National Account Manager (Medical Sales) – Midwest Region

Nestle Infant Nutrition//Gerber Products Company is seeking a National Account Manager (NAM) to manage the Eastern region.

The role of a NAM 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, GPOs, Home Healthcare Agencies, and WIC.

Integrated Delivery Networks (IDNs): 60%

• 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.

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

Home Healthcare Agencies: 15%

• 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.

Women Infant Children (WIC) State Office Execution: 5%

• Execute on strategic WIC priorities by state, as identified by the commercial brand teams.
• Calls with State WIC Office should be through email, phone and in-person, with in-person being limited to 1-2 times per year.

Qualifications

• Bachelors Degree required. Higher degree preferred.
• Minimum 7 years of experience in the HealthCare field in BTB sales
• Demonstrated experience conducing high level customer meetings with IDNs, GPOs, Homecare/DMEs, and State WIC Offices, with documented ability to meet customers needs, while delivering business results
• Demonstrated experience in delivering results through others
• 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
• Knowledge of CRM software and Microsoft Office

The Nestle companies are equal opportunity and affirmative action employers and are looking for diversity in candidates for employment: Minority/Female/Disabled/Protected Veteran