Reporting to the Region Hospital Business Manager, this position is responsible for developing and cultivating business relationships with all of key decision makers and targeted customers within the hospital setting to sell our portfolio across designated hospital segments, maximizing MJN long term revenue goals and market growth for nutritional products.
Cultivate, leverage, and develop long-term customer relationships, including C-Suite and Senior VP-Level relationships focused on the ability to identify and capitalize on opportunities that satisfy customer needs.
Identify and fully understand customer needs in hospital accounts and provide creative solutions through contract life-cycle.
Manage accounts to maximize value-added opportunities through products, services and programs. Successful Large account management including Value Analysis Committee (VAT) within large hospital systems and owned/affiliated HCC (Health and Hospital Corporation).
Effectively initiate and grow current contracts with targeted accounts.
Present, lead, facilitate and support assigned and other region accounts through LELs and Journal club.
Understand and implement the sales utility of clinical data, competitive intelligence, and marketing initiatives integrated with professional services.
Act as a specialist and liaison with Hospital Business Manager, RBD, National Accounts, R&D, Medical and Brand Marketing, and Customer Service to ensure successful Major Account Management business objectives are achieved.
Understand / leverage the role of Professional Services and network with appropriate HCP’s (Healthcare Professionals) such as; NEOs, Neo Natal Nurses, Lactation consultants, RDs and social workers to grow attendance at national and regional sponsored events.
Create effective work processes within the healthcare community that maximizes time and resources and share best practices with team members.
Demonstrate confidence and use interpersonal skills to collaborate and lead within District Business Units, teaching hospitals, and the corporate office.
Minimum 2 years relevant clinical and/or sales experience.
Advanced communication skills (verbal and written) including presentation/selling skills to different audience levels.
Neonatal Dietitian, Registered Dietitian, Pharm D, or NICU RN and/or Hospital selling experience.
Experience providing technical / clinical focused training and/or professional seminar to HCP's.
Experience developing business plans, value added programs, contract negotiations, or other knowledge to meet key business objectives.
Experience executing sales and marketing campaigns.
Analytical skills that help implement sales utility of clinical data, competitive intelligence and contracting initiatives.
Effectively work in a matrix environment driving teamwork, integration and engagement.
Additional Salary Information: Salary plus bonus. Company car, benefits, 401(k), home office allowance.