Job Title: Customer Development Manager - Nestlé Health Science
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Customer Development Manager - Nestlé Health Science
Nestlé Health Science (NHSc) is a company on a mission and on the move, motivated by the opportunity to craft 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 handling 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.
Position Summary: With expected growth of new business and product launches, in this role, you would act as the lead for the ongoing improvement and evolution of pull-through excellence. You would be keenly responsible for the overall process of sales planning pull-through and reporting of new business wins and product launches across NHSc. You would serve as core member of NPDI team, responsible for sales execution and strategy of future launches by leading the design of sales execution planning frameworks, pull-through deployment strategies with Field Sales and National Accounts, creation of analytical models tracking customer and distributor results, and coordination of internal communication between multiple departments. As part of this organizational team, you would identify gaps in the execution impacting the ability to maximize financial expectations and coordinates with Sales management on recommended solutions by partnering and interfacing with Finance and Supply Chain on day to day basis to address issues/challenges with these product launches.
Your key responsibilities will include: • Serving as overall lead for planning and sales execution excellence process around product launches and new business Implementations. • Developing pull-through plans as a process aimed at accelerating sales for new products/business and maximizing growth opportunities within a given time frame. • Being integral member of NPDI processes, assisting in establishment of targeted market size and sales, channel, and pricing strategies. Serve as sales planning and execution workstream lead for all upcoming launches. • Serving as interface between around ongoing monthly demand planning and supply chain needs with new business wins and product. Actively participates and provides insight during monthly MSR, MGR and MFR meetings. • Applying knowledge of business to create a critical, fresh look at key processes and focus on optimizing organizational performance; ability to apply this knowledge appropriately to diverse situations. • Leading evaluation of healthcare and competitive landscape, identifying insights impacting brand and channel strategy execution. • Leading advanced planning, analysis, solution development and communication of healthcare market trends in support of internal strategies, new business development opportunities and market growth & optimization assessments. • Assisting in identifying and evaluating potential trends in sales force execution, the marketplace and influence evolution in strategy and deployment (pilots, CSO, new business etc.). Share key findings, best practices to help shape strategies. • Partnering with National Accounts, Marketing & Market Access to help evolve IDN strategy, new business opportunities and value propositions across the care continuum • Partnering with Business Development to manage business & financial simulations at a corporate level for senior management decision support regarding account and initiative prioritization and activation. • Developing high-level, structured communication strategy for Sr. Leadership alignment on sales results against Building blocks, DF and Demand Plan. • Be that integral member assisting in establishment of targeted market size and sales, channel, and pricing strategies. Serve as sales planning and execution workstream lead as assigned for upcoming launches. • Tracking, analyzing and evaluating activity associated with all new business wins and product launches across the National Account and Field Sales teams, recommending customer, distributor and channel strategies to increase effectiveness of successful execution. • Supporting National Account, FLMs, and Sales Planning & Execution Excellence Manager in their daily efforts and customer interactions as they build business plans. Monitors ongoing progress. • Providing detailed monthly, quarterly, and annual product plan/forecast build, dashboards and channel-specific sales aids specific to new business wins and product launches. • Working within a team environment and supports the overall strategic objectives, monitoring progress against achievements in project plans that deliver desired results. • Up to 30% travel
Qualifications & Requirements
EXPERIENCE, EDUCATION and SKILLS: • Bachelor’s degree in business or related medical field required. MBA strongly preferred. • 5-7 years relevant healthcare industry experience with 3 years of direct medical/clinical sales leadership with demonstrated track record of success and results • Demonstrated capability to successfully design, plan and execute key corporate initiatives that have direct impact to business strategy • Experience managing complex, cross-functional projects and teams and influencing to gain successful project outcomes • Proven leadership abilities illustrating exceptional financial and analytical skills
SKILLS: • Knowledge of strategic key account, customer, distributor and channel strategies • Strong business acumen and proven success in project management • Must be highly motivated, articulate, self-directed, and demonstrate excellent communication, organizational and problem solving skills • Must be able to work well within a fast-paced environment, have a proven ability to manage responsibilities, and adapt well within rapidly changing work and industry environments • Proven ability to make complex decisions, deal with ambiguity, and influence senior management on strategic decisions • Ability to develop solid cross-functional relationships with internal business partners is extremely important • Advanced skills demonstrated in Excel, Word and PowerPoint