Key Account Manager (Hospital/Pharma Accounts)

Nestle Operational Services Worldwide SA•Allentown, PA

2d•$160,000 - $175,000•Remote

About The Position

Nestlé Health Science is a company that merges nutrition, science, and wellness to empower healthier lives. They offer a broad product portfolio including brands like Garden of Life®, Nature's Bounty®, Vital Proteins®, Orgain®, Nuun®, BOOST®, Carnation Breakfast Essentials®, Peptamen®, and Compleat Organic Blends®. They also have pharmaceutical expertise in gastrointestinal and metabolic-related diseases. The company fosters an entrepreneurial spirit, collaboration, and professional growth, offering dynamic career paths, development opportunities, and benefits supporting physical, financial, and emotional wellbeing. The Key Account Manager (Hospital/Pharma) role is responsible for sales performance, protocol development, and contracting within key accounts in an assigned geographic territory. This involves developing business plans, building relationships with key decision-makers and influencers in hospital systems, clinics, and specialty pharmacies, and expanding the GI Pharma platform through customer engagement and sales presentations. The role also involves working with hospital personnel on transition of care and discharge protocols. The territory covers Eastern Pennsylvania (including Philadelphia, Harrisburg, Lehigh Valley, Allentown, Scranton, Wilkes-Barre) and Northern Delaware.

Requirements

Bachelor’s degree required; Advanced degree in Nursing, Dietetics, MBA or Pharm.D., is highly preferred.
6-7+ years of Pharma Sales experience with demonstrated success of selling Specialty Medical products into Hospitals (Medical Device, Infectious Disease, Rare Disease or GI) required.
Demonstrated fluency in MS Office (Word/Excel/Outlook/PowerPoint) is required.
Must have excellent communication (oral and written), presentation, organizational and stakeholder management skills (including the ability to develop and maintain strong, cross-functional stakeholder relationships).
Willing and able to work under pressure to meet tight deadlines with minimal supervision.
Must have current or prior strategic account planning, strong business acumen, as well as strong financial and analytical skills.
Knowledge of value-based selling and experience with negotiating, clinical influence and account penetration/call planning is required.
Must be able to work through change management and must be agile.
Ability to meet or exceed Sales targets and to be data-driven is a must.
Willing and able to travel between 50% to 70% based on the needs of the team, territory clients or the business required.

Nice To Haves

Current or prior experience with data systems such as Power BI, Salesforce, Circana and/or other systems is preferred.

Responsibilities

Account development and planning through identification of individual account business model and process, including key decision makers, influencers, and protocol; with focus on patient discharge and transition of care process.
Focus on driving growth among Hospital accounts, GI/Critical Care target and new accounts; Must meet/exceed sales and profit objectives in assigned accounts and territory.
Educate targeted healthcare providers on the benefits of a novel GI therapy (Vowst) within assigned territory.
Develop/assess hospital account protocols, infectious disease and GI healthcare environment, and appropriately create and execute the account management and selling process in a manner that is concise, compliant, professional and persuasive; and which addresses a need and leads the customer to action.
Develop and communicate deep scientific understanding of GI disorders, assigned, and competitive products within the GI marketplace.
Cultivate and maintain long-term business relationships with key accounts and key opinion leaders within the GI community.
Develop and implement a territory specific business plan and utilize all available resources to foster a successful sales environment.
Effectively convey complex clinical and reimbursement product information to key stakeholders in a highly competitive marketplace.
Execute a customer-centric needs-based selling approach with targeted Healthcare Providers and accounts.
Utilize the sales reporting systems on a regular basis for call preparation, to record and track sales activity and to gather market intelligence data.
Organize meetings and deliver content to health care professionals on the topic of GI and nutrition aligned with tangible account objects and metrics as defined by the customer.
Conduct promotional programs for professional audiences and attend local, regional and national meetings as directed.
Collaboratively working with internal and external partners in making introductions and connecting to hospital personnel.