Nestle

Key Account Manager – Hospital/Pharma

Nestle

full-time

Posted on:

Location Type: Office

Location: Alabama • Tennessee • United States

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About the role

  • Account development and planning through identification of individual account business model and process, including key decision makers, influencers, and protocol; with focus on patient discharge and transition of care process.
  • Focus on driving growth among Hospital accounts, GI/Critical Care target and new accounts; Must meet/exceed sales and profit objectives in assigned accounts and territory.
  • Educate targeted healthcare providers on the benefits of a novel GI therapy (Vowst) within assigned territory.
  • Develop/assess hospital account protocols, infectious disease and GI healthcare environment, and appropriately create and execute the account management and selling process in a manner that is concise, compliant, professional and persuasive; and which addresses a need and leads the customer to action.
  • Develop and communicate deep scientific understanding of GI disorders, assigned, and competitive products within the GI marketplace.
  • Cultivate and maintain long-term business relationships with key accounts and key opinion leaders within the GI community.
  • Develop and implement a territory specific business plan and utilize all available resources to foster a successful sales environment.
  • Effectively convey complex clinical and reimbursement product information to key stakeholders in a highly competitive marketplace.
  • Execute a customer-centric needs-based selling approach with targeted Healthcare Providers and accounts.
  • Utilize the sales reporting systems on a regular basis for call preparation, to record and track sales activity and to gather market intelligence data.
  • Organize meetings and deliver content to health care professionals on the topic of GI and nutrition aligned with tangible account objects and metrics as defined by the customer.
  • Conduct promotional programs for professional audiences and attend local, regional and national meetings as directed.
  • Collaboratively working with internal and external partners in making introductions and connecting to hospital personnel.

Requirements

  • Bachelor’s degree required; Advanced degree in Nursing, Dietetics, MBA or Pharm.D. is highly preferred.
  • 6-7+ years of Pharma Sales experience with demonstrated success of selling Specialty Medical products into Hospitals (Medical Device, Infectious Disease, Rare Disease or GI) required.
  • Demonstrated fluency in MS Office (Word/Excel/Outlook/PowerPoint) is required.
  • Must have excellent communication (oral and written), presentation, organizational and stakeholder management skills (including the ability to develop and maintain strong, cross-functional stakeholder relationships).
  • Willing and able to work under pressure to meet tight deadlines with minimal supervision.
  • Must have current or prior strategic account planning, strong business acumen, as well as strong financial and analytical skills.
  • Knowledge of value-based selling and experience with negotiating, clinical influence and account penetration/call planning is required.
  • Must be able to work through change management and must be agile.
  • Ability to meet or exceed Sales targets and to be data-driven is a must.
  • Current or prior experience with data systems such as Power BI, Salesforce, Circana and/or other systems is preferred.
  • Willing and able to travel at least 50% or more based on the needs of the team, territory clients or the business required.
Benefits
  • Dynamic career paths
  • Robust development
  • Opportunities to learn from talented colleagues around the globe
  • Benefits that support physical, financial, and emotional wellbeing
Applicant Tracking System Keywords

Tip: use these terms in your resume and cover letter to boost ATS matches.

Hard Skills & Tools
Pharma SalesSpecialty Medical productsStrategic account planningValue-based sellingNegotiatingClinical influenceAccount penetrationData-driven decision makingFinancial analysisAnalytical skills
Soft Skills
CommunicationPresentationOrganizational skillsStakeholder managementCross-functional collaborationAbility to work under pressureAgilityRelationship buildingPersuasivenessCustomer-centric approach
Certifications
Bachelor's degreeAdvanced degree in NursingAdvanced degree in DieteticsMBAPharm.D.