Nestlé Health Science (NHSc) is a company on a mission and on the move, motivated by the opportunity to forge a major therapeutic role for nutrition in the management of health and establish a new industry between food and pharmaceuticals. The two elements of the equation are simple; societies are ageing and age and lifestyle related diseases are spiraling. Needs are growing for safe, effective and cost-effective solutions. At the same time, scientific understanding of health, disease and the potential of nutrition – as an integral part of managing health and disease – is growing.
Nestlé Health Science, a wholly-owned subsidiary of the Nestlé Group, was created in 2011 to be a leader in these developments and make things happen. We have over 3,000 employees around the world with a wide mix of capabilities – from bio-medical engineers to regulatory specialists, medical delegates (sales force) and health economic experts that reflect our dynamism and intent to create.
This position can be based throughout the United States
Position Summary:
This position will execute National Distributor account strategies and tactics developed independently and in collaboration with the Strategic Account Executive, Distribution. Role requires superior expertise of Healthcare Reform, reimbursement, and payers (Medicaid, Medicare, and Private Insurance) which will be used to strategically plan and sell our portfolio, products, and services. Penetrate, leverage and strengthen relationships that create proprietary growth programs in accounts to uncover new business opportunities. Develop and maintain “D & C-Suite” relationships within assigned accounts. Drive compliance to negotiated agreements to maintain company profitability. Maximize account operational efficiencies by assuring consistent flow of product to support end user demand. Maintain strong knowledge of customer structure, strategy, decision making, and sales resources / relationships to support ongoing partnership between Distributor Partner, Distributor Sales Force & NHS internal teams (including but not limited to, NHS supply chain, customer service, fulfillment and finance teams) to effectively manage demand plan, order flow process and analysis of purchase trends. Act as a conduit of information and advocate for field/customer service communications in order to best fulfill customer needs.
- Manage relationship with National distribution accounts, assuring consistent flow of product to support end user demand as well as adherence and compliance to negotiated agreements
- Maintaining company profitability and operational efficiency as primary focus.
- Development, management, and growth of accounts to achieve sales maximization, business and brand loyalty and development of proprietary programs
- Independently negotiate, execute and implement mutually beneficial corporate contracts for strategic/national accounts to maximize business opportunities
- Demonstrates superior knowledge in industry trends, Healthcare Reform, Reimbursement and Payer Sources (Medicare, Medicaid, Private Insurance) and competitive activities and updates account plans appropriately. Participates in sales meetings, conventions, seminars and other activities on an as-needed basis.
- Independently creates and executes short and long-range account plans using KAM model/ strategic planning tools including WAS planners and is consistent with strategy and direction of Annual Playbook
- Maintain strong knowledge of customer structure, strategy, decision making, and sales resources and relationships to support ongoing partnership between NHSc Field and Customer sales teams.
- Utilize operational expertise by acting as a conduit of information and advocate for field/customer service communications in order to best fulfill customer needs. Communications will include but are not limited to system changes, product rebranding, unique packaging improvements, supporting new product launch, enforcement of Nestle policies, etc…
- Develop and maintain a strategic National Distribution Account Business Plans with analysis of potential, current share, and remaining winnable opportunity collaboratively with internal stakeholders and partners that reflects current and future trends as well as the current brand, channel, HCP, and contracting strategies for all key segments of the business.
- Perform regular analysis of customer and sales trends as well as SF execution as to identify leading opportunities and gaps to address
- Engage and interact with the Executive Pricing Committee (EPC) regarding pricing and RFP proposals as well as process and policy changes.
- Engage and interact with Supply Chain, Demand Planning, Customer Service, Marketing, CD, etc. regarding placement of orders, shipping, trend analysis, forecasting and communicating business wins for internal business collaboration.
- Regularly bring forward key customer and market insights and proactively develops ideas for pilots and sales force evolution initiatives
- Ability to travel 50%+
Key Responsibilities:
- Performance Indicators:
- Achievement of national accounts EC targets
- Achievement of SFE metrics
- N&I Leadership Index score % OF TIME
Key Relationships (Internal)
National Accounts team, Marketing, Sales Performance Development, Customer Development, Field Sales, Legal/Compliance, HR, Business Operations, Market Access, Medical Affairs, Supply Chain, Demand Planning, Customer Service
Key Relationships (Internal)
Key distributors both National and Regional, GPO’s, Extended Care, AC/IDN’s and Key Opinion Leaders (KOL’s)
Qualifications
- Bachelor’s degree in business or related medical field. MBA preferred.
- 8+years of successful professional sales experience, preferably in national accounts in the health care industry in Extended Care
- 5+ years of leadership experience with demonstrated track record of success building, developing and inspiring high performance teams
- Proven track record of working with large complex customer organizations and decision processes
- Experience selling to C-suite
Experience and Education Requirements:
- Broad multi-functional experience including experience in Sales, Marketing, Business Operations, Distribution, and/or Large, Key Account Management
- Ability to develop strategy and plans with the greatest business impact collaboratively with Marketing, Market Access, Supply Chain, Customer Service, Demand Planning and Medical Affairs
- Proven track record of inspiring a team to execute plans
- Proven ability to make complex decisions when dealing with ambiguity
- Demonstrated record of influence management with senior management
- Able to work in a fast paced and matrixed environment
- Strong analytical skills
- Ability to analyze internal and external trends and issues and take appropriate action
- Strong priority setting skills and timely decision making
- Strong presentation skills & written communications
- Strong and proactive collaboration and communication across all sales and internal functions
Preferred Skills:
Job Sales/Sales Services
Primary LocationUS-NJ-Piscataway-Bridgewater
Other LocationsUnited States
Organization NHSC
Schedule Full-time
Unposting Date Ongoing
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