Share this Job

Regional Sales Manager Southeast Region


Date: May 18, 2019

Location: Field based, US

Company: DANONE

Nutricia North America within the Advanced Medical Nutrition division is looking for a Regional Sales Manager - Southeast United States.

With our global presence, brands and business within our mission of "bringing health through food to as many people as possible" we believe that people growth is a key asset to reach a sustainable business performance. 

Take this opportunity to grow together!

Position Summary:
Lead Territory Managers (7-10) in the defined region to drive the sales growth of Nutricia’s 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. Manage sales performance.
a. Monitor sales rep KPI’s (weekly, monthly).
b. Report frequently to sales management & sales team on targets, objectives, KPIs, etc.
c. Provide up to date information/forecasts.
d. Implement and monitor segmentation.
e. Own the regional prescription influence map.
2. Plan and develop the business.
a. Identify opportunities to develop the business in the region and propose action steps to VP of Sales.
b. Lead recruiting and selection efforts for new sales representatives in the region as necessary.
c. Provide coaching and training to territory managers.
d. Develop an annual performance plan for each subordinate.
e. Conduct Performance Development Reviews for each direct report.
3. Commitment to fieldwork 60-75% of the time.
a. Based on 7-10 direct reports, minimum 2 field visits /quarter with each territory manager.
b. Complete Field coaching report.
c. Conduct performance reviews.
d. Attend Management and HQ meetings as necessary.
4. Business planning.
a. Develop an Annual Business Plan for Region, focusing on business planning steps within span of control, as well as needs from cross-functional partners.
b. Provide analytic insight to regional data, issues, and opportunities, using all available company resources.
c. Manages annual and monthly budgets for travel and other region activities and tactics.
d. Provide coaching and direction on territory managers business plans.
5. Administration.
a. Utilizes Nutricia’s Sales Force Automation tool to follow up on territory manager’s sales activities.
b. Provides feedback on performance metrics and Key Performance Indicators to territory managers and National Sales Director, Pediatrics & GI.
c. Completes and submits Expense Reports and approves Expense Reports for territory managers as outlined in the T&E policy
d. Manages sample requests and other budget items monthly.
e. Participates in sales management and other home office meetings either via teleconference or in person
f. Provides feedback to Marketing, Medical and other functions on sales progress, trends, opportunities and issues.
6. Other duties as assigned.
Knowledge, skills and abilities:
• Strong leadership and coaching skills.
• Interpersonal Skills. An individual who develops effective rapport and working relationships with customers and 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; effective conducting persuasive presentations. Excellent listening skills; seeks input and feedback.
• Strategic business planning knowledge.
• 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 domestic market.

For more information about Danone, its people and its business, please visit  We have something special inside, do you?

Experience: Graduates


Nutricia Advanced Medical Nutrition is focused on pioneering and delivering specialized nutritional solutions and Best Care for medical professionals and their patients, helping people live healthier and longer lives.  Nutricia North America was established in 1983 and is headquartered in Rockville, MD.  We seek to provide solutions and services wherever nutritional intervention can be shown to improve clinical outcomes.  In partnership with doctors, healthcare professionals and caregivers, we work to make a real difference in people's lives by speeding recovery and encouraging independence.  Our ambition is to deliver only proven benefits through nutrition, as an integral part of disease management.

Consisting of a wide variety of FDA and Health Canada regulated products, we are especially active in the management of inherited metabolic diseases, severe pediatric allergic and gastrointestinal disorders, pediatric epilepsy, and long term and critical care for seniors.

Nutricia North America is an equal employment and affirmative action employer. All qualified applicants will receive consideration without regard to race, color, religion, disability, sex, sexual orientation, gender identity, national origin, age, physical or mental disability, veteran status, genetic characteristic or any other unlawful criterion.

Nearest Major Market: Manchester

Job Segment: Sales Management, Regional Manager, Marketing Manager, Manager, Sales, Management, Marketing

Find similar jobs: