Regional Account Manager

Company Name:
Nestle Nutrition
Nestl HealthCare Nutrition (HCN) is searching for an experienced Regional Account Manager to be responsible for assigned LTC and distributor accounts in KY, West TN, OH, West VA.
The position is home-based with preference to live within the assigned coverage area. This position will cover accounts in a designated area. The Regional Account Manager' (RAM) primary responsibility is to drive profitable growth in the LTC channel while supporting assigned regional distributor accounts who meet the Company's distributor requirements. This position is responsible for chain and Med-B Biller accounts as assigned. The RAM is also the subject matter expert for LTC, distribution-related issues, and the medical foods portfolio across the Geography. They may also serve as an available resource for some end user meeting and presentations as related to the LTC business, as well as training for internal sales.
Additional responsibilities will include, but are not limited to, the following:
Develop complete understanding of the LTC market within the assigned geography to include impact of market changes, consolidation, etc.
Drive profitable growth into LTC by targeting new, profitable business and managing contract compliance of all assigned accounts.
Develop regional distributor account strategies and tactics to accomplish sales goals.
Manage all sales processes to include target identification, quantification of opportunity, contract negotiations, contract signature, implementation, and quarterly/semi-annual business reviews within assigned accounts. These efforts are coordinated with Geographic Manager, Customer Development and in full compliance of all company policy and procedures such as Pricing and Contracting.
In order to support medical foods sales and profit goals, must have clinical product knowledge, understand competitive landscape and Nestl pricing strategy as they present medical foods portfolio to end users across all market channels. This requires an understanding of the unique needs of each channel (Acute, LTC, homecare and e commerce/self care).
With regional distributors, negotiate and implement distributor contracts with assigned accounts. Support to include sales growth programs, field and account coordination, business reviews and marketplace feedback into Nestle management teams.
Ongoing Training.
Stay abreast of industry and competitive activities within local and national distributors within their geography.
Comply with all company policies, instructions and directives.
Participates in sales meetings, conventions, seminars and other activities on an as-needed basis. Available to train and/or support other sales resources within Geography (which can include National Account Distributor Manager, BAM, AM, Sales Manager), act as a subject matter expert, as needed.
Travel approximately 70% to designated account areas and for national sales meetings.
Bachelor's degree in business or medically related field.
At least 3 to 5 years of successful professional sales experience, interfacing with distributors, preferably in health care industry.
Additional Knowledge, Skills and Abilities:
Solid Business Acumen.
Strong HealthCare Nutrition Industry practices knowledge.
Possess in-depth knowledge of current Health Care Nutrition products, with incremental focus on medical food portfolio.
Additional experience working with distributors sales forces, Material and Supply management positions within IDN/national accounts is required
Ability to align market drivers Nestle objectives and customer requirements for mutual benefit.
Computer literacy, Microsoft suite and customer relationship tools (i.e, Siebel).
Action oriented, perseverance, drive for results.
Work well in a fast-paced environment.
Strong communication skills (presentation and written communications).
High level of organization, planning and time management skills to achieve efficiency (Strong work ethic)
Ability to succeed in heavily matrixed organizations, team player.
Able to close sales and maximize contract compliance.
Ability to leverage internal resources to gain and widen business within target.
Ability to articulate new trends within the market to the appropriate marketing/sales management
NOTE: Relocation is not offered for this position
Our Business:
Nestl HealthCare Nutrition makes a positive difference in the nutritional health, well-being and quality of life of patients through the development and delivery of innovative, medically recognized branded nutritional solutions. Our range of solutions helps to optimize the nutritional intake of patients whether their goal is to combat disease and/or recover better and faster or to stay healthy. Our range addresses standard and disease-specific nutritional needs and related services including patient and healthcare professional education and training. Nestl HealthCare Nutrition has North American headquarters in Florham Park, NJ and is part of Nestl Health Science S.A., a wholly owned subsidiary of Nestl S.A.
Nestl S.A, the world's leading Nutrition, Health and Wellness Company, employs 281,000 employees around the world and has factories or operations in almost every country in the world.
Nestl HealthCare Nutrition is proud to be an Equal Opportunity Employer.
The Nestle companies are equal opportunity and affirmative action employers and are looking for diversity in candidates for employment: Minority/Female/Disabled/Protected Veteran
Company: Nestle
Category: Nestle Nutrition
LastModifiedDate: 2/6/2014 12:00:00 AM
Req Number: 14000885

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