Director, National Accounts in Bridgewater Township NJ

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Nestle
Title: 
Director, National Accounts
Date: 
05/04/2020
Job ID: 
20001457
Location: 
Bridgewater Township NJ
Degree: 
Not Specified
Salary: 
Not Specified
Job Types:
Director/VP Sales, National Sales Management
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Nestlé Health Science invests in every employee to make certain each person can reach their greatest potential and works in an environment rooted in respect, diversity and teamwork. We focus on empowering the patients and consumers we serve to live healthier lives through industry leading nutrition and nutrition-enabling solutions by keeping their needs at the center of everything we do. We make quality and innovation our highest priorities when delivering our trusted brands such as BOOST, Carnation Breakfast Essential, Peptamen, Compleat Organic Blends, Zenpep, and many more.

We are a globally recognized leader in the field of nutrition science with our US headquarters in Bridgewater, NJ, and have over 5000 employees around the world. Come join the Nestlé Health Science family and experience exciting opportunities!

Position Summary:

This Director, National Accounts will design and lead execution of sales strategy for the US Medical Nutrition Acute Care segment in alignment with Nestle business objectives. This requires the Director, National Accounts to use customer, contract, and market expertise to act as conduit of information and advocate for key customer requirements that align with Nestle business objectives. The Director, National Accounts will also lead, develop, and coach the Acute Care team to key customer engagement and execution of the core strategies and market share growth.

Key Responsibilities:

  • Work with Customer Development and Business Operations to perform comprehensive analysis of channel/account potential, market share, and remaining winnable opportunity by account and on activities that include RFP management, contract negotiation, implementation and term compliance.
  • Manage relationships with GPO\u2019s and IDN\u2019s, assuring value proposition is being delivered to drive outcomes and sales.
  • Driving organic growth in assigned accounts while maintaining company profitability and operational efficiency.
  • 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.
  • Drive strategic and tactical development and implementation of Acute Care related technology (EHR \u2013electronic medical records) systems and other tools/resources needed to further gain and show value to the AC market space
  • 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 Account Business Plan by utilizing KAM Excellence and Veeva KAM 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.
  • Oversees and directs development, RFP and IDN pricing initiatives for growth including but not limited to and bid responses in addition to proactive, aggressive opportunities to gain market share. This is in collaboration with Business Operations and pricing committee.
  • Engage and retain relationships with top Acute Care customers.
  • Proactively advance the long term strategy, skills and deployment of the Acute Care national account team through research, customer insights and cross-functional collaboration. Advance ability and effectiveness of SAMs & NAMs around influencing and partnering with C-Suite.
  • Set clear objectives, milestones, and timelines for the team, monitor and report on progress, initiate corrective action when necessary to meet timelines.
  • 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 Medical Nutrition Approval Team (MNAT) 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 observe and coach (both verbally and in writing) direct reports around their execution of key strategies and of leadership and sales competencies.
  • Energize and inspire the team to feel highly supported by leadership and motivated to assertively compete every day for the business.
  • Regularly bring forward key customer and market insights and proactively develops ideas for pilots and sales force evolution initiatives.
  • Ability to travel 50%+

Experience and Education Requirements:

  • Bachelor\u2019s 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

Preferred Skills:

  • 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 - 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

The Nestlé Companies are equal employment and affirmative action employers and looking for diversity in qualified candidates for employment.

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