Job - Health System Manager HSM - Essentia and Mayo, in Field ...

Health System Manager (HSM) - Essentia and Mayo

PURPOSE:
This strategic role optimizes the business performance of the Institutional Sales team by overcoming unique and changing market dynamics. This position will call on selected key stakeholders of all business units (including but not limited to Integrated Delivery Networks, Hospital Systems, Health Plans and Medical Groups) within targeted health systems and market specific diabetes stakeholders to strengthen external partnerships, increase access in the field, and enhance promotional impact from a top down approach. Lead strategic coordination of all aspects of Sales/Marketing activities with targeted Health Systems accounts. These activities will include but not be limited to formulary consideration for all Novo Nordisk products, as well as, to vertically integrate overall corporate and brand awareness across Health Systems. Working closely with Diabetes Sales, Managed Market Sales, MM Strategy, Brand Strategy, Marketing, Trade Account Executive, Government Affairs , and Medical teams to assist in the development of and implementation of sales objectives, tactics and pull-through programs to maximizing results.

RELATIONSHIPS:
Reports directly to HS Regional Business Director and is accountable for informing all appropriate NNI personnel of any and all activity or changes in the health systems account status, which may impact the selling efforts of the Field Sales organization. External relationships to be maintained include key personnel within the assigned health systems geography. This includes responsibility for multiple channels and customers including Integrated Delivery Networks, health plans, hospital systems, medical groups, and employers. Additionally, relationships with other industry associations, organizations, and any current co-promotion partners.

ESSENTIAL FUNCTIONS:
Business Execution
?Coordinate with Managed Markets Sales, Field Sales, Marketing, Regional/Strategic Account Executives and Strategic Business Development in health system-related contract discussions to secure access and formulary placement with key health systems
?Coordinate with Managed Markets Sales, Field Sales, Marketing, Regional/Strategic Account Executives and Strategic Business Development in health system-related contract discussions to secure access and formulary placement with key health systems
?Delivers innovative programs and solutions within local healthcare systems that establishes Novo Nordisk as the preferred diabetes care partner
?Lead, negotiate and implement innovative ideas to support brand strategies and coordinate pull-through activities to support access opportunities and challenges
?Maintain relationships with C-Suite executives and departmental heads (i.e. CEO, CFO, Dir of Quality) to build organizational partnerships in order to enhance patient care
?Understand the needs of the different C-Suite executives, to tailor approach and value proposition
?Provide deeper customer knowledge and enhance awareness of Novo Nordisk brands and Ambassadorship

Program Development and Implementation
?Work with HSDBM to make any necessary upgrade to NNI?s positioning in the marketplace to achieve completive advantage and added customer value.
?Coordinate, implement and follow-through on all account contracts, agreements or NNI promotions and incentives.
?Develop marketing and healthcare related programs that mutually benefit both organization's goals and objectives
?Evaluate the potential return of each account by therapeutic area.
?Facilitate as appropriate other field force customer engagement as needed including MM Strategy, HSDBMs, Medical, Trade and Institutions.
?Gain a full understanding of all NNI products and product lines.
?Identify and anticipate potential trends, changes to market conditions and areas of opportunity and incorporate into the annual business plan.
?Lead cross-functional teams to evaluate competitive activity, identify key opportunities, and develop specific market objectives and tactics that optimize business performance.
?Maintain open lines of communication with Sales Management Teams and brands teams by providing them with timely and actionable information relating to key strategic customers acquired and the business environment.
?Maximize business opportunities with brand management teams to develop and enhance segment strategies and strategic customer programs to improve quality of healthcare.
?Notify field sales management of any/all health systems programs or initiatives that could directly or indirectly effect or influence field sales activity.
?Develop marketing and healthcare related programs that position NNI products in a favorable formulary position within the target Health System account.
?Work with manager and appropriate NNI parties to manage price increases at the account level for all NNI products in accordance with company terms and conditions.

Reporting
?Ensure that productivity is captured via timely One Stop Shop reporting.
?Maintain and keep current a back-up file on all account information and communications.
?Submit timely monthly management reports and expense reports.

PHYSICAL REQUIREMENTS:
?Approximately 35% travel

KEY SUCCESS FACTORS: EDUCATION, EXPERIENCE, KNOWLEDGE AND SKILLS
Minimum of 6 years of progressive pharmaceutical/healthcare sales experience required.
Bachelor's degree required from college or university accredited by an organization recognized by the U.S. Department of Education - major in Business or Marketing preferred.
Minimum of two years previous managerial experience
Internal candidates must have at least 12 months tenure with Novo Nordisk and a minimum of 12 months in current position.
Managed Markets experience preferred.
Marketing experience a plus.
Significant record of sales accomplishments preferred.
Strong business acumen and strong entrepreneurial mindset
Strong organizational and leadership skills.
Broad knowledge of principles and methods with healthcare systems preferred.

Source: http://www.careertopjobs.com/clinical-research-job.aspx?job=464817

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