The Inside Sales Specialist, Pediatric/GI (ISS-Peds/GI) is responsible for daily management of, and selling to, identified accounts within a specific geographic area. Priorities include maintenance of current sales, increasing sales of current products, adding additional product platforms, and closing new business by selling the value of our products vs. the competition. Position will also be responsible for managing and implementing special call programs as identified by and collaborating with Regional Sales Manager, Community, Hospital, and Full-line Territory Managers, and National Account Managers to close sales. Primary detailing will be focused on hospitals, pediatric GI, pediatric allergist, registered dieticians, and surrounding clinics while supporting local and regional efforts and projects.

1. Sales Generation/Sales Support

• Generate sales and opportunities from customer lists, national/regional accounts, and project lists primarily over the phone.
• Drive sales to meet sales goal expectations.
• Meet call requirements of identified/targeted accounts within defined geography.
• Utilize clinical experience, selling skills and product knowledge to probe, profile, answer questions and close the sale.
• Provide information to customers to help in their purchasing decisions for products and services.
• Execute sales calls and provide clinical support based on direction from the Regional Sales Manager.
• Conduct educational webinars with key customers under the direction, guidance and support from the Regional Sales Manager
• Assist and support local or regional trade shows and peer to peer programs under the direction of the Regional Sales Manager
• Handle all customer calls/follow-up on a timely basis.
• Provide samples and literature kits to all appropriate prospective accounts.
• Consultative selling and promotion of products to key home health care/DMEs within the region 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.
• Participate in team meetings as required to report on overall territory status and provide feedback.
• Provide analytic insight to territory data, issues, and opportunities, utilizing all available company resources.
• Provide strategic and clinical support to the region’s top quarterly business objectives

3. Administration

• Utilize and maintain data in sales force automation tool and update the calendar for designated territory.
• Enter documentation (pre/post-call planning, call reports, call notes, calendar updates, etc.) in sales force automation tool daily and synchronized twice a day.
• Plan calls a minimum of 1-2 weeks in advance to maximize selling efforts.
• Complete and submit expense reports in compliance with Nutricia’s T&E policy.
• Attend to administrative duties including: scheduling calls, submitting sample requests (as needed), and returning phone and e-mail messages within 24 hours.
• Manage budgets including sample, expense and in-service dollars.

4. 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.
• Reporting of new product ideas/suggestion, market trends and competition.
• Accurate reporting and resolution of client problems, escalating as appropriate.

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

Knowledge, skills and abilities:

• Knowledge of core selling skills and strategies.
• Strong business acumen.
• Excellent listening skills; seeks input and feedback.
• Skilled team player who sees the big picture and is willing to help others in the organization.
• Excellent cold calling skills and selling skills.
• 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.
• Able to interpret market research, sales, volume and consumption data and make sound judgment and recommendations.
• Ability to develop strategic business plans.
• Ability to interpret market research, sales, volume and consumption data.
• 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.
• Polished, presentation style to provide service to customers and key centers.
• Possesses well-developed thought processes and ability to support dec

The salary range for this position is $78,000 – $91,000 USD. The exact salary offered will depend on several factors, including the candidate’s relevant experience, geographic location, internal equity, and market conditions.  Danone North America additionally offers a performance-based bonus and has a strong benefits package including Medical, Dental, Vision, Prescription Drug Coverage, 401k Plan, Wellness Program, Life Insurance, Tuition Reimbursement, Flexible Time Off, and Paid Parental Bonding Leave, among other benefit plan options. To give our employees flexibility, Danone is a hybrid work environment.

• Bachelor’s degree required.
• 2+ years of sales experience in the pharmaceutical, nutrition and/or medical equipment industries with at least one full annual fiscal cycle or 3+ years of nutrition and/or clinical experience.
• Proficient experience in Microsoft Office and CRM tools.
• Clinical nutrition experienced preferred.
• Living in the same time zone as territory is preferred.

Danone U.S. is part of Danone North America, a purpose-driven company and an industry leader in the food and beverage category. You’ll work with some of the best-known food and beverage brands in the world. Our strong portfolio of brands includes: Activia®, DanActive®, Danimals®, Dannon®, evian®, Follow Your Heart®, Happy Family® Organics, International Delight®, Light + Fit®, Nutricia ®, Oikos®, Silk®, So Delicious® Dairy Free,  STōK® Cold Brew Coffee ®, Too Good & Co™, and YoCrunch®.

With approximately 5,000 employees and 13 production locations across the U.S., Danone North America's mission is to bring health through food to as many people as possible. 

You’ll be part of one of the largest Certified B Corps™ in the world, working to make sure our company creates real value for people and the planet. Come join our movement for a healthier world: One Planet. One Health BY YOU.

Danone North America is proud to be an Equal Opportunity employer. It is our policy to give equal employment opportunities to all qualified persons without regard to legally protected characteristics, or any other consideration made unlawful by applicable federal, state/provincial and/or local law. For our EEO policy statement and your EEO rights under law click here.
 
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