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About the Role

The Key Account Manager (Hospital/Pharma) is responsible for sales performance, protocol development, and contracting within key accounts in their assigned territory. This role involves developing business plans to grow business by building relationships with key decision-makers and influencers in hospital systems, clinics, and specialty pharmacies. The position focuses on customer engagement and sales presentations to expand the GI Pharma platform, utilizing a defined messaging strategy and evidence-based solutions. The role also collaborates with hospital personnel on transition of care and discharge protocols.

Responsibilities

Develop and plan accounts by identifying individual account business models, processes, key decision-makers, influencers, and protocols, with a focus on patient discharge and transition of care.
Drive growth among Hospital accounts, GI/Critical Care targets, and new accounts, meeting or exceeding sales and profit objectives.
Educate targeted healthcare providers on the benefits of a novel GI therapy (Vowst).
Develop and assess hospital account protocols, infectious disease, and GI healthcare environments, executing a concise, compliant, professional, and persuasive account management and selling process.
Develop and communicate a deep scientific understanding of GI disorders, assigned products, and competitive products.
Cultivate and maintain long-term business relationships with key accounts and key opinion leaders in the GI community.
Develop and implement a territory-specific business plan and utilize all available resources to foster a successful sales environment.
Effectively convey complex clinical and reimbursement product information to key stakeholders in a competitive marketplace.
Execute a customer-centric, needs-based selling approach with targeted Healthcare Providers and accounts.
Utilize sales reporting systems regularly for call preparation, recording sales activity, and gathering market intelligence.
Organize meetings and deliver content to healthcare professionals on GI and nutrition, aligned with customer-defined account objectives and metrics.
Conduct promotional programs for professional audiences and attend relevant meetings.
Collaborate with internal and external partners to make introductions and connect with hospital personnel.

Requirements

Bachelor's degree required.
Advanced degree in Nursing, Dietetics, MBA, or Pharm.D. is highly preferred.
6-7+ years of Pharma Sales experience with demonstrated success selling Specialty Medical products into Hospitals (Medical Device, Infectious Disease, Rare Disease or GI) is required.
Demonstrated fluency in MS Office (Word/Excel/Outlook/PowerPoint) is required.
Excellent communication (oral and written), presentation, organizational, and stakeholder management skills are required.
Ability to develop and maintain strong, cross-functional stakeholder relationships.
Willing and able to work under pressure to meet tight deadlines with minimal supervision.
Current or prior strategic account planning experience is required.
Strong business acumen, financial, and analytical skills are required.
Knowledge of value-based selling and experience with negotiating, clinical influence, and account penetration/call planning is required.
Ability to work through change management and be agile is required.
Ability to meet or exceed Sales targets and be data-driven is a must.
Current or prior experience with data systems such as Power BI, Salesforce, Circana, and/or other systems is preferred.
Willing and able to travel between 50% to 70% based on business needs.

Skills

Sales performance
Protocol development
Contracting
Business plan development
Relationship building
Customer engagement
Sales presentations
Messaging strategy
Value solutions
Evidence and outcome data utilization
Transition of care protocols
Discharge protocols
Account development
Account planning
Sales
Profit objectives
Healthcare provider education
Scientific understanding
GI disorders
Competitive product knowledge
Key opinion leader engagement
Territory business planning
Resource utilization
Clinical product information communication
Reimbursement product information communication
Needs-based selling
Sales reporting systems utilization
Market intelligence gathering
Meeting organization
Content delivery
Promotional program execution
MS Office proficiency
Communication skills
Presentation skills
Organizational skills
Stakeholder management
Strategic account planning
Business acumen
Financial skills
Analytical skills
Value-based selling
Negotiation
Clinical influence
Account penetration
Call planning
Change management
Agility
Data-driven decision making
Power BI
Salesforce
Circana

Location

Westchester County, NY
Hudson Valley, NY
Albany, NY
Utica, NY
Syracuse, NY
Connecticut (including Hartford and New Haven, CT)

Work Type

Full-time
Travel required (50-70%)

Experience Level

6-7+ years of Pharma Sales experience

Education Level

Bachelor's degree required
Advanced degree in Nursing, Dietetics, MBA, or Pharm.D. preferred

Salary/Compensations

$160,000.00 to $175,000.00 per year

Benefits

Performance-based incentives
401k with company match
Healthcare coverage
Broad range of other benefits

About the Company

Nestlé Health Science believes nutrition, science, and wellness must merge to empower healthier lives.
They offer a broad product portfolio including brands like Garden of Life®, Nature's Bounty®, Vital Proteins®, Orgain®, Nuun®, BOOST®, Carnation Breakfast Essentials®, Peptamen®, and Compleat Organic Blends®.
They also have extensive pharmaceutical expertise in innovative medicines for gastrointestinal and metabolic-related diseases.
Nestlé Health Science challenges employees to bring diverse views and make bold moves, embracing an entrepreneurial spirit and collaboration.
They are committed to fostering professional growth, offering dynamic career paths, robust development, and opportunities to learn from global colleagues.
Benefits support physical, financial, and emotional wellbeing.
The company aims to innovate for impact and reimagine the future of health and nutrition.

Equal Opportunity

All applicants will receive consideration for employment without regard to race, color, religion, sex, sexual orientation, gender identity, national origin, disability, or veteran status or any other characteristic protected by applicable law.
Nestlé welcomes applications from veterans and separated service members, recognizing their skills like flexibility, agility, and leadership.
Nestlé is committed to an inclusive work environment and recognizes the engagement and innovation of individuals with disabilities.
Prior to the next step in the recruiting process, applicants may confidentially inform the company if they require any special accommodations.
This position is not eligible for Visa Sponsorship.