Key Account Manager (Hospital/Pharma)
Nestlé Health Science, Bridgewater, MA, United States
Position Summary
The Key Account Manager (Hospital/Pharma) will be responsible for the sales performance, protocol development, and contracting within key accounts of the assigned geographic territory through the successful execution of marketing strategies. The role is responsible for developing business plans to grow business by building relationships with key decision makers and influencers including large hospital systems, clinics, and specialty pharmacies.
Territory Location: This territory includes the greater Raleigh‑Durham, North Carolina area and surrounding communities. This role’s territory does not include nor is located in Charlotte, NC.
Responsibilities
Account development and planning through identification of individual account business models and processes, including key decision makers, influencers, and protocols, with a focus on patient discharge and transition of care processes.
Focus on driving growth among hospital accounts, GI/Critical Care targets and new accounts; must meet or 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 and 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 healthcare professionals on the topic of GI and nutrition aligned with tangible account objectives and metrics as defined by the customer.
Conduct promotional programs for professional audiences and attend local, regional, and national meetings as directed.
Collaboratively work with internal and external partners to make introductions and connect to hospital personnel.
Requirements
Bachelor’s degree required; advanced degree in Nursing, Dietetics, MBA, or Pharm.D. is highly preferred.
6-7+ years of pharmaceutical 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, and 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.
It is our business imperative to remain a very inclusive workplace.
The Nestlé Companies are equal employment opportunity employers. All applicants will receive consideration for employment without regard to race, color, religion, sex, sexual orientation, gender identity, national origin, disability, veteran status, or any other characteristic protected by applicable law. If you may require any special accommodations in order to participate fully in the recruitment experience, please inform us confidentially. Contact us at accommodations@nestle.com or dial 711 and provide this number to the operator: 1‑800‑321‑6467.
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The Key Account Manager (Hospital/Pharma) will be responsible for the sales performance, protocol development, and contracting within key accounts of the assigned geographic territory through the successful execution of marketing strategies. The role is responsible for developing business plans to grow business by building relationships with key decision makers and influencers including large hospital systems, clinics, and specialty pharmacies.
Territory Location: This territory includes the greater Raleigh‑Durham, North Carolina area and surrounding communities. This role’s territory does not include nor is located in Charlotte, NC.
Responsibilities
Account development and planning through identification of individual account business models and processes, including key decision makers, influencers, and protocols, with a focus on patient discharge and transition of care processes.
Focus on driving growth among hospital accounts, GI/Critical Care targets and new accounts; must meet or 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 and 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 healthcare professionals on the topic of GI and nutrition aligned with tangible account objectives and metrics as defined by the customer.
Conduct promotional programs for professional audiences and attend local, regional, and national meetings as directed.
Collaboratively work with internal and external partners to make introductions and connect to hospital personnel.
Requirements
Bachelor’s degree required; advanced degree in Nursing, Dietetics, MBA, or Pharm.D. is highly preferred.
6-7+ years of pharmaceutical 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, and 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.
It is our business imperative to remain a very inclusive workplace.
The Nestlé Companies are equal employment opportunity employers. All applicants will receive consideration for employment without regard to race, color, religion, sex, sexual orientation, gender identity, national origin, disability, veteran status, or any other characteristic protected by applicable law. If you may require any special accommodations in order to participate fully in the recruitment experience, please inform us confidentially. Contact us at accommodations@nestle.com or dial 711 and provide this number to the operator: 1‑800‑321‑6467.
#J-18808-Ljbffr