PURPOSE To provide regional development and leadership to the biopharmaceutical sales force and develop and execute sales strategies that increase sales and market share, increase profitability, and maximize productivity.

RELATIONSHIPS Reports to the BioPharmaceuticals National Sales Director.

Manages a Regional Business Unit, and has direct supervisory responsibility for Biopharmaceuticals Sales Managers and Growth Hormone Therapy Managers.

Works closely with peers, the home office and field employees to maximize sales objectives and to ensure the development of people.

Other relationships include physicians and thought leaders, key accounts, associations, and hospitals.

PRINCIPAL ACCOUNTABILITIES ? STRATEGIC BUSINESS PLANNING · Analyze, assess and develop regional business plans that include delivery of care structure, customer identification and prioritization, competitive analysis, success requirements, implementation plans, future trends, etc. Coordinate regional and national resources.

· Develop and oversee implementation of regional account targeting strategy.

Set strategy, objective and implementation requirements and coordinate with regional business plans.

· Develop plan for assessing targeted customer needs.

Coordinate plans with National Sales Director, peers and appropriate home office employees to feed requirements into program development (contracting, marketing programs).

· Oversee regional account relationship development.

Manage critical account relationships and develop objectives with regional staff.

· Manage regional resource allocation.

· Monitor regional program/initiative effectiveness.

· Monitor performance against strategic account management objectives/directives.

? COORDINATION · Ensure requirements are met for the region (# of physician calls per day, etc.). · Ensure cooperation and congruence of programs and initiatives with other Regional Directors and the home office.

· Oversee regional level coordination between field resources to meet needs of sales managers and key accounts.

· Ensure appropriate level of coordination to attain regional business plan objectives.

? ADMINISTRATION · Review and audit expense reports.

· Evaluate appropriate use of regional resources to ensure attainment of profitability goals.

· Develop and monitor performance against regional budgets.

· Establish and oversee regional implementation, and monitor adherence to administrative policies and procedures.

· Ensure accurate and timely call reporting of field team using company provided resources (AdvantEDGE).

· Ensure timely and accurate submission of administrative requirements.

? ADHERE TO AND SUPPORT COMPANY POLICIES, PROCEDURES AND SALES/MARKETING DIRECTION.

IMPLEMENT COMPANY POLICIES, PROCEDURES AND SALES/MARKETING DIRECTION THROUGHOUT THE RBU ? DEVELOPMENT OF PEOPLE/MANAGEMENT · Fill open territories with high quality talent within 6 weeks from vacancy date.

· Ensure that reporting personnel have 3P forms with annual goals and measurements that are consistent with the priorities of the business, and that interim reviews are held so that their work is focused on those priorities, and they understand their level of accountability for results and the measurement process.

· Manage the application and communication of all Novo Nordisk policies, procedures, and Novo Nordisk Way of Management.

· Ensure that the 3P forms include completed Individual Development Plans and are in place for all reporting personnel to enable the achievement of goals and capability to assume increased levels of responsibility.

· Assess and oversee implementation of the needs of the region from a training and performance/leadership development standpoint and provide feedback to the National Sales Director, HR Generalist and sales training.

· Spend adequate field time with the direct reports to coach, develop people and drive sales results.

KEY SUCCESS FACTORS EDUCATION, EXPERIENCE, KNOWLEDGE AND SKILLS · Bachelors Degree required - major in Business or Marketing preferred.

· Minimum of 10 years of progressive pharmaceutical/healthcare sales experience required.

Previous biopharmaceutical sales experience required.

· Significant record of sales accomplishments.

· Previous management experience required.

· Excellent relationships with thought leaders in the medical community required.

Relationships within the pediatric endocrinology and hematology community a plus.

Requirements KEY SUCCESS FACTORS COMPETENCIES Lives the values Seeks to understand and express Novo Nordisk's values in all his/her actions and encourages team and other stakeholders to do the same.

Consistently maintains high ethical standards and shows decency and fairness in dealing with others.

Sets direction and strategy Provides clear direction and strategy that is closely linked to the vision of the company.

Applies market and business understanding Builds competitive advantage through applying a good understanding of the market and environmental forces impacting on Novo Nordisk's business activities.

Drives continuous improvement Searches for ways to improve business processes to get things done faster, economically and more effectively in cooperation with others.

Mobilizes and motivates Helps the team achieve high performance in line with the Company's vision and strategy by mobilize resources and motivate employees to go the extra mile Secures follow-up and results Focuses self and others on achieving and exceeding results.

Deals with performance problems/obstacles decisively and effectively.

Coaches and develops Helps individuals improve their current performance and future potential through providing coaching and development opportunities.

Impacts and influences Seeks to win support from others within and outside Novo Nordisk to advance the company's objectives, using reasoning, persuasive arguments, networking, etc. Develops self Actively seeks out opportunities for professional growth and learning to improve his/her leadership capabilities, and overall contribution towards the company's goals and vision.

OTHER · A minimum of 75% travel required within the RBU · Works within NNPI's established policies and procedures and ensures alignment of their work to Novo Nordisk Fundamentals.

Nothing in this job description restricts management's right to assign or reassign duties and responsibilities to this job at any time.

Additionally, this job description reflects management's assignment of essential functions.

It does not prescribe or restrict the tasks that may be assigned.

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