Territory Sales Manager Metabolics & Ketogenics, West

Job description

Short Intro and About the Job

At Nutricia, a company of Danone, we are pioneering nutritional solutions to help people live longer, more joyful and healthier lives.

Our ultimate goal is to help make the next generation healthier than this one.

We are seeking a dedicated and knowledgeable Medical Nutrition Sales Specialist to join our team in California.

The primary focus of this role will be promoting and selling our specialized nutritional products designed for the medical ketogenic diet and Inborn errors of metabolism.

This role is fully remote with the opportunity to work from a home office.

The West territory covers CA, OR, and WA with remote coverage for NV, and HI

In this role, you will be responsible for:
• Drive Metabolic and Ketogenic product sales in your territory based on quotas set forth by the sales management department.
• Develop and maintain strong relationships with healthcare professionals, including neurologists, epileptologists, geneticists, RDs, NPs, and RNs.
• Educate and inform medical professionals about the benefits and applications of the Ketogenic diet in the treatment of Epilepsy.
• Conduct product presentations, demonstrations, and training sessions for healthcare providers.
• Collaborate with the marketing team to develop and implement effective sales strategies.
• Stay up-to-date with the latest research and developments in the field of medical nutrition and Epilepsy treatment, as well as Inborn Errors of Metabolism.
• Target key healthcare professionals (HCPs) and reach consumers through strategic Metabolic & Ketogenic Patient events.
• Engage with additional call points including local HHC/DME partners, State DOH, pharmacies, and local distributors.

1.

Territory Management 
• Build partnerships with key customers and accounts.


• Responsible for outbound promotion of Nutricia's products and services with an understanding of how access, coverage, and fulfillment will affect individual state selling strategies.


• Independently collaborate with regional DME and distribution partners, as needed, to increase sales and close new business.

Collaboration with the Market Access team and external suppliers or providers may be necessary.


• Consultative selling and promotion of products within customer segments in assigned territory through communicating with medical practitioners, dietitians, and nurses.

Plan and conduct programs and activities (in-services, continuing health education programs, regional meetings, that will drive growth of brands and products in territory.


• Represent Nutricia at industry trade shows when beneficial for territory.


• Consultative selling and promotion of products to key home health care/DMEs within the region and locally to develop strategic partnerships that will drive growth of brands and products in the territory and region.


• Facilitate strategic Metabolic & Ketogenic consumer events.

2.

Business Planning 
• Develop a strategic territory business plan with an emphasis on access, coverage, and fulfillment.


• Focus on business planning steps within span of control, as well as needs from cross functional partners.

Regularly review and update the business plan quarterly and as directed by the National Sales Manager.


• Provide analytic insight into territory data, issues, and opportunities, utilizing all available company resources.


• Participate in team meetings as required to report on overall territory status and provide feedback and strategy.


• Manage annual budget for territory activities and programs.


• Share new product ideas/suggestions, market trends and competition.


• Develop and deliver quarterly/bi-annually, or at frequency directed by the National Sales Director, business reviews with key strategic business partners.

3.

Account Management 
• Identify opportunities in their accounts that require a multifunctional team approach and work with the team to set an objective that will drive sales.


• Serve as main point of contact for their assigned accounts.


• Use company tools/resources appropriately to move towards achievement of goal(s) for the assigned accounts.


• Build sales strategies and establish partnerships with key customers and key centers, to include Lunch and Learns, P2P events, customer business reviews, and related activities that generate sales, based on business needs.

4.

Administration 
• Utilize Nutricia’s sales force automation tools (, Veeva) to document all contacts.


• Utilize Power Bi to monitor and track sales results.

Provide analytic insight into territory data, issues, and opportunities, utilizing all available company resources.


• Provide Quarterly Business Review (QBR) to manager regarding territory business strategies and tactics to drive sales.


• Complete and submit expense reports in accordance with Nutricia’s T&E policy.


• Manage territory sample budget and expenses.


• Participate in team meetings as required to report on overall territory feedback.


• Coordinate with National Sales Mgr.

to conduct field ride-along schedule, objectives, and expectations.


