Strategic Account Manager (South East)

Vitaflo, part of the Nestlé Nutrition & Health group, is at the forefront of developing innovative specialized medical foods for Metabolic Diseases, the Ketogenic Diet and Pediatric Kidney Disease. Our aim is to create nutritional products that combine cutting edge research with the lifestyle demands of modern living. By constantly innovating and evolving to meet the nutrition needs of people with rare conditions, Vitaflo will continue to develop products which offer choice, flexibility and convenience to support a sustainable therapeutic diet. 

Our team members are challenged to make a genuine impact and play an integral role in driving the business forward. We embrace a dynamic culture that puts the consumer first, and where ownership, accountability and agility are celebrated at every level.

POSITION SUMMARY

The Strategic Account Manager is responsible for achieving sales growth and market development objectives within an assigned geographic territory through a combination of in-person and virtual customer engagement. The role develops and executes strategic business plans that drive adoption of Vitaflo's metabolic, renal, and ketogenic nutrition portfolio across healthcare systems, hospitals, clinics, home care providers, and other key healthcare stakeholders.

The Strategic Account Manager leverages value-based selling principles to influence prescribing and product utilization by healthcare professionals, including Registered Dietitians (RDs), Physicians (MDs), Nurses (RNs), and other clinical stakeholders, while also engaging business decision-makers responsible for contracting, purchasing, formulary management, and patient access.

Success in this role requires the ability to develop effective strategic plans, strong clinical and commercial relationships, identify growth opportunities, navigate complex healthcare systems, and execute account strategies that improve patient access and business performance.

KEY RESPONSIBILITIES:

1. Strategic Planning
•    Develop and execute strategic territory business plans.
•    Develops deep understanding of customer and patient journey and customer decision-making processes.
•    Identify growth opportunities across metabolic, renal, and ketogenic nutrition segments.
•    Analyze territory performance and adjust plans accordingly.
•    Understands market access landscape, payers, state formularies, opportunities and barriers to adjust strategy and execution
•    Prioritize resources to maximize growth and profitability.

2. Clinical & Value-Based Selling
•    Deliver evidence-based clinical and health economic messaging to healthcare professionals.
•    Utilize value-based selling techniques to demonstrate patient, clinical, and economic benefits.
•    Influence prescribing behavior and support patient trial and conversion.
•    Build relationships with key opinion leaders and clinical champions.

3. Key Account Management
•    Develop relationships within hospitals, IDNs, clinics, home care providers, distributors, GPOs, & state programs.
•    Expand business within existing accounts while identifying new opportunities.
•    Lead contract discussions and RFP responses.
•    Develops customized marketing plans and programs in partnership with key accounts to drive awareness of portfolio.

4. Hybrid Customer Engagement
•    Effectively balance in-person and virtual customer interactions to maximize coverage, productivity, and customer impact.
•    Develop account-specific engagement plans that leverage face-to-face meetings, virtual calls, webinars, and digital education.
•    Utilize CRM and analytics tools to optimize customer engagement and account planning.
•    Participates in in person and virtual sales meetings, conventions, seminars, trainings, conferences, HCP and patient events, and with other activities required for optimal key account management.

5. Cross Functional Collaboration
•    Partner with Vitaflo Medical, Market Access, Marketing, Business Operations, and Customer Service teams.
•    Coordinate internal resources to support customer objectives and patient access.
•    Share market insights and competitive intelligence.

Through the execution of the strategic plans, value-based selling and account management, the Strategic Account Manager is expected to meet/exceed sales growth and profitability targets in assigned territory.

This position covers the following states in the Southeast: AR, LA, MS, AL, GA, FL, SC, NC, TN, KY, WV 

Performance Indicators:

• Organic sales growth vs set targets in key accounts within territory


• Established performance to set KPIs, including: sales targets, identified annual performance goals, sales force metrics and competencies


• Customer and sales retention


• Quality & completion of account plans, forecast accuracy, CRM requirements

Cross functional project participation and internal stakeholder feedback

EXPERIENCE AND EDUCATION REQUIREMENTS

•    Bachelor’s degree in the medical field.  An MBA is desirable.
•    Direct patient healthcare experience as a registered dietitian, registered nurse, or other related medical field preferred. 
•    5+ years successful healthcare, nutrition, pharmaceutical, medical device, or specialty clinical sales experience.
•    Relevant experience closing profitable contracts through value-based selling and negotiation with top 50 IDNs, GPOs, Children’s hospitals and regional/national DME suppliers and distributors.
•    Successful track record of key account management, financial analysis, business planning, and experience selling to C-suite preferred.
•    Demonstrated development of strong and long-standing relationships with customers. 
•    Proven track record of working with large complex organizations and decision processes. 
•    Experience successfully operating in both virtual and face-to-face selling environments.
•    Computer literacy, including Microsoft Office; preferably advanced skills in Excel, PowerPoint, CRM/Veeva and Power BI.
•    Must possess a valid driver’s license and have a safe driving record.

PREFERRED SKILLS

•    Advanced value-based selling, negotiating and influencing skills in a hybrid selling environment (face to face, virtual, etc.)
•    Strategic territory planning and execution. 
•    Strong business acumen with ability to identify profitable sales opportunities and the development of financially viable long-term key account plans.
•    Advanced communication skills, particularly presentation skills
•    Self-directed with proven organizational and problem-solving skills.  
•    Experience working within a fast-paced environment with proven ability to work collaboratively/take on initiatives sometimes out of position scope to achieve organizational results.  
•    3+ years of project leadership experience with demonstrated track record of success and results
•    Ability to adapt well within rapidly changing work and industry environments.
•    Open to coaching with a positive change and growth mindset.
•    Clinical nutrition knowledge and ability to communicate scientific data. 
•    Cross-functional leadership and collaboration. 
•    CRM proficiency and account analytics.

ADDITIONAL NOTES 
•    This is a hybrid field sales role requiring a combination of virtual and in-person customer engagement. Regular travel within the assigned territory is expected to support customer relationships, account growth, educational programs, conferences, and business meetings. Travel may represent up to 50% of working time depending on geography and business priorities.
•    Must live within 100 miles of Sales territory, with preference to live inside allocated territory.
•    Territory is East / Southeast Region of the United States 
•    Must be able to work independently and remotely with minimal supervision.

What benefits are available?

The approximate compensation range is $145,000 - $165,000

Vitaflo offers performance-based incentives and a competitive total rewards package, which includes a 401k with company match, healthcare coverage and a range of other benefits. Incentives and/or benefit packages may vary depending on the position.

Vitaflo USA LLC is committed to equal employment opportunities. All applicants will receive consideration for employment without regard to race, ethnicity, color, gender, gender identity, age, religion, national origin, ancestry, disability, perceived disability, medical condition, genetic information, veteran status, sexual orientation, or any other protected status, as defined by applicable law. Prior to the next step in the recruiting process, we welcome you to inform us confidentially if you may require any special accommodations in order to participate fully in our recruitment experience by emailing [email protected].