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National Accounts Manager DME / Home Health, Distribution (Enfamil Infant Formula & Child Nutrition)

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***Role can potentially be Home Office based anywhere in the United States.


This role is the primary point of contact for an account portfolio consisting of National, Regional and/or top-tier Regional and local Durable Medical Equipment (DME), Drug/Medical Surgical Distributors, Home Health Care and/or Alternate Channel GPO customer accounts.  This position supports Mead Johnson sales and market share and sales growth objectives by implementing account specific business strategies, objectives and tactics via contracting, pricing/ rebates, reimbursement and fulfillment/ distribution. This role serves as advisor and support for Medical Sales Force and related hospital contracting and office initiatives to retain and grow specialty business/ brands within HC/ DME assigned geography matrixed with counterparts.


US Additional requirements
  • Manages all aspects of business, including serving as MJN’s key customer contact within HC/ DME key account contracting/ Supply Chain.  Develops and builds relationships with materials management executives and key contracting department staff, GPO, DME and Distributors, clinical staff and/or affiliates to both support and advance business partnerships in concert with district and regional teams.
  • Identifies, assesses and targets account opportunities that best fit the financial and strategic objectives.  Identifies opportunities for increased market share within current business at targeted accounts.  Develops annual business plan and growth forecast for each assigned account
  • Performs strategic account analysis using ROI analyses that include considerations such as usage, product cost, distribution fees, market share, rebates and patient related services working closely with Finance and Marketing
  • Ability to assess and understand the current and potential future value of assigned accounts.  Possesses a keen understanding of organization’s business model, including contracting policies and processes.  Successfully presents strategic business case to internal stakeholders as needed to address opportunities
  • Negotiates contracts with customer by developing and executing appropriate win/win strategies.  Exhibits strong business acumen and the ability to understand business constraints, margin, level of authority and autonomy for negotiating with customers
  • Responsible for meeting or exceeding established annual sales goals and account objectives
  • Conducts ongoing business reviews to gauge contract performance, client satisfaction and priorities, and to assess strategic relationship.  Also identifies trends, usage/purchasing patterns, and assesses opportunities to expand product portfolio
  • Develops solutions autonomously to a variety of account issues, working within existing MJN policies, procedures, and programs.  Shares learning and insights with team
  • Actively participates in cross-functional teams and assigned projects to support the National Accounts strategy and execution in alignment with Medical Sales Force sales growth initiatives
  • Formulates robust programs and business propositions to include an array MJN product-related services beyond price to create compelling contract proposal offerings packaged in a manner to provide customer accounts with competitively superior partnership opportunities


Why RB?


  • Fast faced. Tired of having to jump through endless hoops to get things done? Not here. We move fast and deliver.
  • Growth. Frustrated by the lack of growth opportunities in your current company? Not here! RB takes pride in the development and continued growth of our employees through steady rotations and promotions. 
  • Autonomy. RB empowers you to OWN what you do.  
  • Iconic Global Brands. Take a look. You'll be surprised at how many you already have in your home.
  • Feel good about the company you work for! RB is committed to making the world a better place through betterbusiness.
  • Passport Stamps. Does working Internationally interest you? Perform well and Global doors can open for you at RB.
  • Work with smart people. We have a talented workforce that believes in sharing ideas to help each other, and the company succeed. 
  • Vacation. We offer 4 weeks’ vacation, 9 core Holidays and 4 floating days.
  • 16 weeks paid Maternity leave. 
  • Competitive base salaries and bonuses. 
  • Tuition reimbursement.

In Return RB offer very competitive salaries with excellent benefits and the chance to progress your career within a truly global organisation.
RB is an equal opportunity employer and all qualified applicants will receive consideration for employment without regard to race, colour, religion, sex, national origin, disability status, protected veteran status, or any other basis protected by appropriate law. All hiring decisions are made based on merit, competence and business need.

Job Segment: Medical, Nutrition, Home Care, Medical Equipment, Healthcare

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