Director, Regional Hospital Account

 

As a leader in the science of nutrition, Nestlé Health Science believes in empowering healthier lives for patients and consumers through a rich product portfolio featuring top brands such as Garden of Life®, Nature’s Bounty®, Vital Proteins®, Nuun®, Persona Nutrition®, BOOST®, Carnation Breakfast Essentials®, Peptamen®, Compleat Organic Blends®, and more, as well as through Aimmune Therapeutics, a biopharmaceutical company developing therapies to prevent, manage and treat food, GI and metabolic-related diseases.

 

Our team members are challenged to make a genuine impact and play an integral role in driving the business forward. We embrace a dynamic culture that always puts the consumer first, and where ownership, accountability and agility are celebrated at every level. To help our people thrive, we offer expansive career growth potential, the opportunity to work alongside and learn from talented colleagues with diverse backgrounds and skill sets, and a range of best-in-class benefits.

 

We have more than 11,000 employees around the world, and products available in over 140 countries.

 

This position is not eligible for Visa Sponsorship.

 

 

The Regional Hospital Account Director is responsible for sales performance, account management and contract execution at a regional level. Executing through strategic direction and leadership of hospital account managerswithin the assigned geography. The RD will need business knowledge of hospital and system landscape to assess key accounts and to monitor and track future trends within the marketplace. Working with appropriate IDN hospital personnel in regards to transition of care and discharge protocols.

 

Responsibilities:

• Experience including pre-launch market preparation, pre-launch planning, KOL development and account pre-launch assessment 
• Lead Account planning and development through identification of individual account business model and process, including key decision makers, influencers, and protocol  
• Ensuring team is fully ready to engage in launch activities 
• Collaborating with external partners, including SERES 
• Provides leadership, coaching and strategic direction to hospital specialty representatives to exceed performance goals 
• Oversee all regional operations including contracting, hiring, people development and performance goals/management, legal & compliance adherence, resource utilization and administration 
• Regularly observe and coach (both verbally and in writing) account managers around their execution skillset and leadership behaviors •     Develop and maintain a business plan collaboratively with 
• Marketing, Medical Affairs and Market Access that reflects current and future market/customer trends as well as the current brand, channel, HCP, and contracting strategies. 
• Optimize operating budget to assure top account, business opportunities and gaps are differentially engaged & supported for strong growth & profitability 
• Perform regular analysis of account, sales trends, and salesforce execution to identify leading opportunities and gaps. Ensure all customer account opportunities can be addressed through regular business plan evolution and sales force deployment trade-offs 
• Develop sustained relationship with key account decision makers to maintain open lines of information, support, and business plan influence 
• Actively collaborates with Market Access and reimbursement team in areas of protocol, formulary coverage, reimbursement access, and patient support to ensure appropriate product pull through 
• Actively collaborates with Marketing and Medical Science Liaison team to ensure alignment on strategic opportunities including thought leader development. 
• Assure team consistently conducts business in a compliant and legal manner in accordance with core Aimmune policies and procedure and proactively brings forward ideas for enhancement 
• Develop an energizing and inspiring culture where all members of the sales force feel highly supported by leadership and motivated to assertively compete every day for the business 
   

 

Requirements: 

 

• Bachelor’s degree in business or related medical field. MBA preferred.  
• 10+ years of experience in Pharma/Medical Sales, marketing, account management, market access 
• 5+ years of successfully demonstrated leadership experience in pharma/medical sales.  
• 2+ years of leading Hospital sales/Account contracting team 
• Proven track record of working with large complex customer organizations and decision processes 
• This position will require 50% or more travel to develop internal and external relationships 
• A valid driver’s license and safe driving record