Regional Director - Rare Endocrine - East

About the Department

The Rare Disease organization leads all US Commercial efforts for Novo Nordisk’s Rare Disease portfolio. The Rare Disease portfolio includes medical treatments, customer solutions, and devices across multiple Therapy Areas including Rare Bleeding Disorders, Rare Endocrine Disorders, Rare Renal Disorders, and Hemoglobinopathies (Sickle Cell Disease & Beta Thalassemia), as well as new products in the pipeline.

The Rare Disease organization is responsible for leading the enterprise approach to achieving our patient care goals and financial objectives, devising and delivering transformative patient and customer experiences, addressing unmet needs across the communities we serve, and setting the industry standard for extraordinary execution. The team members collaborate and partner cross functionally with multiple functions and groups throughout the US organization, Clinical Development, Research & Early Development, other affiliates, and the Global HQ teams.

We are looking for highly motivated individuals who are strategic and bold thinkers, passionate and dedicated to driving change in Rare Disease, patient focused, strong collaborators, and inclusive leaders, as we embark on shaping our exciting future and improving the lives of more patients than ever before.

The Position

To develop and lead a regional rare endocrine sales team in the execution of sales strategies within assigned accounts to maximize sales objectives. Responsible for managing, coaching, and developing direct reports, while managing regional budgets and executing regional business plans.

Relationships

Reports to the, Rare Disease Commercial Field Lead. Manages a Regional Business Unit, and has direct supervisory responsibility for Rare Endocrine Therapy Managers (RETMs). Works closely with peers, Market Access, Marketing, home office and other allied stakeholders (e.g. Operations, Commercial Effectiveness, Medical, Legal, Compliance, Training, Government Affairs) to maximize sales objectives and to ensure the development of people. Relationships include physicians and thought leaders, key accounts, associations, specialty pharmacies and hospitals.

Essential Functions

• Drives Performance:
  • Sets clear and ambitious goals and holds self and others accountable for meeting standards of excellence. Prioritizes and balances time, actions, resources and initiatives to ensure accomplishment of critical results. Simplifies processes to maximize efficiency and effectiveness
  • Through business review presentations quarterly and monthly business insights calls, provides ongoing insight back to Commercial Field Leader and home office stakeholders on region market trends including key challenges and opportunities
  • Holds others accountable for achieving expected results
  • Plans multiple projects with clearly defined components and executes them in ways that meet defined objectives
  • Promotes the value and importance of work simplification and elimination of non-value added work
  • Ensure requirements are met for the region (# calls per day, Reach, Expense report submission etc.) and coaching field days are met for the Regional Director (# and length of field coaching visits/time)
  • Responsible for pull through of the marketing brand strategies through translation to local business plans for the region, territories and key accounts
• Coaches and Develops Others:
  • Responsible for development and coaching of self and others to accelerate performance in role. Provides timely and constructive feedback. Reinforces, recognizes and rewards positive development in others
  • Coach and develops both tenured and new sales representatives in functional and leadership skills including selling skills, key account management and product/disease state knowledge
  • Actively addresses performance issues

• Inspires and Motivates:
  • Promotes a healthy and engaging work environment. Communicates with optimism, enthusiasm and sincerity across all levels. Creates energy, excitement and personal investment in others. Creates a sense of urgency and focus even under adversity
  • Effectively communicates clear, up-to-date information on business plans and priorities
  • Conveys a sense of urgency in ways that motivate others to complete responsibilities and achieve goals
• Integrates Business and Customer Plans:
  • Translates understanding of strategies, high level business objectives and organizational market access strategies into aligned short and long term sales strategies
  • Analyzes local market data to anticipate trends, identify opportunities and contribute to the development of integrated customer strategies
  • Integrates business objectives and customer influencers to prioritize resources, inform business planning and identify growth opportunities
  • Ensures execution is aligned with and supports corporate and channel goals
  • Anticipates trends and utilizes data to develop integrated customer strategies, identification of new customers and gaps in sales coverage
  • Leverages an understanding of the evolving customer models, opportunities and potential barriers to regional market access to ensure sales tactics align with customer business models and organizational efforts
  • Captures and communicates insights regarding key business and market drivers that impact local customers including healthcare providers, pharmacies, payers and communicates insights to support short and long term organizational goals
  • Monitor and reinforce the use of any applicable systems
  • Responsible for key account management plans across the region, as well as other key accounts

