KEY ACCOUNT MANAGER - EAST REGION

2018-07-17
Nestle USA (www.nestlejobs.com)
Other

/yr

  full-time   employee


Atlanta
Georgia
United States

Gerber Products Company dba Nestle Infant Nutrition is seeking a Key Account Manager to join the Gerber Medical Sales Team.

The role of a Key Account Manager is to negotiate and secure national account contracts that support and enhance the ability for Medical Sales to deliver on key performance indicators, through routine face-to-face interactions with key customers, such as IDNs, Home Healthcare Agencies, and GPOs. 

This is a remote position and applicants living in/near the following cities are acceptable: Raleigh (NC), Florham Park (NJ), Boston (MA), Philadelphia (PA), Atlanta (GA), Orlando (FL). 

PRIMARY RESPONSIBILITIES

Integrated Delivery Networks (IDNs): 35%
  • Negotiate and Secure IDN level hospital agreements in line with Medical Sales strategy with expanded reach through in-person meetings with all levels of leadership and KDMs. 
  • Conduct account meetings at all regional offices affiliated with corporate office. 
  • Conduct regional visits with affiliated hospitals to understand local level initiatives to best position corporate level agreement. 
  • Develop regional plan of execution in line with corporate agreement through training and assisted pull through at the local level. 
Home Healthcare Agencies: 35%
  • Negotiate and secure Home Healthcare Agency contracts to support Medical Sales Priorities and yield topline profit growth. 
  • Conduct annual business review to better understand corporate initiatives and strengthen partnership. Track and present progress of usage and profitability to leadership team as needed. 
  • Empower regional teams through training on utilization of homecare opportunities for leveraging at the local level 
  • Work with regional teams to assess regional request for homecare set up, as needed (1 NAM per area to handle requests). 
Group Purchasing Organizations (GPOs): 20%
  • Secure contracts with all targeted GPOs with inclusion of best tier offerings that align with Medical Sales Priorities. 
  • Maintain GPO customer relationships through regular contact with key decision makers and internal leadership. 
  • Conduct annual business review to better understand corporate initiatives and strengthen partnership 
  • Interact with Business Operations and Legal partners for initiation of contract and ongoing administration 
  • Provide Guidance and Direction as required for RFI and RFP processes
  • Train and develop regional teams to confidently leverage GPO tiers in alignment with local hospital initiatives and Medical Sales priorities. 
Distributors: 10%
  • Secure and maintain distributor contracts
  • Seek out additional avenues of business for new and existing customers. 
  • Work with vendor relations contacts to ensure alignment with regard to pricing, product offerings and information
  • Conduct routine monitoring of business analytics
  • Work as a liaison between end users and distributors where necessary to assist in problem resolution

 REQUIREMENTS AND QUALIFICATIONS: 

  • Bachelor?s Degree Required 
  • Minimum 7 years of experience in the HealthCare field in Key Accounts and or BTB sales 
  • Demonstrated experience conducing high level customer meetings with IDNs, GPOs, and/or Homecare/DMEs with documented ability to meet customer needs, while delivering business results 
  • An ability to understand and analyze sales performance metrics 
  • Solid customer service attitude with excellent negotiation skills; strong written and verbal communication skills
  • Required to travel, approximately 9-12 days per month (can vary) 



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

 

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