Key Account Manager – West Region

The role of a Key Account Manager is to negotiate and secure national account contracts that support and enhance the ability for Medical Sales to deliver on key performance indicators, through routine face-to-face interactions with key customers, such as IDNs, Home Healthcare Agencies, and GPOs.

This is a remote position and applicants living in/near the following cities are acceptable: Los Angeles (CA), Phoenix (AZ), Denver (CO), San Francisco (CA), San Diego (CA).

PRIMARY RESPONSIBILITIES

Integrated Delivery Networks (IDNs): 35%

Negotiate and Secure IDN level hospital agreements in line with Medical Sales strategy with expanded reach through in-person meetings with all levels of leadership and KDMs.

Conduct account meetings at all regional offices affiliated with corporate office.

Conduct regional visits with affiliated hospitals to understand local level initiatives to best position corporate level agreement.

Develop regional plan of execution in line with corporate agreement through training and assisted pull through at the local level.

Home Healthcare Agencies: 35%

Negotiate and secure Home Healthcare Agency contracts to support Medical Sales Priorities and yield topline profit growth.

Conduct annual business review to better understand corporate initiatives and strengthen partnership. Track and present progress of usage and profitability to leadership team as needed.

Empower regional teams through training on utilization of homecare opportunities for leveraging at the local level

Work with regional teams to assess regional request for homecare set up, as needed (1 NAM per area to handle requests).

Group Purchasing Organizations (GPOs): 20%

Secure contracts with all targeted GPOs with inclusion of best tier offerings that align with Medical Sales Priorities.

Maintain GPO customer relationships through regular contact with key decision makers and internal leadership.

Conduct annual business review to better understand corporate initiatives and strengthen partnership

Interact with Business Operations and Legal partners for initiation of contract and ongoing administration

Provide Guidance and Direction as required for RFI and RFP processes

Train and develop regional teams to confidently leverage GPO tiers in alignment with local hospital initiatives and Medical Sales priorities.

Distributors: 10%

Secure and maintain distributor contracts

Seek out additional avenues of business for new and existing customers.

Work with vendor relations contacts to ensure alignment with regard to pricing, product offerings and information

Conduct routine monitoring of business analytics

Work as a liaison between end users and distributors where necessary to assist in problem resolution

Qualifications

REQUIREMENTS AND QUALIFICATIONS:
Bachelor’s Degree Required

Minimum 7 years of experience in the HealthCare field in Key Accounts and or BTB sales

Demonstrated experience conducing high level customer meetings with IDNs, GPOs, and/or Homecare/DMEs with documented ability to meet customer needs, while delivering business results

An ability to understand and analyze sales performance metrics

Solid customer service attitude with excellent negotiation skills; strong written and verbal communication skills

Required to travel, approximately 9-12 days per month (can vary)

The Nestlé Companies are equal employment and affirmative action employers and looking for diversity in qualified candidates for employment.