Novo Nordisk Looking for Dir, Sales Development and Performance at Mississauga, ON Full Time

Director of Sales Development and Performance

Purpose of the Job

• Leads and directs the onboarding, training, coaching, performance and development of the Novo Nordisk Diabetes and Obesity Sales organization with first in class training through a cross collaborative approach. The Director is responsible for national alignment to strategy and to ensure a consistent delivery and understanding of key messages from coast to coast.

• Drives field force performance and productivity while aligned to the strategic direction: including strategic planning, maximizing field effectiveness, developing, implementing, and measuring impact between marketing tactics, functions, and resources.

Key Areas of Responsibility:

• Performance Coach Leadership:
• Lead the Performance Coach team by conducting organizational training needs analysis.
• Supporting the development and implementation of training strategies which align to current and future business goals.
• Lead the Performance Coach team by conducting organizational training needs analysis.
• Coaching, assessing, and monitoring the design and delivery of sales force training at entry, intermediate and advanced levels; and incorporate the Novo Nordisk Way of Selling.
• Leading the design of training content for national and regional sales Plan of Action Meetings.
• Establishing and implementing key metrics to track and communicate level of value and impact of field sales learning and development initiatives to all stakeholders.
• Provides oversight and direction to Performance Coaches for field execution of marketing plans, business development, mid-year/year end reviews, field calibration, field communications and pre/POAs, data analytics and tactical support.
• Shapes and fosters an engaging, positive diverse and inclusive team dynamic that supports collaboration by coaching motivated strong performers, to support a competitive selling spirit.
• Ensures a field lens is applied to processes, systems and tools and ensures objectives and priorities within the sales organization is supported.
• Serves as a critical point of contact within and outside of Sales to enable commercial strategies to accelerate sales performance in local markets.
• Represents training on brand cross-functional teams, projects, and initiatives (across Medical, Sales, Legal, DM, FFE, HR and Performance Coaches).
• Partner with the sales leadership team to identify training needs, gaps within the districts and develop/implement strategies through attending Sales Management team meetings to get a solid understanding of the business and existing challenges.
• Collaborate with Commercial teams to ensure that training/development programs are meaningful and contribute towards developing a high-performance culture.
• Partner with People and Organization to ensure that sales training/development programs are in alignment with Novo Nordisk learning and talent management initiatives.
• Oversee the management of the Novo Nordisk Learning Centre (NLC) and digital learning tools.
• Partner with the Regional Sales, Senior Directors to deliver on brand sales targets
• Foster and enrich a partnership relationship with the Regional Sales Directors to ensure regional training / coaching needs are met via the aligned regional performance coach
• Fuel and inspire the cross-collaborative work between the RSD and PC in 30% of regional focus
• Ensure strategic training needs are identified and solutions implemented as required nationally and in alignment with the brand and business priorities
• Demonstrate strong leadership skills within VP / RSD / PC Director and SMT teams
• Represent the PC team on brand and POA cross functional teams
• Budget responsibility for department (includes external speakers, CCPE, travel, vendors…. etc.)

Key Compliance:

• Novo Nordisk Way
• Novo Nordisk Business Ethics SOPs and Policies
• Novo Nordisk Expense Policies
• Procurement process in Novo Nordisk Canada
• Novo Nordisk Travel Policy

Relationships:

Reports directly to the VP of Sales and will work closely with key members of the Leadership Teams including RSD’s, DBM’s, Diabetes Marketing, Commercial Effectiveness, Medical, Legal and Human Resources. This position directly manages the Performance Coaches who are responsible for sales force performance, training and execution, sales processes in support of the Diabetes/Obesity sales function.

Key cross-functional partner when it comes to executing marketing and medical strategies in the field.

Demonstrates values-based competencies in line with the core values that are the foundation of all activities performed by employees to achieve the Mission of the Company:

Seek Understanding

• Seek to understand the thoughts and feelings of self and others
• Manage self and stay calm even under pressure
• Demonstrate empathy and take care of others
• Display an inclusive mindset and respect the diversity in others

Build Teams

• Actively coach and provide feedback
• Ensure on-going dialogue about performance and development
• Provide challenging opportunities to foster growth
• Identify and develop diverse talents and successors

Accelerate Development

• Actively coach and provide feedback
• Ensure on-going dialogue about performance and development
• Provide challenging opportunities to foster growth
• Identify and develop diverse talents and successors

Set Direction

• Communicate a compelling purpose and vision with passion and urgency
• Translate strategy into ambitious goals with clear priorities
• Make bold decisions and take risk
• Seek new and innovative solutions

Drive Outcomes

• Demonstrate agility and adapt quickly to changes
• Hold self and others accountable
• Delegate and empower others to take action
• Keep things simple and eliminate unnecessary complexity

Education (Minimum Requirements):

• Bachelor’s degree, MBA preferred
• Professional training accreditation (e.g., OSTD, HRPA) an asset

Experience (Minimum Requirements):

• 10+ years progressive business experience including corporate or pharmaceutical sales training
• Sales Management and Marketing experience preferred
• In-depth experience in project management, training and development design and delivery and adult learning
• Executive presence – ability to impact and influence and interact with senior business leaders and partners.
• Manages multiple internal relationships at all levels of the business.
• Experience with management of outside vendors.
• Strategic planning experience within sales and/or marketing preferred.
• Strong cross-functional leader and communicator preferred.
• Strong strategic and business analysis skills.
• Ability to successfully interact with field personnel – outstanding interpersonal skills.
• Advanced capability to manage business complexity.
• Ability to prioritize and manage multiple initiatives and demands.
• Bilingualism (French and English) is an asset.

Working Conditions:

Up to 25% travel

Deadline: December 2, 2022

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.