• Lives The Novo Nordisk Way:
  • Implement and adhere to company policies, procedures and sales/marketing direction. Ensures team activities and tactics are fully compliant with company and industry policies and/or regulations (eg. Novo Nordisk guidelines)
• Administration:
  • Communicate Regional activity of competitive products/companies through timely submission of monthly highlight reports and/or calls as directed
  • Develop and monitor performance against regional budgets
  • Establish and oversee regional implementation, and monitor adherence to administrative policies and procedures
  • Has budget responsibility for the region and is held accountable for timely expense and budget management
  • Review and audit expense reports
  • Fully competent in understanding and adhering to all company policies to ensure manager and team are operating in a compliant manner
  • Take part in an effective sales leadership team where each leader embodies the Novo Nordisk Way and instills a winning culture within the team

• Masters The Healthcare Landscape:
  • Continuously improve the knowledge of Novo Nordisk products, competitive products, and management skills through ongoing home study and participation in company sponsored/approved training programs
• Collaborates Across Boundaries:
  • Ensure appropriate level of coordination to attain regional business plan objectives
  • Ensure cooperation and congruence of programs and initiatives with other Regional Directors and the home office
  • Oversee regional level coordination between field resources to meet needs of sales team and key accounts
  • Lead POA workshops and facilitate sessions for field and home office as assigned

Physical Requirements

50-75% overnight travel required.

Development Of People

Supervisory. Ensure that reporting personnel have individual development plans (IDP), with annual goals and measurements that are consistent with the priorities of the business, and that interim reviews are held so that their work is focused on those priorities, and they understand their level of accountability for results and the measurement process. Ensure that the IDP forms include completed learning and aspiration plans and are in place for all reporting personnel to enable the achievement of goals and capability to assume increased levels of responsibility. Manage the application and communication of all Novo Nordisk policies, procedures, and Novo Nordisk Way.

Qualifications

• A Bachelors or equivalent degree, and/or Pharm D required
• A minimum of ten (10) years of progressive pharmaceutical/healthcare sales experience required
• A minimum of two (2) years previous people management experience required.
• Four (4) years previous management experience is preferred
• Endocrinology, Specialty, or Rare Disease Sales Leadership experience preferred
• Demonstrated ability to build relationships with Thought Leaders and KOLs
• Must have a strong background in coaching and developing individuals and Teams
• Business leader who has experience of leading multiple disciplines e.g. sales, educators, account management, commercial execution
• Develops strategic plans and leverages synergies between functions and disciplines
• Experienced in at least 1-2 other commercial areas or therapeutic areas e.g. Market Access, Marketing, Learning & Development, Diabetes, Obesity, CV, NASH, CKD, Commercial Operations, Specialty, or Rare Disease preferred
• Demonstrated experience collaborating with cross-functional partners throughout the business
• Consistent and significant record of sales accomplishments

The base compensation range for this position is $181,670 to $317,920 K. Base compensation is determined based on a number of factors. This position is also eligible for a company bonus based on individual and company performance.

Novo Nordisk offers long-term incentive compensation and or company vehicles depending on the position's level or other company factors.

Employees are also eligible to participate in Company employee benefit programs including medical, dental and vision coverage; life insurance; disability insurance; 401(k) savings plan; flexible spending accounts; employee assistance program; tuition reimbursement program; and voluntary benefits such as group legal, critical illness, identity theft protection, pet insurance and auto/home insurance. The Company also offers time off pursuant to its sick time policy, flex-able vacation policy, and parental leave policy.

We commit to an inclusive recruitment process and equality of opportunity for all our job applicants.

We’re not your typical healthcare company. In a modern world of quick fixes, we focus on solutions to defeat serious chronic diseases and promote long-term health. Our unordinary mindset is at the heart of everything we do. We seek out new ideas and put people first as we push the boundaries of science, make healthcare more accessible, and treat, prevent, and even cure diseases that affect millions of lives. Because it takes an unordinary approach to drive real, lasting change in health.

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.