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Danone · 3 hours ago

Territory Sales Manager - Metabolics & Ketogenics, West

Los Angeles, CA

Full-time

Hybrid

Mid, Senior Level

$90K/yr - $115K/yr

5+ years exp

Nutricia, a company of Danone, is pioneering nutritional solutions to improve health outcomes. They are seeking a Territory Sales Manager to drive sales of specialized nutritional products for the medical ketogenic diet across the West territory, while building relationships with healthcare professionals and managing territory business planning.

Consumer GoodsDairyFood and BeverageFood ProcessingHealth Care

Responsibilities

Drive Metabolic and Ketogenic product sales in your territory based on quotas set forth by the sales management department

Develop and maintain strong relationships with healthcare professionals, including neurologists, epileptologists, geneticists, RDs, NPs, and RNs

Educate and inform medical professionals about the benefits and applications of the Ketogenic diet in the treatment of Epilepsy

Conduct product presentations, demonstrations, and training sessions for healthcare providers

Collaborate with the marketing team to develop and implement effective sales strategies

Stay up-to-date with the latest research and developments in the field of medical nutrition and Epilepsy treatment, as well as Inborn Errors of Metabolism

Target key healthcare professionals (HCPs) and reach consumers through strategic Metabolic & Ketogenic Patient events

Engage with additional call points including local HHC/DME partners, State DOH, pharmacies, and local distributors

Build partnerships with key customers and accounts

Responsible for outbound promotion of Nutricia's products and services with an understanding of how access, coverage, and fulfillment will affect individual state selling strategies

Independently collaborate with regional DME and distribution partners, as needed, to increase sales and close new business

Consultative selling and promotion of products within customer segments in assigned territory through communicating with medical practitioners, dietitians, and nurses

Plan and conduct programs and activities (in-services, continuing health education programs, regional meetings, etc.) that will drive growth of brands and products in territory

Represent Nutricia at industry trade shows when beneficial for territory

Consultative selling and promotion of products to key home health care/DMEs within the region and locally to develop strategic partnerships that will drive growth of brands and products in the territory and region

Facilitate strategic Metabolic & Ketogenic consumer events

Develop a strategic territory business plan with an emphasis on access, coverage, and fulfillment

Focus on business planning steps within span of control, as well as needs from cross functional partners

Regularly review and update the business plan quarterly and as directed by the National Sales Manager

Provide analytic insight into territory data, issues, and opportunities, utilizing all available company resources

Participate in team meetings as required to report on overall territory status and provide feedback and strategy

Manage annual budget for territory activities and programs

Share new product ideas/suggestions, market trends and competition

Develop and deliver quarterly/bi-annually, or at frequency directed by the National Sales Director, business reviews with key strategic business partners

Identify opportunities in their accounts that require a multifunctional team approach and work with the team to set an objective that will drive sales

Serve as main point of contact for their assigned accounts

Use company tools/resources appropriately to move towards achievement of goal(s) for the assigned accounts

Build sales strategies and establish partnerships with key customers and key centers, to include Lunch and Learns, P2P events, customer business reviews, and related activities that generate sales, based on business needs

Utilize Nutricia’s sales force automation tools (SalesForce.com, Veeva) to document all contacts

Utilize Power Bi to monitor and track sales results

Provide Quarterly Business Review (QBR) to manager regarding territory business strategies and tactics to drive sales

Complete and submit expense reports in accordance with Nutricia’s T&E policy

Manage territory sample budget and expenses

Participate in team meetings as required to report on overall territory feedback

Coordinate with National Sales Mgr. to conduct field ride-along schedule, objectives, and expectations

Effectively manage business within a large territory and plan field visits a minimum of 2 weeks in advance to maximize selling efforts & stay within T&E policy guidelines

Identification of and effective communication of all company products/benefits to appropriate health care professionals and clients using accurate product information and persuasive sales presentation techniques

Attend and participate in corporate meetings and national/regional sales meetings

Accurate reporting and resolution of client problems, escalating as appropriate

Identify, plan/create, manage and facilitate sales events based on business needs to include Consumer Events and Local/Regional Trade Shows, as applicable based on business needs

Successfully complete ongoing training and testing for existing/new products and methodologies, as required

Other duties as assigned

Qualification

Sales experienceMedical nutrition knowledgePresentation skillsCRM tools proficiencyStrategic business planningCustomer rapportCommunication skillsOrganizational skillsTime managementTeam collaboration

Required

Bachelor's Degree

5+ years of sales experience in the pharmaceutical, nutrition, and/or medical equipment (DME/HHC) industry or 5+ years of clinical experience in healthcare practitioners' offices, hospitals, (DME/HHC), and/or medical facilities

Proficient experience in Microsoft Office and CRM tools

Excellent communication and presentation skills

Ability to work independently and as part of a team

Strong organizational and time management skills

Must reside in the assigned territory