National Account Manager (Medical Sales) - Midwest Region

3 days left

Chicago, IL, United States
Jan 20, 2017
May 29, 2017
Contract Type
Full Time

Nestle Infant Nutrition//Gerber Products Company is seeking a National Account Manager (NAM) to manage the Midwest region, to be based in either the Chicago metro or Detroit metro areas.

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.


•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

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