Regional Manager

Department – Obesity Business Unit

 

Regional Manager / Senior Regional Manager

Obesity

Kolkata

Working at Novo Nordisk is never just a job. It's the opportunity for a life-changing career. For over 100 years, Novo Nordisk has pioneered many therapeutic breakthroughs in diabetes care. As an employee at Novo Nordisk, you have the potential to make a difference to both people with diabetes and society. By improving treatment, we will not only keep people with diabetes healthy and productive, but also help their families and their communities.

If you find challenges inspiring and want to drive innovation within a multifaceted and inspiring working environment, you may be our new "Regional Manager / Senior Regional Manager". We have opportunities based at Kolkata.

The position

As a Regional Manager / Senior Regional Manager you will be responsible for –

Planning and Implementation of Sales Strategies

• Formulate comprehensive regional specific sales strategy based on the overall sales objectives
• Identify opportunities for market expansion in line with the overall sales strategy
• Develop accurate sales forecasts based on prescriber data analysis (specializations, propensity to prescribe etc.)
• Define sales territories based on market potential and prescriber density, optimize for maximum coverage and assess performance
• Establish clear sales goals (specific revenue targets and KPIs) while focusing on capturing early adopters (e.g., endocrinologists, diabetologists, bariatric surgeons)
• Drive sales for the given zone and ensure target achievement and performance
• Maintain a focus on market growth/expansion by researching and analysing trends, competitor activities, HCP referral patterns and emerging healthcare needs to identify new opportunities for product adoption and market share increase

Sales Operations

• Accountable for Zones budget achievement
• Report to Sales Director, the status of Account Plans in each district on a monthly basis.
• Lead quarterly business reviews, analysing team performance against targets and adjusting strategies as necessary to optimize results
• CME and activity effectiveness – Measure and report the effectiveness of various activities conducted

Market Development

• Establish and develop a professional relationship with important stakeholders like KOLs to drive continuous business growth
• Identify influential KOLs to gain insights and endorsements while building regional networks that advocate for the product's adoption
• Conduct industry conferences and networking events. Gather insights and share relevant trends with the sales team to adapt strategies proactively
• Develop and maintain relationships with hospitals and clinics to ensure product availability and support
• Manage relationships with pharmacies and distributors to optimize trade channel excellence and monitor product distribution
• Identify and address HCP training needs by assessing challenges, skill gaps, and aligning training with product knowledge and communication strategies

Sales Team Training & Development

• Lead and guide the regional sales team to meet and exceed sales targets and objectives
• Identify selling skill gaps and additional training needs within the team to tailor development initiatives effectively
• Implement high-impact training programs to ensure all team members are equipped to meet the sales objectives
• Motivate the sales team and work closely to ensure on-ground execution of the sales strategies and achievement of sales targets
• Coach the team on innovative methods of engaging with the HCPs
• Encourage continuous learning and development

Market Intelligence, Networking and Competitive Analysis

• Analyse the competitive landscape to identify trends and insights for regional strategies and HCP engagement
• Attend industry conferences to gather insights and share trends with the sales team for proactive strategy adaptation

Cross Team Collaboration

• Collaborate with marketing to align sales strategies with campaigns for unified market entry and growth
• Coordinate with the medical team to ensure accurate dissemination of Clinical Data and Product Information to the Sales team
• Collaborate with the medical team to identify training needs and equip the sales team with the latest clinical data and product information

People Management

• Evaluate the performance of the team (ASMs and KAMs, if required) based on KPIs, proposing changes in area distribution and individual development
• Collaborate with P&O to focus on the development, retention, and succession planning of talent
• Leading the promotion and implementation of the Novo Nordisk Way
• Ensuring compliance with Company policies and procedures
• Ensure compliance with all relevant State and country statutory requirements
• Develop and retain a high performing sales team, communicate business strategy clearly and engage employees through personal connect 
• Accountable for ensuring a fair rewards system, by anchoring an objective performance and compensation review within the Novo Nordisk guidelines
• Address conflicts and challenges promptly to maintain a productive working environment

Administration:

• Accountable for due diligence of ASM/KAMs
• Ensure that the zonal complies with all quality systems established by NNIPL
• Feedback to HO & team with current industry trends and market requirements

Nature and scope of Main accountabilities

• Compliance with Novo Nordisk principles and internal legal laws and to defend company interests. Nevertheless, as a requirement of the business ethics; to defend the confidentiality of company's as well as the patients' secrets, business plans, ideas and strategies against third parties
• Act in line with ethical standards, company procedures and Novo Nordisk Way

Work experience

• A minimum of 13 years of experience in pharmaceutical or healthcare sales, with at least 3 years in a leadership or sales team managerial role
• Solid background in pharmaceutical sales, specifically in selling pharmaceutical or healthcare products, preferably in the field of chronic diseases, with a focus on high-value pharmaceuticals
• Experience in specialty markets includes selling in fields such as endocrinology, cardiology or gastroenterologists and supporting a multichannel engagement strategy
• Experience in formulating and executing innovative sales strategies for new therapeutic areas, particularly in markets where the treatment is novel or emerging
• Understanding of Local market/ regional expertise, market dynamics and networks to drive effective sales strategies and community engagement
• Knowledge of the regulatory landscape, ensuring that all sales activities adhere to legal standards for sales compliance

About the department

You will be part of our dedicated team based in India, working in a dynamic and fast-paced environment. Our team is committed to driving change and making a significant impact on the lives of people living with obesity. We collaborate closely with cross-functional teams to ensure the successful growth and market engagement of our obesity portfolio, join us & be a key player in our mission to transform obesity care.

Contact

To submit your application, please upload your CV and motivational letter online (click on Apply and follow the instructions).

Deadline

24th March 2025 

Disclaimer

It has been brought to our attention that there have recently been instances of fraudulent job offers, purporting to be from Novo Nordisk and/or its affiliate companies. The individuals or organizations sending these false employment offers may pose as a Novo Nordisk recruiter or representative and request personal information, purchasing of equipment or funds to further the recruitment process or offer paid trainings. Be advised that Novo Nordisk does not extend unsolicited employment offers. Furthermore, Novo Nordisk does not charge prospective employees with fees or make requests for funding as a part of the recruitment process.

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.