Territory Business Manager - Enfamil Infant Formula - Northwest Indiana

About the role

As a Territory Business Manager, you’ll set the direction we need to deliver outstanding results. You’ll focus on things like developing and cultivating business relationships with all of the key decision makers like physicians, M.D. office staff, hospital staff and others in the customer influence network. You will sell our Enfamil portfolio across designated pediatric and OBGYN offices and hospital segments, maximizing our long-term revenue goals and market growth for nutritional products.

Responsibilities

• Apply the selling process, organize and communicate information convincingly, build customer confidence and receptivity, and develop rapport
• Build and maintain personal relationships with physicians, M.D. office staff, hospital staff, and others in the customer influence network
• Apply accurate and complete knowledge of Reckitt / Mead Johnson Nutrition and competitor products
• Demonstrate understanding of the healthcare industry dynamics, trends, competitors, regulations and managed healthcare environment
• Develop territory and management plans that identify and prioritize the most important activities to accomplish short- and long-term business goals
• Foster team effectiveness and accomplishment of shared goals by sharing knowledge, experience, and information in order to optimize business strategies and drive overall sales within your territory
• Communicate effectively at all times; obtain information, resources, and support within Reckitt / Mead Johnson Nutrition to maximize business opportunities and respond to customer needs; understand and implement the sales utility of clinical data, competitive intelligence, and marketing initiatives
• Utilize current computer software systems for planning, forecasting and reviewing sales activities, researching data and support sales calls and presentations

Requirements

• BA / BS degree required
• Previous experience as a field sales representative in business-to-business sales, pharmaceutical or nutritional sales; or experience as a Neonatal Dietitian, Registered Dietitian, Pharm D, or NICU RN
• Two year RN degree with equivalent combination of related experience may be substituted for bachelor degree requirement
• Major in life sciences, nursing, nutrition, communications or a related field preferred
• Demonstrated skills in influencing key decision makers to buy in on a project or plan of action
• Experience in presenting information to a variety of audience levels; demonstrated ability to communicate clearly and effectively, both written and verbally
• Demonstrated ability to develop and maintain rapport
• Demonstrated skills at meeting or exceeding sales targets preferred
• Experience in the nutritional industry or hospital-based market desirable
• Ability to lift, carry, push and pull up to 30 pounds
• This position requires both daily travel and occasional overnight travel including territory, regional district and national sales meetings

Qualifications

• Experience in the healthcare industry
• Knowledge of Reckitt / Mead Johnson Nutrition and competitor products
• Understanding of healthcare industry dynamics, trends, competitors, regulations and managed healthcare environment
• Ability to develop and maintain strong relationships with key decision makers
• Effective communication skills
• Ability to meet or exceed sales targets
• Experience in the nutritional industry or hospital-based market
• Physical ability to perform job duties

Skills for Success

• Data analysis
• Clinical data interpretation
• Global Medical Affairs
• Consumer behavior
• Stakeholder relationship management
• Customer relationship management
• Key account management
• Strategic partnership
• Customer value maximization
• Financial acumen
• Strategic selling
• Influencing
• Storytelling
• Negotiation skills
• Operational excellence
• Compliance monitoring
• Digital activation to HCPs
• Artificial intelligence
• Data analytics
• Digital strategy
• Channel strategy
• Medical Sales
• Clinical sales knowledge
• Medical marketing
• Capability building
• Global Medical Affairs
• Clinical management

Benefits

• Competitive base salary range: USD $81,000.00 - $131,000.00
• Annual discretionary bonus
• Parental benefits
• Employee Assistance Program
• Paid time off for vacation, sick, and Company recognized holidays
• 401(K) plan
• Generous paid parental leave
• Adoption and fertility support
• Tuition reimbursement
• Product discounts
• Many other benefits in line with the local market
• Short-term incentives to recognize, appreciate and reward outstanding results

Pay

US salary ranges: USD $81,000.00 - $131,000.00

Schedule

This position requires both daily travel and occasional overnight travel including territory, regional district and national sales meetings.

Equal Opportunity Employer

We recognize that in real life, great people don't always 'tick all the boxes'. That's why we hire for potential as well as experience. Even if you don't meet every point on the job description, if this role and our company feel like a good fit for you, we still want to hear from you.