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Chicago IL Full Time Posted: Saturday, 9 November 2019
Applicants must be eligible to work in the specified location

Danone North America Inc within WBU ADVANCED MEDICAL NUTRITION is looking for Full Line Territory Manager in Chicago. With our global presence, brands and business within our mission "bringing health through food to as many people as possible" we believe that people growth is a key asset to reach a sustainable business performance.Take this opportunity to GROW together!

The Full-line Territory Manager - Pediatrics/GI will be expected to drive GI/Allergy and Ketogenic product sales in his/her territory based on quotas set forth by the sales management department. Primary detailing will be focused on hospitals, general pediatricians, pediatric GI, allergists, registered dieticians, and surrounding clinics while supporting local and regional efforts and projects.

Key Responsibilities:

  1. Territory Management
    1. Build partnerships with key customers and key centers.
    2. Consultative selling and promotion of products within customer segments in assigned territory through communicating with medical practitioners, dietitians and nurses. Plans and conducts programs and activities (in-services, continuing health education programs, regional meetings, etc.) that will drive growth of brands and products in territory.
    3. Represent Nutricia at industry trade shows when beneficial for territory.
    4. 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.
  2. Business Planning
    1. Develop the business plan for the territory, focusing on business planning steps within span of control, as well as needs from cross-functional partners. Regularly review and update the business plan as directed by the Regional Sales Manager.
    2. Provide analytic insight to territory data, issues, and opportunities, utilizing all available company resources.
    3. Participate in team meetings as required to report on overall territory status and provide feedback.
    4. Manage annual budget for territory activities and programs.
    5. Share new product ideas/suggestions, market trends and competition.
    6. Develop and deliver quarterly/bi-annually, or at frequency directed by the Regional Sales Manager, business reviews with key strategic business partners.
  3. Account Management
    1. Identify opportunities in their accounts that require multifunctional team approach and works with the team to set an objective that will drive sales.
    2. Serve as main point of contact for their assigned accounts.
    3. Use company tools/resources appropriately to move towards achievement of set goal(s) for the assigned accounts.
  4. Administration
    1. Utilize Nutricia's sales force automation tool to document all contacts.
    2. Send monthly report to manager about territory business update.
    3. Complete and submit expense reports in accordance with Nutricia's T&E policy.
    4. Manage sample requests and budget.
    5. Participate in team meetings as required to report on overall territory feedback.
    6. Coordinate with Regional Sales Manager to manage field ride along objectives and expectations.

5. Miscellaneous responsibilities

a. Identification and effective communcation of all company products/benefits to appropriate health care professionals and clients.

b. Use accurate product information and persuasive sales presentation techniques to present to health care professional and clients.

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

d. Accurate reporting and resolution of client problems, escalating as appropriate.

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

7. Other duties as assigned.

Knowledge, skills and abilities:

  • Strong business acumen.
  • Advanced selling skills. Polished, presentation style to provide service to customers and key centers.
  • Ability to deliver results, set priorities and engage into energetic and focused action.
  • Ability to differentiate our products against our competitors clinically.
  • Ability to speak clinically to the target audience in all channels by presenting the appropriate abstracts, studies, white papers, etc. that speak specifically in support of our products.
  • Ability to develop effective rapport and working relationships with customers and the sales team.
  • Ability to interpret market research, sales, volume and consumption data and make sound judgment and recommendations.
  • Ability to develop strategic business plans.
  • Ability to convey concepts and information, orally and in writing; effective conducting persuasive presentations.
  • Ability to set priorities, and efficiently perform responsibilities.
  • Ability to manage a large territory through effective routing and planning.
  • Ability to demonstrate sound judgment and recommendations with an entrepreneurial style.
  • Ability to connect to external industry organizations. Develops an effective network of industry, scientific, and key opinion leader relationships in the U.S.
  • Ability to navigate provided technology business resources.
  • Possesses well-developed thought processes and ability to support decisions.
  • Excellent listening skills; seeks input and feedback.
  • Skilled team player who sees the big picture and is willing to help others in the organization.

Minimum qualifications:

  • Bachelor's degree.
  • 5+ years of sales experience in the pharmaceutical, nutrition and/or medical equipment industry, with at least three full annual fiscal cycles.
  • 2+ years of hospital and/or account based selling.
  • Nutrition and/or clinical experience preferred.
  • Medical Nutrition Sales experience and industry knowledge preferred.
  • Registered Dietitian (RD), Licensed Dietitian (LD) or Registered Nurse (RN) preferred.
  • Must reside in the assigned territory.

Success factors:

  • Deliver results
  • Heads-up thinker
  • Negotiation skills
  • Strong communication skills
  • Advanced selling skills
  • Collaborates well with others
  • “Can-do” attitude
  • Effective time management skills
  • Excellent customer service skills
  • Quick learner
  • Establishes credibility and rapport quickly with both internal and external stakeholders

For more information about Danone, its people and its business, please visit We have something special inside, do you? 117327.Experience: Graduates. 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 was established in 1983 and is headquartered in Rockville, MD. We seek to 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. 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, genetic characteristic or any other unlawful criterion.

Chicago IL, United States of America
11/9/2019 8:14:36 AM

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