Position Summary:
Full-line Territory Manager – Pediatrics/GI covering the Bronx & Westchester will be expected to drive GI/Allergy and Faltering Growth 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

• Build partnerships with key customers and key centers.
• 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.
• 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.

2. Business Planning

• 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.
• Provide analytic insight to 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.
• 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 Regional Sales Manager, business reviews with key strategic business partners.

3. Account Management

• Identify opportunities in their accounts that require multifunctional team approach and works with the team to set an objective that will drive sales.
• Serve as the main point of contact for their assigned accounts.
• Use company tools/resources appropriately to move towards achievement of set goal(s) for the assigned accounts.

4. Administration

• Utilize Nutricia’s sales force automation tool to document all contacts.
• Send monthly report to manager about territory business update.
• Complete and submit expense reports in accordance with Nutricia’s T&E policy.
• Manage sample requests and budget.
• Participate in team meetings as required to report on overall territory feedback.
• Coordinate with Regional Sales Manager to manage field ride along objectives and expectations.

5. Miscellaneous Responsibilities

• 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.

Knowledge, Skills and Abilities:

• Strong business acumen.
• Advanced selling skills. Polished, presentation style to provide service to customers and key centers.
• Excellent listening skills; seeks input and feedback.
• Skilled team player who sees the big picture and is willing to help others in the organization.
• 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.