Overview
Nutricia Clinical Territory Manager - Paediatrics at Danone. The Clinical Territory Manager role is a key part of the Paediatric Sales team, managing their own business within the territory. This role supports customers in both Primary and Secondary care and builds relationships and delivers clinical and commercial messaging to drive sales of our Paediatric portfolio. The role is based across Hampshire, Isle of Wight and Sussex.
Responsibilities
* Business Planning and Territory Management
o Develop and implement cross functional account plans aligned to national strategic priorities
o Monitor performance against business plans and provide monthly business reviews to the paed RBM
o Identify and profile Key Opinion Leaders and Key Influencers. Devise specific action plans for their management with cross functional input from medical/marketing
o Deliver against commercial and activity targets as defined by account plans/SIS scheme and activity KPIS
o Provide information and insights to inform category forecasting and activation plans
o Create customer investment plans (territory budget) & define return on investment working closely with regional team and RBM
* Pathways/Guidelines/Formularies
o Work with the adult contract account manager to optimise paediatric portfolio usage across hospital setting optimise Nutricia contract formulary listings, drive niche product listings in competitor contracts and drive branded discharge
o Achieve positive formulary and guideline product listings through influence of key HCP/NHS stakeholders (in conjunction with paed RBM/HDM)
o Monitor and track guideline performance, across territory with support of paed RBM/HDM
o Develop a value-based proposition for stakeholders within ICB, ICS, Place, PCN (in conjunction with paed RBM/HDM)
* Customer Impact and Stakeholder Engagement
o Deliver against key opinion leader/influencers plan within ICS/PCN/HB and other NHS bodies through cross functional working with paed RBM/paed HDM
o Effective management and mobilisation of KOLs/Commercial advocates
o Clinical stakeholder management to deliver superiority messages
o Support the Nutricia enteral feeding contracts where required
o Involvement in customer symposiums, educational meetings as appropriate in line with account plans
o Engage cross functionally to drive business growth and deliver against expectations and KPI’s
* Mission of the role
o Build the credibility and relevancy of the paediatric Nutricia portfolio across the full health economy (hospital and community), driving both commercial opportunity and patient value
o Drive and implement guideline and pathway strategy (allergy and growth) through close cross functional working to provide bespoke value propositions and market share optimisation
* Stakeholder Relationships
o Internal – Healthcare Paediatric team incl Paediatric Strategy, Commercial Effectiveness, Healthcare Development RBM & Contract Strategy, Medical Science & Market Access, Marketing (Consumer) and Sales (Trade) as relevant
o External – HCPs including Paediatric Dietitians, Paediatricians, GP’s, Pharmacists etc, NHS stakeholders & budget holders as well as key opinion leaders
Qualifications / About You
* Relationship Building & Stakeholder Management
* Understanding & Communicating Clinical Evidence with impact
* Tenacity/Agility and a growth mindset
* Commercial acumen and strong data analysis skills
* NHS Customer and Category knowledge, and Primary Care sector experience preferable but not essential
* Location: Hampshire, Isle of Wight and Sussex (field-based). You will need to live in one of these locations.
* Driving: Full UK driving license and comfortable with regular driving to meet with customers
* Salary: £45,000-£50,000
* Benefits: company car and fuel card
About Us
At Danone UK & Ireland, we are committed to delivering better health through better nutrition for millions of consumers and patients in our communities. Diversity, Equity, and Inclusion (DEI) is deeply embedded in Danone's DNA, representing our core values and beliefs. We embrace diversity as a driving force for positive change, nurturing an inclusive workplace where every individual is valued.
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