Key Account Manager (Hospital Pharma Accounts)

Nestle Operational Services Worldwide SA•Boston, MA

13d•$160,000 - $175,000

About The Position

The Key Account Manager (Hospital/Pharma) is responsible for sales performance, protocol development, and contracting within key accounts across an assigned geographic territory, executing marketing strategies. The role develops business plans and builds relationships with decision makers and influencers at hospital systems, clinics, and specialty pharmacies. It supports expansion of the GI Pharma platform through targeted customer engagement and sales presentations, using defined messaging and call sequences and business and value solutions based on evidence and outcome data. The role also works with IDN hospital personnel on transition-of-care and discharge protocols. The territory covers the New England region: Massachusetts, including Boston, New Hampshire, Vermont, Rhode Island, and Maine. The position includes at least 50% travel based on business, territory, and client needs.

Requirements

Bachelor’s degree required.
6–7+ years of pharmaceutical sales experience, with demonstrated success selling specialty medical products into hospitals in areas such as medical devices, infectious disease, rare disease, or GI.
Fluency in Microsoft Office, including Word, Excel, Outlook, and PowerPoint.
Excellent oral and written communication, presentation, organizational, and stakeholder management skills, including the ability to develop and maintain strong cross-functional relationships.
Ability to work under pressure to meet tight deadlines with minimal supervision.
Current or prior strategic account planning experience, strong business acumen, and strong financial and analytical skills.
Knowledge of value-based selling and experience with negotiation, clinical influence, account penetration, and call planning.
Ability to work through change management and adapt with agility.
Ability to meet or exceed sales targets and use a data-driven approach.
Willingness and ability to travel at least 50% or more based on team, territory client, or business needs.

Nice To Haves

Advanced degree in Nursing, Dietetics, an MBA, or Pharm.D.
Current or prior experience with data systems such as Power BI, Salesforce, Circana, or other systems.

Responsibilities

Develop account plans by identifying each account’s business model and processes, key decision makers and influencers, and protocols, with a focus on patient discharge and transition of care.
Drive growth among hospital accounts, GI/Critical Care targets, and new accounts; meet or exceed sales and profit objectives in assigned accounts and territory.
Educate targeted healthcare providers about the benefits of Vowst, a novel GI therapy.
Develop and assess hospital account protocols and the infectious disease and GI healthcare environment; create and execute concise, compliant, professional, and persuasive account management and selling processes that address customer needs and encourage action.
Develop and communicate a deep scientific understanding of GI disorders and assigned and competitive products in the GI marketplace.
Cultivate and maintain long-term relationships with key accounts and key opinion leaders in the GI community.
Develop and implement a territory-specific business plan and use available resources to foster a successful sales environment.
Communicate complex clinical and reimbursement product information effectively to key stakeholders in a competitive marketplace.
Use a customer-centric, needs-based selling approach with targeted healthcare providers and accounts.
Use sales reporting systems for call preparation, recording and tracking sales activity, and gathering market intelligence.
Organize meetings and deliver GI and nutrition content to healthcare professionals aligned with customer-defined account objectives and metrics.
Conduct promotional programs for professional audiences and attend local, regional, and national meetings as directed.
Collaborate with internal and external partners to make introductions and connect with hospital personnel.