Apply to this job

Back to search

Posted July 21st

Regional Strategic Account Manager - Northeast, Specialized Adult Nutrition


Danone North America


Production and Manufacturing

View Full Profile

Posted July 21st

Regional Strategic Account Manager - Northeast, Specialized Adult Nutrition







Danone North America Inc within WBU SN is looking for Regional Strategic Account Manager - Northeast, Specialized Adult Nutrition in United States (US) for NYC, NJ, Ea PA, SW CT. With our global presence, brands and business within our mission "bringing health through food to as many people as possible" we believe that people growth is a key asset to reach a sustainable business performance. Take this opportunity to GROW together!

Position Summary:
The Regional Strategic Account Manager - SAN (RSAM) drives SAN Specialty Product line sales in his/her defined region based on targets set-forth by the sales management. The RSAM is responsible for the daily management of select current accounts in an assigned geography and relationship building while seeking new opportunities/accounts to build and drive sales. Accounts include Long Term Care Chains, Acute Care Hospitals, Integrated Delivery Networks, Distributors, Home Health Care/Durable Medical Equipment, and other healthcare related groups in the assigned region. The RSAM works closely with the sales and marketing teams to position products favorably at targeted chains and national/regional accounts, and will develop/implement strategies with sales team to drive business. Strategies include, but are not limited to, contract implementation, establishing and rolling out protocols, education and other partnership arrangements. The RSAM will work closely with the SAN organization to develop and define channel specific account strategies. The RSAM may also have primary account management responsibility for some regional distributors who do business with both the SAN division and the Peds/GI & Meta divisions; in those cases, the RSAM will work closely with the relevant Regional Manager and/or Sales Director for relevant products to help manage and streamline the relationship.

Essential Functions:
The RSAM works in a defined region and calls on the following channels;
• Long Term Care (LTC)
• Integrated Delivery Networks (IDN)
• Acute Care (AC)
• Distributors
• Home Health Care/Durable Medicals Equipment (HHC/DME)
• Healthcare Consultant, Alliance or Management Groups
• National or Regional Dialysis Companies
• Group Purchasing Organizations, national or regional
• Analyze channel opportunities in the context of the broader SAN strategy and to develop strategic positioning for each channel's customer segment.
• Meet with targeted accounts to negotiate and facilitate contracts and ensure formulary inclusion for NNA products.
• Develop customer and competitive intelligence and proactively integrate that information into regional strategy.
• Lead negotiations with defined targets.
• Develop a keen understanding of the customer, including core activities, competitive environment, business model, organization structure and decision making unit, and utilizing this information to develop and grow relationships with the contract and decision making contacts within the target.
• Manage bid cycles, RFP cycles and contract management; ensuring customer investments are transparent and targeted to drive profitable growth and develop contracts to best position NNA product, including expansion of current usage.
• Ensure pull through contract pricing at the facility level in appropriate channels and targeted accounts by deploying field action plan with appropriate SAN Inside Sales Specialists.
• Analyze program results and account data to determine strategy development.
• Develop and implement annual account segment strategies for all channels.
• Develop tools and customer contract opportunities to obtain and pull through regional account opportunities.
• Implement trade terms and conditions in compliance with NNA commercial policy.
• Support ISS to obtain distribution in targeted chains and accounts.
• Other duties as assigned.

Knowledge, skills and abilities:
• Thorough knowledge the targeted customer segments and market and business conditions related to regional and national accounts.
• Experience developing and implementing impactful customer strategies and strong analytical skills to interpret data and market conditions.
• Experience with IDN contracting and maintaining current relationships in these channels.
• Ability to think strategically to identify the business impact of national account scenarios and opportunities.
• Strong negotiation, sales, business planning, clinical selling skills, competitive selling, and communication skills.
• Strong team player who is adept at managing multiple priorities and working with various internal and external customers.

Working Conditions:
The job will be performed remotely from a home-based office and will involve regular domestic travel (40 - 60% depending on customer requirements). The position is field office based with regular computer and telephone responsibilities as well as travel to interface with customers. There is some lifting of products not to exceed 30 lbs.

Minimum Qualifications:
• Bachelor's Degree required.
• RD or RN credentials considered a plus, but not required.
• 5-7 years of relevant work experience in a similar sales role.
• Prior experience successfully calling on key accounts preferred.
• Experience in LTC, AC, Distributor, and HHC/DME contracting with national and regional accounts; existing relationships with customers a plus.
• Proficient in CRM applications, Microsoft Word, Excel and PowerPoint software applications.
• Preferably lives in the defined region, or within one time zone of the region, with reasonable travel into the region (i.e., options for non-stop flights to major cities within the region). Although regionally-focused, the position may at times require responsibilities and travel beyond their defined geography. Approval is required by Sales VP and HRVP to live outside of the defined region.

Success Factors:
• Ability to make sound decisions and remain confident when under pressure.
• Strong analytical skills, strategic thinking and business/financial acumen.
• Ability to interpret market research, sales, volume and consumption data, and make sound judgment and recommendations.
• Ability to develop strategic business plans.
• Ability to develop and provide direction to lead others in the execution of strategic regional plans.
• Leadership skills to develop strategy for regional accounts.
• Strong communication skills; conveying concepts and strategies, orally and in writing.
• Effectively conducting meetings and making persuasive presentations.
• Excellent listening skills; seeks input, accepts feedback and adapts to change readily.
• Advanced selling skills; strategic selling, competitive selling, key account management, etc.
• Selling on clinicals, value, emphasizing collaborative relationships; not on price.
• Collaborates well with others, possessing a "can-do" attitude and quickly establishes credibility with both internal and external constituents.
• Effective time management skills. Sets priorities, manages multiple assignments and efficiently perform responsibilities.

For more information about Danone, its people and its business, please visit We have something special inside, do you? 153307.Experience: Experienced professionals Nutricia Advanced Medical Nutrition is focused on pioneering and delivering specialized nutritional solutions and Best Care for medical professionals and their patients, helping people live healthier and longer lives. Nutricia North America was established in 1983 and is headquartered in Rockville, MD. We seek to provide solutions and services wherever nutritional intervention can be shown to improve clinical outcomes. In partnership with doctors, healthcare professionals and caregivers, we work to make a real difference in people's lives by speeding recovery and encouraging independence. Our ambition is to deliver only proven benefits through nutrition, as an integral part of disease management Consisting of a wide variety of FDA and Health Canada regulated nutrition products, we are especially active in the management of inherited metabolic diseases, severe pediatric allergic and gastrointestinal disorders, pediatric epilepsy, and long term and critical care for seniors. Nutricia North America is an equal employment and affirmative action employer. All qualified applicants will receive consideration without regard to race, color, religion, disability, sex, sexual orientation, gender identity, national origin, age, physical or mental disability, veteran status, genetic characteristic or any other unlawful criterion.
, New Jersey