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Strategic Account Executive - Optifast
Created in 2011, Nestlé Health Science (NHSc) is 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 expanding 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 handling health and disease – is growing. As a wholly-owned subsidiary of Nestlé, 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 authorities that reflect our dynamism and intent to invent.
POSITION SUMMARY In this role as an Strategic Account Executive (SAE), you will contribute to the goals and objectives of the OPTIFAST Business of Nestlé Health Science by consistently meeting or exceeding annual sales targets through the signing of new OPTIFAST Clinic and Hospital-Based Medical Weight Loss Program agreements. You will also be responsible for developing clear account strategies, managing and leading the sales effort to establish new high-level relationships to secure profitable growth in targeted customer accounts, including large private GI accounts, large endocrinology centers of excellence and high value IDNs. As an SAE, you are also responsible for responding to, qualifying and closing leads generated from digital advertising, trade shows, current customers and OPTIFAST.com. In addition, the SAE will be working closely with the OPTIFAST Business Growth Consultant to provide on-site relationship development with KOL’s and support for selected accounts.
Key Responsibilities: • Meets/exceeds sales objectives including short and long-range goals in accordance with established strategic sales plans. • Actively seeks new profitable business growth opportunities and maintains > $1 Million pipeline at all times. • Demonstrates superior knowledge of the Medical Weight Loss industry and competitive activities and updates account plans appropriately. Participates in sales meetings, conventions, seminars and other activities on an as-needed basis. • With support and input from management, develops account-specific sales strategies and implementation plans for targeted strategic accounts. Sales plans are documented and tracked for progress to short, medium and long-term goals and overall success • Responsible for all sales processes to include target identification (along with and approved by Sales Management & Marketing), qualification of opportunity, contract negotiations, support and guidance through the clinic analysis and design process and contract signature. These efforts are coordinated with Sales Management, Marketing, Business Ops, and in full compliance of all company policy and procedures such as Pricing and Contracting. • Cultivates and leverages long-term customer relationships in conjunction with the OPTIFAST Business Growth Consultant as needed, builds network of key advocates for OPTIFAST and its specific weight loss program and philosophy within assigned accounts • Partners with Business Operations, BGS, Senior Leadership and other SAEs • Increases the organization’s ability to track field performance/activity and sales results by recording sales activity daily in the sales reporting systems (CRM). Using information and data points for call preparation/follow-up and to record market intelligence data. • Up to 70% travel required
Qualifications & Requirements
Experience, Education and Skills: • Bachelor's degree required preferably with a focus in Business, Marketing or a Medical Science. MBA preferred • 5 years of healthcare industry sales experience with focus on medical, clinic and HCP selling • Demonstrated success developing large key 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
Skills: • Demonstrated success in developing account-specific sales strategies related to a Medical Weight Loss business/clinic • 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, and in conjunction with sales leadership, able to identify targets, qualify opportunities, create strategic proposals, negotiate complex contracts, and create & deliver high-impact business reviews as needed • Demonstrated persuasion and influencing skills to influence decision makers and develop strong champions • Ability to identify and synthesize insights to create strategic action plans • Computer literacy with advanced skills in Excel, Word, and PowerPoint • Experience with CRM software • Strong organizational and time management skills, results oriented • Flexibility and ability to work cross-functionally on multidisciplinary teams