About The Job
Lead Territory Managers in the defined region to drive the sales growth of Nutricia’s products by training and coaching Territory Managers (“TMs”) on how to meet the needs of each member of our target audience and providing the optimal platform for the US to become the leader in Specialty Nutrition.
Essential Functions
- Manage sales performance.
- Monitor sales rep KPI’s (weekly, monthly).
- Report frequently to sales management & sales team on targets, objectives, KPIs (key performance indicators), etc.
- Provide updated information/forecasts.
- Implement and monitor segmentation.
- Own the regional prescription influence map.
- Plan and develop the regional business strategy and employees.
- Identify opportunities to develop the business strategy in the region and propose action steps to the National Sales Director.
- Lead recruiting and selection efforts for current sales representatives in the region, as necessary.
- Provide coaching and training to TMs.
- Develop individual performance objectives and individual developmental plans for each subordinate annually.
- Conduct Performance Development Reviews for each direct report bi-annually.
- Commitment to fieldwork 60-75% of the time.
- Based on 7-10 direct reports, minimum 2 field visits/quarter with each TM.
- Complete Field Coaching Report at the conclusion of each field visit for all TMs.
- Attend management and HQ meetings, as necessary.
- Business planning.
- Develop a Quarterly Business Plan for Region, utilizing the Territory Business Plan (“TBPs”) template, focusing on business planning steps within span of control, as well as needs from cross-functional partners.
- Provide analytic insight to regional data, issues, and opportunities, using all available company resources.
- Manages annual and monthly budgets for travel and other regional activities and tactics.
- Provide coaching and direction on the TM Quarterly TBPs (Territory Business Plan).
- Administration.
- Utilizes Nutricia’s Sales Force Automation tool to follow up on territory manager’s sales activities.
- Provides feedback on performance metrics and Key Performance Indicators to territory managers and National Sales Director, Pediatrics & GI.
- Completes and submits Expense Reports and approves Expense Reports for territory managers as outlined in the T&E policy
- Manages sample requests and other budget items monthly.
- Participates in sales management and other home office meetings either via teleconference or in person
- Provides feedback to Marketing, Medical and other functions on sales progress, trends, opportunities, and issues.
- Other duties as assigned.
Knowledge, Skills, And Abilities
- Strong leadership and coaching skills.
- Interpersonal Skills. An individual who develops effective rapport and working relationships with customers and the sales team and other key functional areas.
- Strong analytical skills. A focused thinker able to interpret market research, sales, volume, and consumption data.
- Superior communication skills. Ability to convey concepts and information, orally and in writing; effective in conducting persuasive presentations. Excellent listening skills; seeks input and feedback.
- Strategic business planning knowledge.
- Ability to set priorities, and efficiently perform responsibilities.
- Sound judgment and recommendations with an entrepreneurial style.
- Ability to support decisions and possess well-developed thought processes.
- Ability to establish credibility and rapport quickly with both internal and external constituents.
- Demonstrated ability to connect to external industry organizations. Develops an effective network of industry, scientific, and key opinion leader relationships in the U.S.
- Demonstrated ability to quickly climb the learning curve; knows the science, competitive products, competitive selling strategies, etc., in domestic market.
Supervisory Responsibilities
The Regional Sales Manager has 7-10 direct reports Full-line Territory Manager(s), and Inside Sales Specialist(s).
Working conditions
Work is conducted in a home-office and doctors’ office/hospital environments located within the designated region. There is occasional evening and weekend travel and work to attend patient events. There is some lifting of products not to exceed 30 lbs.
About You
- Bachelor’s degree required
- Dietary experience in sales or education is preferred.
- Minimum 3 - 5 years of pediatric pharmaceutical, medical device, or nutritional sales.
- 2 years of previous sales management experience preferred.
- Must reside is designated region.
- Knowledge of key markets in the region is preferred.
- Proficient experience in Microsoft office.
About us
Nutricia Advanced Medical Nutrition is focused on pioneering and delivering specialized nutritional solutions and Best Care for medical professionals and their patients, helping people live healthier and longer lives. Nutricia North America wasestablishedin 1983 and is headquartered in Rockville, MD. Weseekto provide solutions and services wherever nutritional intervention can be shown to improve clinical outcomes. In partnership with doctors, healthcare professionals and caregivers, we work to make a real difference in people's lives by speeding recovery and encouraging independence. Our ambition is to deliver only proven benefits through nutrition, as an integral part of disease management. Consisting of a wide variety of FDA and Health Canada regulated nutrition products, we are especially active in the management of inherited metabolic diseases, severe pediatric allergic and gastrointestinal disorders, pediatric epilepsy, and long term and critical care for seniors.Please join us in nourishing lives & inspiring a healthier world through food!Learn more @www.nutricia-na.com
Nutricia North America is an equal employment and affirmative action employer. All qualified applicants will receive consideration without regard to race, color, religion, disability, sex, sexual orientation, gender identity, national origin, age, physical or mental disability, veteran status, geneticcharacteristicor any other unlawful criterion.
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The base compensation range for this position is $125,000-$156,000.Danone North America additionally offers a performance-based bonus and has a strong benefits package including Medical, Dental, Vision, Prescription Drug Coverage, 401k Plan, Wellness Program, Life Insurance, Tuition Reimbursement, Flexible Time Off, and Paid Parental Bonding Leave, among other benefit plan options.