• Effectively manage business within a large territory and plan field visits a minimum of 2 weeks in advance to maximize selling efforts & stay within T&E policy guidelines.

5.

Miscellaneous responsibilities 
• Identification of and effective communication of all company products/benefits to appropriate health care professionals and clients using accurate product information and persuasive sales presentation techniques.


• Attend and participate in corporate meetings and national/regional sales meetings.


• Accurate reporting and resolution of client problems, escalating as appropriate 
• Identify, plan/create, manage and facilitate sales events based on business needs to include Consumer Events and Local/Regional Trade Shows, as applicable based on business needs.

6.

Successfully complete ongoing training and testing for existing/new products and methodologies, as required.

7.

Other duties as assigned.

Supervisory Responsibilities: 
The Metabolic and Ketogenic Territory Manager is an independent contributor; there are no supervisory responsibilities.

Working conditions: 
The job will be performed remotely from a home-based office and in the field.

This position will require up to 50% domestic overnight travel.

The position has telephone and computer responsibilities as well as travel to interface with customers as designed by quarterly territory call plan, to meet sales goals and field ride-along objectives.

Occasional weekend travel/work required for company meetings, trade shows, and/or patient events.

There is some lifting of products not to exceed 30 lbs.

Success factors: 
• Results and Accountability: Deliver results with a can-do attitude, take ownership, and drive for sustainable outcomes.
• Collaboration and Inclusivity: Collaborate well with others, value diverse talents, and foster collective performance.
• Learning and Adaptability: Be a quick learner, agile, and excel in a complex environment.
• Communication and Stakeholder Understanding: Promote open communication and understand stakeholders' needs.
• Courage and Empathy: Be courageous with empathy, resilience, and the ability to take risks.

The salary range for this position is $90,000 – $115,000 USD.

The exact salary offered will depend on several factors, including the candidate’s relevant experience, geographic location, internal equity, and market conditions.

Danone North America additionally offers a performance-based bonus and has a strong benefits package including Medical, Dental, Vision, Prescription Drug Coverage, 401k Plan, Wellness Program, Life Insurance, Tuition Reimbursement, Flexible Time Off, and Paid Parental Bonding Leave, among other benefit plan options.

To give our employees flexibility, Danone is a hybrid work environment.

About You

• Bachelor’s Degree 
• 5+ years of sales experience in the pharmaceutical, nutrition, and/or medical equipment (DME/HHC) industry or 5+ years of clinical experience in healthcare practitioners’ offices, hospitals, (DME/HHC), and/or medical facilities.


• Proficient experience in Microsoft Office and CRM tools 
• Excellent communication and presentation skills.
• Ability to work independently and as part of a team.
• Strong organizational and time management skills.
• Must reside in the assigned territory

Preferred Experience:
• Experience working with neurologists, epileptologists, or keto centers.
• Established network of contacts within the neurology and Epilepsy treatment communities.
• Background in medical nutrition or a related field.

Knowledge, skills and abilities: 
• Strong business acumen and advanced selling skills.
• Polished presentation style for delivering clinical information.
• Excellent listening, communication, and negotiation skills.
• Team player with a big-picture perspective.
• Effective time management and prioritization.
• Ability to differentiate products and present clinical support.
• Skilled in developing rapport with customers and the sales team.
• Proficient in interpreting market research and making sound judgments.
• Capable of developing strategic business plans and conveying concepts.
• Efficient in managing a large territory.
• Navigates technology business resources effectively.
• Possesses well-developed thought processes and decision-making abilities.

About Us, We offer and What's next

Have you heard of Nutricia North America?

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 White Plains, NY.

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.

Danone North America is proud to be an Equal Opportunity employer.

It is our policy to give equal employment opportunities to all qualified persons without regard to legally protected characteristics, or any other consideration made unlawful by applicable federal, state/provincial and/or local law.

For our EEO policy statement and your EEO rights under law 

#LI-NORAM #LI-REMOTE #LI-SK1

Required Skill Profession

Advertising, Marketing, Promotions, Public Relations, And Sales Managers