For over 20 years, Vitaflo has been at the forefront of developing innovative specialized clinical nutrition products for Inborn Errors of Metabolism (IEM), nutrition support and disease specific conditions such as renal disease.
Our dedicated experts have over 30 years’ experience in producing specialized nutritional products. Working in partnership with world key opinion leaders and patients, Vitaflo’s aim is to create products that combine the best of cutting edge research with the lifestyle demands of modern living, ensuring the most acceptable products are available for the patient.
Vitaflo’s research and development team constantly endeavor to use the latest process technology, raw materials and packaging to guarantee we offer the most nutritionally up-to-date and acceptable consumer-friendly products. Vitaflo conducts clinical trials on all our products with leading centers around the world.
We live in an ever-changing world. Vitaflo strives to be the customer-responsive company. By constantly evolving to meet patient needs, Vitaflo will continue to develop products which offer patients choice and help support them in complying with restrictive therapeutic diets.
Position Summary: This position will execute National & Regional Distributor account strategies and tactics developed independently and in collaboration with the BEO, Distribution. Sales. Requires superior expertise of reimbursement, and payers (Medicaid, Medicare, and Private Insurance) which will be used to strategically plan and sell our portfolio, products, and services. Partner with US-Distributors, to penetrate, leverage and strengthen relationships that create proprietary growth programs in accounts to uncover new business opportunities. Develop and maintain “D & C-Suite” relationships within assigned accounts. Drive compliance to negotiated agreements to maintain company profitability.
Maximize account operational efficiencies by assuring consistent flow of product to support end user demand. Maintain strong knowledge of customer structure, strategy, decision making, and sales resources / relationships to support ongoing partnership between Distributor Partner, Vitaflo internal teams (including but not limited to, Vitaflo supply chain, customer service, fulfillment and finance teams) to effectively manage demand plan, order flow process and analysis of purchase trends.
Act as a conduit of information and advocate for field/customer service communications in order to best fulfill customer needs. Partner with Nestlé Health Science (NHSc) Market Access team to leverage knowledge and resources across businesses and partners.
• Meets/exceeds sales objectives including short and long-range sales and profit goals in accordance with plans. Reviews sales performance within accounts on a monthly basis and achieve specific growth plans • Actively seeks new profitable business growth opportunities by leveraging distributor relationships to develop and maintains Key and Strategic Account patient access to products • Develops strategic pricing proposals and has the ability to negotiate as and when required for assigned accounts in a sustainable and profitable way • Independently prospect, manage and maintain assigned Regional Distributor relationships to achieve growth and access targets • Demonstrates superior knowledge in industry trends, Reimbursement and Payer Sources (Medicare, Medicaid, Private Insurance) and competitive activities and updates account plans appropriately. Participates in sales meetings, conventions, seminars and other activities on an as-needed basis • Independently creates and executes short and long-range account plans using KAM model/ strategic planning tools including WAS planners and is consistent with strategy and direction of Annual Playbook • Capitalize distributor relationships to implement sales tactics in support of both short and long term strategies • Leverages and ensures continuity across DME’s, Distributors and Formula 4 Success to optimize awareness and patient access • Assist and attend quarterly/semi-annual business reviews to review sales performance, gain alignment on goals and objectives, identify and address areas of concern, and ensure compliance with Vitaflo’s Distributor Agreements • Develop strategic growth programs with distribution/DME partners. Work with Senior Leadership, National and Field Sales Teams to drive implementation of the agreements and opportunities for profitable growth • Monitor and manage adherence to contract linkage and address issues as they arise. Hold accounts to contract compliance commitments where applicable • Communicate system changes, product rebranding, unique packaging improvements, executing new product launch, and enforcement of Vitaflo policies • Communicate industry and customer opportunities to Vitaflo management for sales execution. Stay abreast of current industry trends and changes and adjust strategy as needed • Report insights and creates strategic plan of action from information gained form attendance at distributor/DME meetings and appropriate conventions • Increases the organization’s ability to track field performance/activity and sales results by recording sales activity on a consistent and regular basis in the sales reporting systems (Veeva). Uses information and data points for call preparation and follow-up to record any market intelligence data. • Support Demand Plan Development by reporting on distributor order patterns and outlook as requested by Marketing.
Experience and Education Requirements: • Bachelor’s degree • 5+ years of healthcare industry sales experience with focus on medical, clinic &/or distribution selling • 3+ years of leadership experience with demonstrated track record of success and results • Possesses knowledge of industry trends, Reimbursement and Payer Sources (Medicare, Medicaid, Private Insurance) • Demonstrated success from developing large Key Account account-specific sales strategies, implementation plans, and marketing programs within large strategic accounts • Demonstrated success in cultivating “D- & C-Suite” and Senior VP level relationships
Preferred Skills: • Bachelor’s degree in Business, Marketing or a Medical Science. MBA preferred. • Strong business acumen for strategic planning and achievement of sales results • Ability to evaluate and interpret market trends and use data to build sales strategy • Independently able to identify targets, qualify opportunities, create strategic pricing proposals, negotiate complex contracts, and create & deliver high-impact business reviews • Demonstrated persuasion and influencing skills to hold accounts to contract compliance commitments where applicable • Ability to identify and synthesize insights to create strategic action plans • Computer literacy and aptitude including advanced skills in Excel, Word, and PowerPoint. • Financial analysis and basic cost analysis • Excellent communication skills with the ability to communicate at all levels internally and internally
Additional Notes: • Strong organizational and time management skills, results oriented • Flexibility and ability to work cross-functionally on multidisciplinary teams
The Nestlé Companies are equal employment and affirmative action employers and looking for diversity in qualified candidates for employment.
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