Senior National Sales Manager, Metabolics & Ketogenics

Job Title: Senior National Sales Manager, Metabolics & Ketogenics

Location: Rockville, Maryland, USA

Job ID: 2024-11542

Number of People to Hire: 1

Job Family: Sales

Level of Experience: Experienced Professionals

Short Intro and About the Job:

The Senior National Sales Manager, Metabolics & Ketogenics, 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 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.

Essential Functions:

1. 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 Sales and BU Director of Metabolics & Ketogenics to ensure that sales, marketing, and medical plans and activities align with overall BU objectives.

• Develop and align with VP Sales 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.

• 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.

• 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.

• 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.

Knowledge, Skills, and Abilities:

• Strategic business planning knowledge.
• Strong leadership and coaching skills.
• Interpersonal Skills.
• Strong analytical skills.
• Superior communication skills.
• Ability to set priorities and efficiently perform responsibilities.
• Sound judgment and recommendations.
• Ability to establish credibility and rapport quickly.
• Demonstrated ability to connect to external industry organizations.
• Ability to quickly climb the learning curve.

Supervisory Responsibilities: The Senior National Sales Manager, Metabolics & Ketogenics has 6 direct reports: Meta Keto Territory Managers.

About You:

• 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.

About Us: At Danone North America, you'll work with some of the best-known food and beverage brands in the world. You'll be part of one of the largest Certified B Corps in the world, working together to make sure our brands create real benefits for people, communities, and the planet. We have 6,000+ employees across the U.S. and Canada. Come join our movement for a healthier world: One Planet. One Health BY YOU.

The base compensation range for this position is $140,000-165,000 commensurate with experience. 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. Danone is a hybrid work environment.

Danone North America doesn't just welcome what makes you unique, we value it. We're proud to be an equal opportunity and affirmative action employer. All hires to our team are based on qualifications, merit and business needs.