Healthcare Sales Account Executive - Richmond VA

Richmond, VA, United States
Feb 15, 2017
Mar 21, 2017
Contract Type
Full Time
Nestlé Health Science (NHSc) is a company on a mission and on the move, motivated by the opportunity to forge a major therapeutic role for nutrition in the management of health and establish a new industry between food and pharmaceuticals. The two elements of the equation are simple; societies are ageing and age and lifestyle related diseases are spiraling. Needs are growing for safe, effective and cost-effective solutions. At the same time, scientific understanding of health, disease and the potential of nutrition - as an integral part of managing health and disease - is growing.

Nestlé Health Science, a wholly-owned subsidiary of the Nestlé Group, was created in 2011 to be a leader in these developments and make things happen. We have over 3,000 employees around the world with a wide mix of capabilities - from bio-medical engineers to regulatory specialists, medical delegates (sales force) and health economic experts that reflect our dynamism and intent to create.

In this position you will be responsible for achieving targeted sales in assigned accounts and supporting Regional Home Care accounts by promoting products' features and benefits to key stakeholders. You will work closely with other field sales teams such as National Accounts to understand and execute the account specific plan in order to meet / exceed established revenue and profit goals.

Additional responsibilities include, but are not limited to, the following:

• Understand and execute the NHSc strategy and plans at the account level through the ownership of various account types and sizes
• Increase account penetration/compliance rate.
• Build and execute account and territory plans/ strategy leveraging financial data, past history and knowledge of account needs.
• Communicate quantitative and qualitative value to customers
• Coordinate deployment of resources (internal and field) and establish priorities in order to meet / exceed defined revenue and profit goals.
• Review and analyze financial data to better understand the state of the business and achieve goals.
• Create and maintain wide level of relationships within the account including but not be limited to: Food & Nutrition Director, RDs, Pharmacy, Nurses, Case Management, Safety, Materials Management, Key Physicians and nutrition related task forces and committees.
• Build relationships with higher level stakeholders (e.g., C-Suite).
• Represent NHSc to selected key opinion leaders (KOLs) in order to educate on benefits of our products through the use of clinical studies and other support material.
• Increase the organization's ability to track field performance/activity and sales results by recording sales activity on a regular basis on the sales reporting systems using them for call preparation/follow-up and to record market intelligence data.
• Participate in NHSc offered training and in national and regional medical conventions and exhibits as needed to expand product, market and science knowledge.

Basic Qualifications:
• Bachelor's degree required
• (RN/RD) OR 5 years of clinical selling experience preferred
• 2-3 years experience as a sales representative in the HealthCare and/or hospital sales experience.

Additional Knowledge and Skills:

• Demonstrated ability to articulate and execute a business proposition.
• Relationship building and business development expertise, able to effectively communicate across all clinical and business decisions makers within an account-system.
• Strong HealthCare Nutrition Industry practice knowledge.
• Specific understanding of hospital account-systems.
• Professional selling skills across a wide range of sales contacts including (i.e, executive, director and manager focus).
• Action oriented, perseverance, drive for results.
• Strong communication skills (presentation and written communications) Including the ability to articulate a compelling message about quantified business targets in alignment with account opportunity with account's senior level account executives.
• High level of organizing, planning and time management skills to achieve efficiency (Strong work ethic).
• Ability to achieve goals in heavily matrixed organizations and working with teams.
• Must be able to close sales and maximize contract compliance.
• Proficiency in Microsoft suite (Outlook, Powerpoint, Excel) and customer relationship tools (i.e,
• Ability to use an iPad for presentations.

Relocation is not offered for this position