Institutional Account Manager - South

BioSpace; Orlando (FL); On-site; USD 120,000 - 160,000; Full time

Job summary

Novo Nordisk is seeking a senior Market Access professional to lead access strategies and payer engagement across national accounts. You will influence formulary placement and integrate pricing, contracting, and market access plans across the organization.

The role requires building relationships with senior stakeholders, navigating healthcare policy, and delivering access outcomes that improve patient care while aligning with Novo Nordisk objectives.

Qualifications

• Bachelor's degree in a relevant field is required.
• Master's degree in business, health economics, or related field preferred.
• 7+ years of pharmaceutical/biotech/healthcare industry experience required.
• Minimum 2 years of account management or equivalent healthcare market experience.
• Federal, Long-Term Care and Hospital channel experience preferred.
• Demonstrated ability to deliver effective customer presentations.

Responsibilities

• Builds relationships with key accounts and influencers to advance access strategies.
• Develops and executes plans to gain formulary access for Novo Nordisk products.
• Collaborates with cross-functional teams including pricing, contracting, and marketing.
• Maintains up-to-date knowledge of payer policies, market access dynamics, and regulations.
• Engages with senior stakeholders and supports access-related communications.

Skills

Bachelor's degree

Master's degree

Healthcare industry experience

Account management experience

Federal/Long-Term Care experience

Hospital channel experience

Customer presentations

Education

Bachelor's degree

Master's degree

Job description

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 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 accounts that influence patient access and care. Targets include a range of influential stakeholders and decision makers, including but not limited to: National Group Purchasing Organizations, National and Regional Long Term Care Pharmacy Providers, National and Regional Federal Organizations such as Veterans Affairs and associated medical centers, Department of Defense and associated medical treatment facilities and Indian Health Services and associated regional sites, , as defined by the role. Account activities include, but are not limited to, formulary placement/consideration for Novo Nordisk products, integrating overall NNI brand and corporate awareness across the customer's organizational structure.

Relationships

This position reports into a Director or Senior Director within the Area or National Market Access Teams. Internally, this position has the responsibility of informing all appropriate NNI personnel of any access changes or updates in account status within targeted accounts, which may impact sales and marketing activities or other efforts across the organization. Key collaboration partners include the entire Market Access & Public Affairs Team, PCOR (Pricing, Contracting, Operations and Reimbursement), Marketing, Commercial Sales, Medical Affairs, Legal & Compliance and Human Resources.

External relationships include responsibility for multiple channels and 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 local and national associations, organizations and patient support partners.

Essential Functions

• Masters Product and Disease State Knowledge: Demonstrates a clear and thorough understanding of targeted disease states and their impact on all stakeholders/customers, as well as the full range of treatment options available and associated clinical outcomes
• Leverages detailed knowledge of both Novo Nordisk and competitor products to communicate effectively and appropriately with key decision makers and influencers and differentiate NNI products in alignment with customer and patient needs and goals
• Demonstrates Business Acumen: Identifies new proactive methods and leverages existing methods, to gather and demonstrate a thorough understanding of integrated customer accounts, customer business models, financial dynamics, marketplace developments, competitive strategies, healthcare policy and NNI strategies and processes
• Connects and aligns national sales and marketing strategies with the Areas unique market dynamics. Continuously monitors the changing local and national healthcare environment and adjusts business plans in a timely manner
• Coordinates, implements and follows through on all relevant account contracts
• Keeps abreast of all pricing changes and related impact to customer relationships and decision-making
• Leverages NNI PRB approved patient-centric resources in a planful manner
• Builds Business-Relevant Relationships:
  • Builds and leverages a network of relationships with internal and external stakeholders in order to ensure an aligned, customer-focused approach for the execution of business plans. This includes, but is not limited to, relationships with Sales colleagues to address localized geographic needs and opportunities
  • Identifies key stakeholders who impact relevant customer accounts
  • Develops plans to gain access to, build, maintain and leverage ongoing business-relevant relationships
  • Maintains and keeps customer information current within approved NNI CRM platform(s)
• Develops And Executes Business Plans:
  • Identifies and prioritizes business opportunities based on an understanding of customers across geography
  • Develops and adapts business plans, with limited leadership guidance, that facilitate access to the NNI portfolio
  • Engages with cross-functional teams to ensure alignment around opportunities and integrated customer account approaches
  • Follows-up with internal and external stakeholders to review product value, quality of care and account satisfaction

Physical Requirements

50-75% overnight travel required. The incumbent should reside in NC SC GA, FL, AL, LA or MS.

Qualifications

• A Bachelors Degree required
• Masters Degree in business-relevant field preferred
• At Least 7 Years Pharmaceutical/biotech /healthcare Industry Experience Required:
  • A Minimum of 2 years successful account management or other relevant experience within the healthcare market or equivalent channel specific experience
• Federal, Long-Term Care And Hospital Channel Experience Preferred
• 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're not chasing quick fixes - we're creating lasting change for long-term health. For over 100 years, we've been driven by a single purpose: to defeat serious chronic diseases and help millions of people live healthier lives. This dedication fuels our constant curiosity and inspires us to push the boundaries of what's possible in healthcare. We embrace diverse perspectives, seek out bold ideas, and build partnerships rooted in shared purpose. Together, we're making healthcare more accessible, treating and defeating diseases, and pioneering solutions that create change spanning generations. When you join us, you become part of something bigger - a legacy of impact that reaches far beyond today.

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.