National Account Director - UHG Commercial, Emisar/Optum/UHC at Novo Nordisk

Plainsboro, NJ

About the Job

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?

The Position

Builds relationships, and differentiates Novo Nordisk products in the marketplace, with targeted payer accounts that influence patient access and care. Targets include a range of influential stakeholders and decision makers, including but not limited to: National Payers/PBMs and other Customers, as defined by the role. Account activities include, but are not limited to, formulary placement/consideration for Novo Nordisk products, driving collaboration with downstream account teams, and building long term mutually beneficial solutions and engagements with customers.

Relationships

This position reports into a Vice President or Sr. Director within the National Account Market Access Teams.

Internally, this position has the responsibility of engaging and coordinating with all appropriate NNI functions in driving access and developing solutions for the targeted customer. Key collaboration partners include the entire Market Access & Public Affairs Team, PCOR (Pricing, Contracting, Operations and Reimbursement), HEOR, Marketing, Commercial Sales, Medical Affairs, and Legal & Compliance.

External relationships include 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 associations, organizations, and patient support partners.

Essential Functions

Individual is a strong collaborator across MAPA and NNI, a self-starter who is self-led and keeps their manager up to date on progress and ensures no surprises and is seen as a subject matter expert in today’s complex healthcare landscape who is sought out by peers, customers, and others across MAPA/NNI. The individual is solutions oriented, generating innovative ideas and best practices to overcome business challenges and address inefficiencies and proactively shares ideas with extended teams to advance the organization. The individual looks beyond assigned account(s) in consideration of the impact/needs of NNI as a whole organization and considers broad healthcare landscape in shaping strategic approach
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Essential functions of this position may include combination of any of the activities described below
Drive Formulary Placement for NNI Products:
Independent lead within NNI to develop RFP response for the targeted customers, manages process and communication beginning with customer request and concluding with signed contract
Represents National Accounts team in Pre-Pricing Committee and other pricing and contracting discussions
Continually assesses contract performance and proactively provides input/insights into PCOR and S&I teams
Demonstrates a strong understanding of pricing implications and downstream impact of the evolving public policy, government, regulatory landscape and other relevant trends
Identifies and builds a broad network of key stakeholders and decision makers at all levels, including C-suite, within customer account(s) in order to develop and sustain impactful business-relevant relationships

Collaborate With Downstream Account Teams and Relevant Stakeholders:
Independently represents National Accounts Team in leading all interactions with aligned regional accounts and drives bottom-up influence for formulary decisions
Proactively develops customer relationships at regional offices and other extended entities
Provides direction and guidance to aligned regional accounts team and other relevant NNI departments for contracting and pull-through execution
Coordinates with aligned regional accounts team on ACO approach with health plan, PBM and health system customers

Evolve Customer Engagement Strategy and Approach:

Establishes and expands relationship with customers that goes beyond formulary access

Understands customer strategy and continuously looks for ways to develop mutually beneficial solutions

Assembles and coordinates in-house functions, providing cohesive strategy while developing solutions for the customer

Masters’ product and disease state knowledge:
Demonstrates a comprehensive understanding of targeted disease states and their impact on patients, institutions, payers, healthcare providers and accounts. Can discuss their placement in the treatment continuum as well as appropriate utilization and treatment guidelines
Proactively leverages detailed knowledge of all applicable NNI products, and relevant competitor products, and is able to position and differentiate NNI products while aligning with customer and patient needs and goals
Understands and effectively communicates appropriate clinical data to peers, stakeholders, influencers and customer decision makers

Develops and Executes Business Plans:

Through deep understanding of Market Access goals and customer perspectives, builds a holistic, multi-year, business plan, including contracting and engagement strategies to attain stated goals customer, identifying cross functionals gaps and needs to convey to supporting stakeholders to develop tactics, resources, and approaches

Continually assesses contract performance and demonstrates a strong understanding of pricing implications and downstream impact of the evolving public policy, government, regulatory landscape and other relevant trends

Continuously identifies and prioritizes business opportunities based on understanding of customers and data within assigned account(s) and in alignment with market access and brand, goals

Monitors and evaluates account(s), key markets/clients, and business plan performance based on established qualitative and quantitative measurements

Administrative:

Ensures timely and compliant administrative reporting in the form of bi-monthly expense reports and CRM system usage, as specified

Physical Requirements

50-75% overnight travel required; Driver must maintain a valid driver’s license. Must be in good standing by not exceeding the Novo Nordisk points threshold assigned based on review of Motor Vehicle Records.

Qualifications

A Bachelor’s degree required

Master’s degree in business-relevant field preferred

Previous experience as a people manager preferred

A Minimum of 6 years successful account management experience within the healthcare market; relevant Novo Nordisk experience may be substituted, where appropriate

At least 10 years pharmaceutical/biotech industry experience required, 5 of which were in a commercial or sales-related function

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.