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. This role must sit in McAllen, Texas.

Key Responsibilities:

1. Sales Generation/Sales Support

a) Generate sales and opportunities from customer lists, national/regional accounts, and project lists primarily over the phone.

b) Drive sales to meet sales goal expectations.

c) Meet call requirements of identified/targeted accounts within defined geography.

d) Utilize clinical experience and selling skills and product knowledge to probe, profile, answer questions and close the sale.

e) Provide information to customers to help in their purchasing decisions for products and services.

f) Execute sales calls and provide clinical support based on direction from the Regional Sales Manager.

g) Conduct educational webinars with key customers under the direction, guidance and support from the Regional Sales Manager

h) Assist and support local or regional trade shows and peer to peer programs under the direction of the Regional Sales Manager

i) Handle all customer calls/follow-up on a timely basis.

j) Provide samples and literature kits to all appropriate prospective accounts.

k) 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 a) 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.

b) Participate in team meetings as required to report on overall territory status and provide feedback.

c) Provide analytic insight to territory data, issues, and opportunities, utilizing all available company resources.

d) Provide strategic and clinical support to the region’s top quarterly business objectives

3. Administration a) Utilize and maintain data in sales force automation tool and update the calendar for designated territory.

b) Enter documentation (pre/post-call planning, call reports, call notes, calendar updates, etc.) in sales force automation tool daily and synchronized twice a day.

c) Plan calls a minimum of 1-2 weeks in advance to maximize selling efforts.

d) Complete and submit expense reports in compliance with Nutricia’s T&E policy.

e) Attend to administrative duties including: scheduling calls, submitting sample requests (as needed), and returning phone and e-mail messages within 24 hours.

f) Manage budgets including sample, expense and in-service dollars.

a) 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.

b) Attend and participate in corporate meetings and national/regional sales meetings.

c) Reporting of new product ideas/suggestion, market trends and competition.

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

4. Miscellaneous responsibilities

a) 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.

b) Attend and participate in corporate meetings and national/regional sales meetings.

c) Reporting of new product ideas/suggestion, market trends and competition.

d) 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.

6. Other duties as assigned.

• 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.

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 relationship skills
• Quick learner
• Establishes credibility and rapport quickly with both internal and external stakeholders