Key Account Manager (KAM) Gulf Coast

Company Name:
Novo Nordisk
Requisition ID 21820BR
Title Key Account Manager (KAM) Gulf Coast
Job Category Field Sales
Job Description Key Account Manager (KAM) Gulf Coast
The purpose of this position is to manage all aspects of sales activity within Non-Federal Institution accounts to ensure access and/or preferred status of all NNI diabetes products. Broaden overall corporate and brand awareness across institution segment. Develop and implement sales objectives, tactics and pull-through programs to maximize results. Collaborate with IDBMs to optimize contracted pricing.
This position reports to the Director, Key Accounts.
Anticipate potential trends, changes to market conditions and areas of opportunity and incorporate into the annual business plan.
Assist in the development of and execute the annual business plan. Develop appropriate project plans/timelines to ensure effective execution.
Assure NNI positioning as a Qualified Vendor with all Government entities.
Build and protect the best possible perception of value for all NNI Diabetes products.
Compare competitive positioning against current NNI product positioning. Make any necessary upgrade to NNI positioning in the marketplace to achieve a competitive advantage and added customer value.
Compile and report significant Federal and/or Other, Government activity
Coordinate and integrate full/partial field sales support for institution programs.
Coordinate contracting and sales activity for Other Government (City, State) "Covered Entities" (per OBRA 90, et al) to establish and bolster brand acceptance.
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 Institution account opportunities are captured within the annual business planning process.
Identify key players and influencers. Develop and maintain ongoing productive relationships.
Lead the organization of and participate in meetings, exhibits, conventions, and advisory groups to create sales/marketing opportunities and to establish sound relations with our customer base.
Maintain strong relationships with and appropriately utilize advocates to create business opportunities for NNI and any co-marketing partners.
Manage price increases at the account level for all NNI products in accordance with company terms and conditions.
Monitor and report Government 3rd party reimbursement policy status/change for coverage and funding.
Notify field sales management of any/all institution programs or initiatives that could directly or indirectly effect or impact field sales activity.
Possess an expert level knowledge of all NNI products and product lines. Promote and/or provide accurate information on all NNI products and product lines.
Prioritize targets within the assigned accounts.
Quantify and qualify benefits with non-targeted professional audiences in educational, research and academic environments
Research and document timely and competitive information for all competitive products within the marketplace.
Research customer's business situation and discover needs and objectives.
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.
Maintain and keep current a back-up file on all account information and communications.
Reports to the Director, Key Accounts.
Submit timely activity (EDGE) and Monthly Management Reports, quarterly planned activity and travel itinerary, expense reports and check requests.
A Bachelor's Degree required
At least 6 years pharmaceutical/biotech industry experience required
At least 4 years pharmaceutical/biotech sales experience required
Multiple channel and customer experience preferred
Past exp. with federal and non-federal institution accounts preferred.
Previous track record of positive sales results required
Previous track record of success within the managed market segment required
Sales management experience preferred
A winning attitude and passion for making a real difference in the lives of our patients ensures the right fit for you and the team at Novo Nordisk. 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 physicians and customers. Our Sales professionals ensure that the latest therapies and products reach the people who need them most, by listening to their needs and advocating for even greater enhancements
Position Location US - Field Based - Across US
City Gulf Coast
State/Provinces US - MS
Degree Required Bachelor''s Degree Required
Percent Travel 50 - 60%

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