Dale Racine, Vice President, Sales, is a high achieving sales professional who leads the sales team at Novo Nordisk.
He began his career Novo Nordisk in 2002 as a medical representative where he earned the distinction of National Sales Team Rookie of the Year. From there, he was promoted to numerous progressive roles, including marketing associate, district business manager and associate director of sales (east). Along the way he has been honoured with many accolades for his stellar sales performance, including numerous Novo Nordisk Circle of Excellence Awards and was recognized as Manager of the District of the Year.
His successful history in sales means he can, in turn, lead his sales force to work to their highest potential, despite the numerous challenges they currently face in the highly competitive pharmaceutical sector. “The pharmaceutical environment has changed dramatically in the past few years as reimbursement, getting products approved and constraints on price have combined to create more challenges,” he says. “One of my strengths is inspiring and motivating people and helping them to see what is possible even when the obstacles seem large. Novo Nordisk has a rich pipeline of innovative products and, unlike many other pharmaceutical companies which are retracting and cutting, we are growing. We have a sustained growth plan with great quality products that help Canadians improve their lives.”
Dale, who is fluently bilingual, joined Novo Nordisk after earning a B.Sc. Honours in Environmental Studies at Carleton University in Ottawa and a MBA from Goldey-Beacom College in Wilmington, Delaware. In 2013 he earned a Certificate in Management and Leadership from The Massachusetts Institute of Technology, SLOAN School of Business
Day 1: Jan 26, 2021
Day 2: Jan 27, 2021
KEYNOTE FIRESIDE CHAT: THE CHANGING PHARMA SALES FORCE
Empowering Your Team for the Digital Environment
COVID-19 is a fascinating disruptor that has turned the pharma sales rep model upside down, limiting face to face visits and requiring a rapid evolution of the field representative role. Equip your sales reps with new strategies, skills and resources they need to react quickly to these shifting needs. Take away critical insights and source your plan of action by:
- Considering the various new roles of reps moving forward: orchestrator, channel, spoke?
- Conquering the fear of digital: how to gain buy-in from your reps to adapt digital tools
- Determining what’s working: email, cold calls, web conferences that add value and more
- Setting expectations and KPIs plus new ways to incentivize sales reps
Establish nimble practices that enable sales representatives to be more adaptive and productive to erratic situations.