Senior National Sales Manager, Metabolics & Ketogenics

The Senior National Sales Manager, Metabolics & Ketogenics based remotely, will be responsible for all sales programs for the assigned categories. This person will assume the leadership role in strategy and execution for the overall sales team for the Metabolics & Ketogenic businesses. The Senior National Sales Manager, Metabolics & Ketogenics will lead Territory Managers in the defined region to drive the sales growth of Nutricia's Meta Keto products by training and coaching Territory Managers on how to meet the needs of each member of our target audience and providing the optimal platform for the US to become the leader in Specialty Nutrition.

The Senior National Sales Manager will work closely with all necessary functions at the local levels to ensure that the category's products establish competitive positions, specifically, Vice President Sales, Marketing, Medical & Scientific Affairs, Operations, Market Access & Channels, Commercial Excellence. The Senior National Sales Manager Metabolics & Ketogenic is responsible for ultimately driving and aligning the Sales strategy and execution of the categories with VP Sales to achieve the annual objectives.

Sales Strategy

Responsible for developing the Sales strategy for the Metabolics & Ketogenics category and leading the Sales Team to achieve the goals.
• Lead the development of Sales strategy during the AOP process, including projections and strategic recommendations about the current and future Sales structure and execution of the categories.
• Develop and implement Sales strategic objectives for Metabolics and Ketogenics to achieve revenue goals, including sales growth, trading profit, and margin mix.
• Responsible for managing the overall operating and expense budget for the Metabolics & Ketogenics sales division.
• Maintain a critical understanding of the competitive landscape and lead responses to external and internal stimuli, including those originating from the market and competition.
• Work closely with the VP Commercial and BU Director of Metabolics & Ketogenics to ensure that sales, marketing, and medical plans and activities align with overall BU objectives.

Performance Management

• Develop and align with VP Commercial an Annual Business Plan for each Region.
• Implement and monitor account segmentation in each region.
• Professionalize the sales force by developing and implementing comprehensive sales strategy to build a High Performing Commercial Organization.
• Implement and monitor team performance against company objectives.
• Manage sales performance by monitoring Territory Manager's KPIs (weekly, monthly, quarterly).
• Provide ongoing feedback to Territory Managers regarding performance, utilizing field coaching reports and weekly one-on-one calls.
• Conduct bi-annual performance reviews with the Territory.

Budgeting, Forecasting, Analysis

• Works with Supply Chain and Finance in the GPS process to ensure accurate monthly forecasting and risk/opportunity projection.
• Create, implement, and publish monthly business scorecards for specific projects using a tracking system to monitor performance vs. results as required.
• In collaboration with Supply Chain & Finance, communicate forecast updates, maintain overall category A&P and SF budgets, develop appropriate follow-up processes, and manage and monitor category expenses against budget on an ongoing basis.
• Facilitate monthly budget review, purchase process, and expense submissions

People Management

• Create, lead, coach, and develop a team of sales professionals.
• Lead, organize, resource, manage, coach, and develop the sales team so that they are well equipped for current and future business challenges and contribute to optimizing business results.
• Develop an annual performance plan for each subordinate
• Conduct Performance Development Reviews for each direct report.
• Lead recruiting and selection efforts for new sales representatives in the region as necessary

Administration

• Provides feedback on performance metrics and Key Performance Indicators to territory managers and the VP of Sales.
• Completes and submits Expense Reports and approves Expense Reports for territory managers as outlined in the T&E policy.
• Manages sample requests and other budget items monthly.
• Participates in sales management and other home office meetings via teleconference or in person.
• Provides feedback to Marketing, BU Director, and other functions on sales progress, trends, opportunities, and issues. Communicates and collaborates frequently with Sr. Brand Manager on critical initiatives and campaigns to provide field insights.

Knowledge, skills, and abilities

• Strategic business planning knowledge.
• Strong leadership and coaching skills.
• Interpersonal Skills. An individual who develops effective rapport and working relationships with customers the sales team and other key functional areas.
• Strong analytical skills. A focused thinker able to interpret market research, sales, volume, and consumption data.
• Superior communication skills. Ability to convey concepts and information, orally and in writing, effectively conducting persuasive presentations. Excellent listening skills; seeks input and feedback.
• Ability to set priorities, and efficiently perform responsibilities.
• Sound judgment and recommendations with an entrepreneurial style.
• Ability to support decisions and possesses well-developed thought processes.
• Ability to establish credibility and rapport quickly with both internal and external constituents.
• Demonstrated ability to connect to external industry organizations. Develops an effective network of industry, scientific, and key opinion leader relationships in the U.S.
• Demonstrated ability to quickly climb the learning curve; knows the science, competitive products, competitive selling strategies, etc., in the domestic market.

Working conditions

• Work is conducted in both a home office and in the field with doctors' office/hospital and DME environments. The territory is the continental United States requiring 60-75% of time traveling. In addition to regular weekly travel, there is occasional evening and weekend travel and work to attend patient events. There is some lifting of products not to exceed 30 lbs.

The salary range for this position is $125,000 - $158,000 USD. The exact salary offered will depend on several factors, including the candidate's relevant experience, geographic location, internal equity, and market conditions. Danone North America additionally offers a performance-based bonus and has a strong benefits package including Medical, Dental, Vision, Prescription Drug Coverage, 401k Plan, Wellness Program, Life Insurance, Tuition Reimbursement, Flexible Time Off, and Paid Parental Bonding Leave, among other benefit plan options. To give our employees flexibility, Danone is a hybrid work environment.

Minimum qualifications

• Bachelor's degree required
• Dietary experience in sales or education is preferred.
• Minimum - 5-7 years of pediatric pharmaceutical, medical device or nutritional sales.
• 3 years of previous sales management experience preferred.
• Knowledge of key markets is preferred.]
• In-depth Knowledge of Meta Keto Access, Coverage, and Fulfillment is preferred.
• Proficient experience in Microsoft office.

Danone U.S. is part of Danone North America, a purpose-driven company and an industry leader in the food and beverage category. You'll work with some of the best-known food and beverage brands in the world. Our strong portfolio of brands includes: Activia, DanActive, Danimals, Dannon, evian, Follow Your Heart, Happy Family Organics, International Delight, Light + Fit, Nutricia , Oikos, Silk, So Delicious Dairy Free, STK Cold Brew Coffee , Too Good & Co, and YoCrunch.

With approximately 5,000 employees and 13 production locations across the U.S., Danone North America's mission is to bring health through food to as many people as possible.

You'll be part of one of the largest Certified B Corps in the world, working to make sure our company creates real value for people and the planet. Come join our movement for a healthier world: One Planet. One Health BY YOU.

Danone North America is proud to be an Equal Opportunity employer. It is our policy to give equal employment opportunities to all qualified persons without regard to legally protected characteristics, or any other consideration made unlawful by applicable federal, state/provincial and/or local law. For our EEO policy statement and your EEO rights under law click here.

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