Job Description for Full-line Territory Manager – Pediatrics/GI

Location – Chicago Metropolitan Area and surrounding suburbs, Milwaukee, WI, Madison, WI

6 month contract role. Potential to extend or possibly convert if they are successful in selling

Hours – 9 AM-5 PM EST

Targeting a candidate with Registered Dietitian (RD), Licensed Dietitian (LD), or Registered Nurse (RN) and 1+ years in sales or Liaison experience with healthcare company or medical foods provider similar to Nestle Health Science, Abbott Laboratories, Fresenius, Baxter International, or Mead Johnson.



Job Identification:

Name of job family: Sales, Pediatrics/GI

Location: Field based

Reporting relationship: Regional Sales Manager

Travel: The combined territories needing support would necessitate one overnight travel day at the most in a two week period. It’s realistic for candidates to expect to have 2 overnight days per month. Roughly 5-10% overnight travel.

Position Summary:

Full-line Territory Manager – Pediatrics/GI will be expected to drive GI/Allergy and Faltering Growth product sales in his/her territory based on quotas set forth by the sales management department. Primary detailing will be focused on hospitals, general pediatricians, pediatric GI, allergists, registered dietitians, and surrounding clinics while supporting local and regional efforts and projects.

Key Responsibilities

1. Territory Management

• Build partnerships with key customers and key centers.
• Consultative selling and promotion of products within customer segments in assigned territory by communicating with medical practitioners, dietitians, and nurses. Plan and conduct programs and activities such as in-services, continuing health education programs, and regional meetings to drive growth of brands and products in the territory.
• Represent Nutricia at industry trade shows when beneficial for the 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.

2. Business Planning

• Develop the business plan for the territory, focusing on steps within span of control and needs from cross-functional partners. Regularly review and update the business plan as directed by the Regional Sales Manager.
• Provide analytic insight to territory data, issues, and opportunities using all available company resources.
• Participate in team meetings as required to report on territory status and provide feedback.
• Manage annual budget for territory activities and programs.
• Share new product ideas or suggestions, market trends, and competition updates.
• Develop and deliver quarterly, bi-annual, or otherwise directed business reviews with key strategic business partners.

3. Account Management

• Identify opportunities in accounts that require a multifunctional team approach and work with the team to set objectives that drive sales.
• Serve as the main point of contact for assigned accounts.
• Use company tools and resources appropriately to move toward achievement of goals for assigned accounts.

4. Administration

• Utilize Nutricia’s sales force automation tool to document all contacts.
• Send monthly territory business updates to the manager.
• Complete and submit expense reports in accordance with Nutricia’s T&E policy.
• Manage sample requests and budget.
• Participate in team meetings as required to provide territory feedback.
• Coordinate with the Regional Sales Manager to manage field ride-along objectives and expectations.

5. Miscellaneous Responsibilities

• Identify and communicate all company products and benefits to appropriate healthcare professionals and clients using accurate product information and persuasive sales techniques.
• Attend and participate in corporate meetings and national or regional sales meetings.
• Accurately report and resolve client problems, escalating as appropriate.

6. Training

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

7. Other Duties

• Perform other duties as assigned.

Knowledge, Skills, and Abilities

• Strong business acumen.
• Advanced selling skills with a polished presentation style.
• Excellent listening skills and openness to feedback.
• Skilled team player with a big-picture perspective.
• Ability to deliver results, set priorities, and take energetic, focused action.
• Ability to differentiate products clinically against competitors.
• Ability to speak clinically to all target audiences using abstracts, studies, white papers, and other evidence supporting products.
• Ability to develop effective rapport and working relationships with customers and the sales team.
• Ability to interpret market research, sales, volume, and consumption data to make sound recommendations.
• Ability to develop strategic business plans.
• Strong oral and written communication skills with effective persuasive presentation abilities.
• Strong prioritization and responsibility management.
• Ability to manage a large territory through effective routing and planning.
• Sound judgment and recommendations using an entrepreneurial approach.
• Ability to connect with external industry organizations.
• Ability to build networks with industry, scientific, and key opinion leaders in the U.S.
• Ability to navigate provided technology and business resources.
• Well-developed thought processes and decision support ability.

Supervisory Responsibilities

• This is an independent contributor role with no supervisory responsibilities.

Working Conditions

• Home-based remote position requiring 20–30% domestic overnight travel. Must be in territory at least 90% of the time.
• Daily customer interface requiring telephone and computer work, and travel to meet field ride-along expectations.
• Occasional weekend travel for company meetings, trade shows, or patient conferences.
• Some lifting of products up to 30 lbs.

Minimum Qualifications

• Bachelor’s degree.
• Three to five years of sales experience in pharmaceutical, nutrition, or medical equipment industries, or three or more years of clinical experience in healthcare practitioners’ offices, hospitals, or medical facilities.
• Registered Dietitian (RD), Licensed Dietitian (LD), or Registered Nurse (RN) Required!
• Experience working effectively with medical professionals including dietitians, nurses, nurse practitioners, physician assistants, and physicians.
• Must reside in the assigned territory.

Success Factors

• Deliver results.
• Heads-up thinker.
• Negotiation skills.
• Strong communication skills.
• Advanced selling skills.
• Collaborative mindset.
• Can-do attitude.
• Effective time management skills.
• Excellent customer service skills.
• Quick learner.
• Ability to establish credibility and rapport quickly with internal and external stakeholders.