Full-line Territory Manager – Pediatrics/GI 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 
a)Build partnerships with key customers and key centers. 
b)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. 
c)Represent Nutricia at industry trade shows when beneficial for territory. 
d)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 
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)Provide analytic insight to territory data, issues, and opportunities, utilizing all available company resources. 
c)Participate in team meetings as required to report on overall territory status and provide feedback. 
d)Manage annual budget for territory activities and programs 
e)Share new product ideas/suggestions, market trends and competition. 
f)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 
a)Identify opportunities in their accounts that require multifunctional team approach and works with the team to set an objective that will drive sales. 
b)Serve as main point of contact for their assigned accounts. 
c)Use company tools/resources appropriately to move towards achievement of set goal(s) for the assigned accounts. 

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

5.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)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.

Supervisory responsibilities: 
The Full-line Territory Manager is an independent contributor; there are no supervisory responsibilities. 
 
Working conditions: 
Job will be performed remotely from a home-based office and will require 20-30% domestic overnight travel, expected to be in territory at least 90% of the time to cover the given geography. The position has telephone and computer responsibilities as well as travel to interface with customers on a daily basis, to meet field ride along objectives. Occasional weekend travel/work required for company meetings, trade shows and/or patient conferences. There is some lifting of products not to exceed 30 lbs. 

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 

The salary range for this position is $90,000 – $115,000 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.

Minimum qualifications: 
• Bachelor’s Degree 
• 3 - 5 years’ of sales experience in the pharmaceutical, nutrition and/or medical equipment industry or 3+ years’ of clinical experience in healthcare practitioners’ offices, hospitals, and/or medical facilities.

• Registered Dietitian (RD), Licensed Dietitian (LD) or Registered Nurse (RN) preferred. 
• Experience working effectively with medical professionals such as Dieticians, Nurses, Nurse Practitioners, Physician Assistants and or Physicians.

• Must reside in the assigned territory. 

Knowledge, skills and abilities: 
•Advanced selling skills. Polished, presentation style to provide service to customers and key centers. 
•Skilled team player who sees the big picture and is willing to help others in the organization. 
•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 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. 

Have you heard of Nutricia North America?

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 White Plains, NY. 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.

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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