintained include key personnel within the assigned accounts as well as other industries, associations, coalitions, and organizations.

Essential Functions
Customer Relations: Identify, develop relationships with, and appropriately utilize advocates to create business opportunities for NNI and any co-marketing partners. Participate in meetings, exhibits, conventions, and advisory groups to create sales/marketing opportunities and to establish relations with our customer base. Serve as a liaison to associations and customer groups to identify, initiate, and coordinate support programs and to enhance the professional ties between Novo Nordisk and these groups.

External and Internal Customers: Anticipate potential trends, changes to market conditions and areas of opportunity and incorporate into business plans and activities with accounts. Compare competitive positioning against current NNI product positioning. Make any necessary upgrade to NNI’s positioning in the marketplace to achieve a competitive advantage and added customer value. Coordinate, implement and follow-through on all account contracts, agreements or NNI promotions and incentives. Deliver effective and compelling presentations to key decision makers. Anticipate and address potential objections. Ensure follow-up to close the sale and ask for a commitment for “access”. Deliver effective presentations to key NNI decision makers. Anticipate and address potential issues and concerns in order to obtain the necessary resources. Ensure that national account brand opportunities are clearly defined in the annual business planning process. Identify key players and influencers. Develop and maintain ongoing productive relationships. Influence and guide Regional AE’s in rolling out National projects and initiatives to maximize pull through efforts. Manage and monitor sales performance and any other KPIs of each account. Regularly monitor and submit quarterly written account status reports. Compare actual vs. projected performance. Ensure notification of field sales management of any/all account programs or initiatives that could directly or indirectly effect or impact field sales activity. Research and document timely and competitive information for all competitive products within the marketplace. Research customer’s business situation and discover needs and objectives. Understand, promote and/or provide accurate information on all NNI products and product lines.

Reporting: Maintain current data inputs into the appropriate reporting systems (i.e. OSS, Medix, etc.) as it relates to activities and customer data. Maintain and keep current a back-up file on all account information and communications. Maintain and review semi-annually an Individual Development Plan to include performance measures as well as development goals. Submit timely management reports that include significant events within your customer base.

Physical Requirements
Approximately 50% overnight travel required.


* At least 8 years pharmaceutical/biotech industry experience required
* At least 3 years key account management experience within the healthcare market required
* Previous track record of successful contract negotiations required
* Past exp. with federal and non-federal institution accounts preferred
* A Bachelor’s Degree required; MBA preferred
* Multiple channel and customer experience preferred
* Previous track record of success within the managed markets segment
* Sales management experience preferred

Novo Nordisk is an Equal Opportunity Employer - M/F/Veteran/Disability/Sexual Orientation/Gender Identity.

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.

Department MAPA - NA - ESI / ANTHEM
Position Location US - Field Based - Across US
City Princeton
State/Provinces US - NJ
Job/Position Country US

At Novo Nordisk, we know that driving change on a global level and improving treatment outcomes for people with diabetes and other chronic diseases begins here at home. That's why we make an unmatched commitment to our employees, our families and our communities. That means outstanding rewards, industry-leading training programs, and an environment that supports you to achieve your goals at every level. It's all part of the Novo Nordisk Way. It includes our Vision and our commitment to the Triple Bottom Line principle – helping us find the right balance between compassion and competitiveness

With a career at Novo Nordisk, you’ll feel a difference right from the start. It’s a sense of inspiration and mobility that comes from a shared belief in driving positive change for people, families, and communities everywhere. Congratulations on taking your first step!

Novo Nordisk is committed to equal employment opportunity and providing reasonable accommodations to applicants with physical and/or mental disabilities. We value and encourage diversity and solicit applications from all qualified applicants without regard to race, color, gender, sex, age, religion, creed, national origin, ancestry, citizenship, marital status, physical or mental disability, medical condition, veteran status, genetic information, or any other characteristic protected by federal, state, or local law.

Novo Nordisk will not discharge or in any other manner discriminate against employees or applicants because they have inquired about, discussed, or disclosed their own pay or the pay of another employee or applicant. However, employees who have access to the compensation information of other employees or applicants as a part of their essential job functions cannot disclose the pay of other employees or applicants to individuals who do not otherwise have access to compensation information, unless the disclosure is (a) in response to a formal complaint or charge, (b) in furtherance of an investigation, proceeding, hearing, or action, including an investigation conducted by the employer, or (c) consistent with the contractor’s legal duty to furnish information.

If you are interested in applying for employment with Novo Nordisk and need special assistance or an accommodation to use our website or to apply for a position, please call the U.S. Toll Free number at 1-855-411-5290 or click on the following link to submit your request: Please note we do not accept applications for employment or employment related solicitations through this site. If you are requesting special assistance, please specify your request by selecting "Yes" in Question 2 on the site. We will not be able to respond to requests unless you specify the need for special assistance or an accommodation in Question 2. Determinations on requests for reasonable accommodation are made on a case-by-case basis.

Basic Qualifications