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Hospital Key Account Manager

Title

Hospital Key Account Manager


Incumbent

Maternity Backfill Fixed Term Contract 9 Months


Division

Nutricia Advanced Medical Nutrition


Reporting To

Mary Kenny, Hospital Business Manager


Hours Of Work

Full time 37.5 hours per week plus any additional hours required


Travel

Field based covering Galway, Mayo, Sligo, Donegal (counties may vary)


Purpose


  • Drive the Nutricia Medical business in Ireland within the market by winning and retaining hospital nutritional contract business

  • Consolidating our position as market leader in a number of disease specific areas

  • Maintain Nutricia Medical reputation in Ireland through excellence in the provision of nutritional and technical support whilst promoting the Nutricia Medical product range in Ireland

  • Build relationships with a wide range of health care professionals in hospital including Dietitians, Speech and Language Therapists, Consultants, Infection Control and Specialist Nurses

  • Build relationships with other key influencers in hospital including pharmacy, stores and business managers

  • Manage business in key accounts, whilst identifying opportunities to further grow business

  • Scope


  • Responsible for driving product sales in hospital accounts on territory

  • Responsible for managing relationships with HCP’s in key accounts

  • Liaise with United Drug and local wholesalers to ensure maximum product availability

  • Liaise with Nutricia Medical to ensure successful implementation of marketing campaigns

  • Help to organise successful HCP educational meetings and study days

  • Organisational Relationships


  • Health care professionals and other key influencers working in hospital accounts

  • Distributors and wholesalers

  • Nutricia Medical Ireland team

  • Responsibilities


  • To promote through marketing campaigns and support through nutritional education the Nutricia Medical range of products to:

  • - Hospital Dieticians
    - Hospital Consultants as appropriate.
    - Hospital Pharmacists
    - Hospital Specialist Nurses
    - Hospital Stores responsible for nutritional products
    - Hospital Business Managers.
    - Hospital Catering Departments
    - Hospital Speech and Language Therapists.
    - Distributors and Wholesalers

  • Sales calls may be via one to one meetings, group meetings and presentations

  • Maintain professionalism at all times to maintain Nutricia Medical reputation

  • Regular and at least monthly review of hospital sales figures to target activities

  • Liaise with Nutricia Medical marketing team in the development of successful marketing campaigns by providing insight into customer needs and concerns

  • Exhibit Nutricia Medical product ranges at relevant HCP meetings

  • Liaise with Nutricia Medical team regarding regional educational meetings

  • Identify new customers/opportunities to grow the business

  • Gather relevant information to help secure successful hospital contracts

  • Feed back relevant information to head office to help maintain competitive edge

  • Actively ensure continued educational development by attending relevant study days, reviewing medical literature and latest best clinical practice in conjunction with the Nutricia Medical Nutrition Department

  • Liaise with United Drug and other wholesalers to ensure maximum product availability

  • Maintain record of sales activity and send weekly reports to Hospital Business Manager. Complete annual territory business plan and update regularly

  • Update HCP database regularly in conjunction with sales support

  • Experience


  • Excellent presentation skills are required

  • Must be able to demonstrate success in developing relationships with key medical personnel

  • Good report writing skills

  • Computer literacy in Microsoft Office, Word and PowerPoint

  • Experience in a sales role is preferred but not essential

  • Qualifications / Technical Knowledge


  • Degree in Human Nutrition/Dietetics or Nursing Degree or Science Degree

  • Personality Profile


  • The successful person will be a self-starter, who sets and exceeds high expectations as set by the Company

  • The ability to establish trust and credibility with relevant opinion leaders, health professional groups, patients and other stakeholders

  • Commercial acumen and business understanding

  • The person must be a professional presenter and communicator

  • Enthusiasm and energy for the role must be evident

  • Professional who has the presence and stature to be able to persuasively influence relevant opinion leaders, health professional groups and other stakeholders

  • Strong communicator with the ability and willingness to share knowledge and to collaborate and work within a matrix organisation

  • Effective analytical/problem solving skills

  • Strong organisational and event management skills

  • Academic interest in key disease areas, with the ability to communicate latest developments to the business and marketplace

  • Outgoing and friendly personality who has the ability to function alone and as part of a team


  • If you are interested in this position, please apply by email to Imma Moran, HR Administrator (.(JavaScript must be enabled to view this email address)). If you would like to find out more information of make some informal enquiries, please contact Mary Kenny, Hospital Business Manager, on 086 221 4451.

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