Requisition ID 9105BRTitle Pharma
Field Sales - Diabetes Care Specialist (DCS) - Charleston S,
SCJob Category SalesJob Description
Pharma Field Sales - Diabetes Care Specialist (DCS) -
Charleston S, SCThis position
represents Novo Nordisk within an assigned territory with the
goal of maximizing sales and positioning Novo Nordisk as the
leading company in diabetes care. The DCS must assume
responsibility for achieving sales goals by implementing
marketing and sales strategies aimed at effectively selling
and promoting Novo Nordisk’s portfolio of diabetes products
to physicians, pharmacists, nurses, and other paramedical
customers and current co-promotion partners who make or are
involved in purchasing and prescribing decisions. This
position also determines and recommends the most appropriate
Novo Nordisk product and approved usage for the needs of the
customers.RELATIONSHIPS:Internally,
the DCS reports to the District Business Manager of the
specific sales territory. The DCS also interacts and
collaborates on a regular basis with other field-based
employees covering the same geographic areas, particularly
the territory partner.Externally, the
DCS maintains relationships with physicians, pharmacists,
nurses and other paramedical customers and current
co-promotion partners.ESSENTIAL
FUNCTIONS:Sell and promote Novo
Nordisk’s portfolio of diabetes products with a focus on
targeted and non-targeted primary care physicians,
pharmacists, nurses, and other members of patients’ primary
care team:•Develop a customized approach for each
call on each customer to assess customer needs and increase
sales of Novo Nordisk’s products.•Effectively
utilize all available resources to sell and promote Novo
Nordisk’s products, including determining which resources to
use in any given situation.•Explain and promote
features and benefits of Novo Nordisk’s portfolio of
products, with an emphasis on which products are best suited
for particular patient profiles or
circumstances.•Read and react to customer
environment. Determine appropriate messages to achieve
maximum effect on each sales call.•Probe and
listen to customers, including anticipating and responding to
customers’ questions, objections, and
concerns.•Impact the local retail market share
through coordinating and implementing medical education
activities, programs, and special projects.•Obtain
maximum commitment from customers on every
call.Identify, develop, maintain, and leverage
relationships with physicians, pharmacists, nurses, and other
individuals who make or influence purchasing/prescribing
decisions:•Evaluate and determine which
individuals have greatest opportunity to impact sales and use
personalized communication techniques to build and maintain
effective relationships with those
individuals.•Analyze and leverage understanding of
the patient profiles of targeted and non-targeted physicians
in the territory and how those profiles impact territory
sales.•Leverage understanding of impact of managed
care in the territory and how it affects physicians’
prescribing decisions, and adjust sales and marketing
strategies accordingly.•Identify and respond to
obstacles to use of Novo Nordisk’s
products.Develop and maintain a mastery of product
knowledge and consultative promotion
techniques:•Educate physicians, nurses,
pharmacists, and other members of patients’ primary care team
on diabetes and the use of Novo Nordisk’s products, including
the approved uses and benefits of Novo Nordisk’s products for
their patients.•Understand the most up-to-date
clinical studies to educate customers and improve ability to
anticipate and handle questions/concerns about Novo Nordisk’s
products.•Continuously promote and improve
knowledge of Novo Nordisk’s products, competitive products,
and sales and promotional skills through participation in
company sponsored/approved training
programs.Actively contribute to the overall sales
goals of the Company and its Sales/Marketing
Departments:•Provide recommendations towards sales
and marketing solutions based on understanding and evaluation
of trends, dynamics, customer needs, and competitors’
products or services.•Partner with the Novo
Nordisk Sales/Marketing Departments to maximize appropriate
and effective use of selling materials and product
information.•Participate in and contribute to
sales and marketing meetings, training programs, conventions
and displays as appropriate.•Record notes of
calls, including products discussed, key issues and concerns
addressed, sales aids utilized, samples distributed, and any
other information that will ensure maximum effectiveness for
future sales calls.•Communicate territory activity
through timely submission of monthly highlight reports and
other appropriate reports.Effectively manage and
prioritize time and available resources to achieve maximum
sales in the local territory:•Effectively manage
and prioritize time to ensure maximum customer penetration
and sales volume with limited
supervision.•Evaluate, identify, and develop order
of calls and routes that maximize the opportunity to call on
targeted customers.•Manage discretionary budget to
support sales and additional marketing
activities.•Analyze, determine, and implement most
effective distribution of product samples in
territory.•Exercise prudent control over samples
and other company property in accordance with company
policies and procedures and legal
requirements.KEY SUCCESS FACTORS:
EDUCATION, EXPERIENCE, KNOWLEDGE AND
SKILLS:•Proven leadership and
decision-making ability.•At least one year
pharmaceutical sales experience or at least one year B2B
sales required.•Bachelor Degree from College or
University accredited by an organization recognized by the US
Department of Education. Advanced degree
preferred.•Top 20% sales ranking for 1 out of last
2 years, documented (Regionally or Nationally) ~ Or
equivalent documentation for B2B candidates•Solid
understanding of diabetes disease state and Novo Nordisk’s
products is needed, coupled with aptitude for learning and
ability to communicate technical and scientific product and
disease management information.•Must have a
consistent proven track record of winning sales
results.•Must be a self-starter and be able to
evaluate options and make decisions on your own with minimal
supervision.•Intermediate computer skills required
(Windows, Word, Excel).•Prior computer experience
using sales data/call reporting software
ideal.OTHER:•Works
within Novo Nordisk’s established policies and procedures and
ensures alignment of their work to Novo Nordisk
fundamentals.•Embraces Novo Nordisk Values in
spirit and actionsDepartment SALES - CHARLESTON
SCPosition Location US - Field Based - Across
USCity CharlestonState/Provinces US -
SCDegree Required Bachelor's Degree
RequiredPercent Travel 0 - 10%