Key Account Manager (Hospital Pharma Accounts)

Nestle Operational Services Worldwide SA • Kentwood, MI

13d • $150,000 - $165,000

About The Position

The Key Account Manager (Hospital/Pharma) is responsible for sales performance, protocol development, and contracting within key accounts in an assigned geographic territory, executing marketing strategies to grow business. 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 focused customer engagement and sales presentations using defined messaging and call strategies, and evidence- and outcome-based business and value solutions. The manager also works with IDN hospital personnel on transition-of-care and discharge protocols.

The territory covers Michigan’s Upper and Lower Peninsulas, including Detroit, Ann Arbor, Lansing, Big Rapids, Grand Rapids, Battle Creek, Traverse City, and Cadillac, as well as northern Indiana, including Crown Point, South Bend, Elkhart, Goshen, and Warsaw. The role requires travel of at least 50% or more depending on business and territory needs.

Requirements

• Bachelor’s degree required.
• 6–7+ years of pharmaceutical sales experience, with demonstrated success selling specialty medical products into hospitals; relevant areas include 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 build and maintain 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 negotiating, clinical influence, account penetration, and call planning.
• Ability to work through change and adapt with agility.
• Ability to meet or exceed sales targets and work in a data-driven manner.
• 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, MBA, or Pharm.D.
• Current or prior experience with data systems such as Power BI, Salesforce, Circana, or similar systems.

Responsibilities

• Develop and plan accounts by identifying each account’s business model, processes, key decision makers, 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; execute compliant, professional, concise, and persuasive account management and selling processes that address customer needs and prompt action.
• Develop and communicate a deep scientific understanding of GI disorders, assigned products, 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 support 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.

Benefits

• Performance-based incentives and bonus eligibility.
• 401(k) with company match.
• Healthcare coverage.
• A broad range of other benefits supporting physical, financial, and emotional wellbeing.

What This Job Offers

• Job Type: Full-time
• Career Level: Mid Level