Strategic Account Manager; South East

Job Description

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.

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.

• 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.
• 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.
• 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.
• 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.
• 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

• Organic sales growth vs set targets in key accounts within territory
• Established performance to set KPIs, including: sales targets, identified annual…