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Key Account Manager – Hospital/Pharma
Nestle. 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.
About the role
Key responsibilities & impact- 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
What you’ll need- 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 between 50% to 70% based on the needs of the team, territory clients or the business required.
Benefits
Comp & perks- dynamic career paths
- robust development
- opportunities to learn from talented colleagues around the globe
- benefits that support physical, financial, and emotional wellbeing
ATS Keywords
✓ Tailor your resumeApplicant Tracking System Keywords
Tip: use these terms in your resume and cover letter to boost ATS matches.
Hard Skills & Tools
Pharma SalesSpecialty Medical productsAccount planningValue-based sellingNegotiatingClinical influenceAccount penetrationData-driven decision makingFinancial analysisAnalytical skills
Soft Skills
CommunicationPresentationOrganizational skillsStakeholder managementCross-functional collaborationAgilityAbility to work under pressureRelationship buildingPersuasivenessCustomer-centric approach
Certifications
Bachelor's degreeAdvanced degree in NursingAdvanced degree in DieteticsMBAPharm.D.