Specialty Regional Business Director, Gulf Coast - (Nutricia + Kate Farms)

The Regional Business Director plans, develops, and leads the sales organization in the execution of commercial initiatives to attain or exceed sales targets established by the company.  This position oversees a team of regional sales staff and focuses selling activities on key accounts. They develop and manage strategies and tactics to achieve quarterly and annual revenue targets, while demonstrating effective prioritization to support the region.

As a key member of our team, you will play an important role in driving our mission forward. The following responsibilities outline the core expectations and contributions for this position:

• Build and update annual Region Business plan to grow region and execute on quarterly revenue goals and grow top Homecare and Hospital accounts.
• Analyze sales and activity reports on a weekly, monthly, and quarterly basis to direct region strategy and coach direct reports.
• Participates and actively supports and or leads negotiations with GPO’s, IDNs, Food service and Distributors.

• Spends a minimum of 50-75% time in the field with Sales staff in respective region, supporting their professional development needs and to maintain and develop strong relationships and customer engagement.
• Coach direct reports to achieve QVC goals using scorecards, PowerBI, Field Ride Coaching Reports, team calls, and one-on-one meetings, with a focus on developing the Challenger Sales Method and strong clinical selling skills.
• Responsible for providing continuous tools and education to team members to ensure up to date industry, competitor, and product knowledge, while also seeking opportunities to develop them cross functionally.
• Organize weekly team calls, one-on-one meetings, POAs, and support planning of National Sales Meetings.
• Build and maintain relationships with Key Opinion Leaders and Clinical Champions.
• Maintains knowledge of the industry and the competition; continually seeking information from physicians, suppliers, insurance carriers and others to challenge, modify and prioritize sales division strategies.
• Supports diverse hiring and related initiatives to meet company goals.

• Effectively handle lifting of various objects weighing up to 12 pounds. 
• While performing the essential functions of the job, the employee will be required to bend, stoop, kneel, reach, and climb stairs. 
• This role is primarily performed in a remote office setting and requires the ability to remain in a stationary position (e.g., seated or standing) for extended periods.
• The employee will work in a home/office environment with regular trips to trips to conferences, trade shows, customers, or other meeting locations (including overnights) to manage sales throughout the U.S.  Requires 50-75% travel with overnights throughout the assigned territory geography.

The salary range for this position is $124,500-179,000K USD. The exact salary offered will depend on several factors, including the candidate’s relevant experience, geographic location, internal equity, and market conditions. Danone USA 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. To give our employees flexibility, Danone is a hybrid work environment.

The ideal candidate will bring a combination of education, experience, and skills that enable them to excel in this position. The following qualifications outline what we’re looking for, including both required and preferred criteria:

• Bachelor’s Degree in Business, Sales, or Healthcare preferred.
• Medical Device/Life Science background in short sales cycle industries where direct selling to professionals is required.
• 3+ years of successful management experience with responsibility for recruiting, performance management, team development, and team building.
• Flexibility to work varied hours; possibly work weekends or evenings on occasion.

• Excellent written and verbal communication skills with keen ability to listen and follow-up effectively and diplomatically with all staffing levels and customers.
• Must possess computer skills with a keen understanding of business software such as MS Excel, PowerPoint, Word, and Outlook.
• Outgoing, positive, and willing to contribute to a team-oriented workplace.
• Superior negotiating and influencing skills.\
• Accurately assesses and seeks self-development in own skills, knowledge, and performance. Aware of strengths and weaknesses.
• Ability to anticipate work needs and follow through with minimum direction.
• Dedicated to building high-performing teams while also supporting employees’ career growth in individual ways.
• Strong commitment to company mission and values.
• Ability to work independently and collaboratively in a fast-paced, dynamic environment.
• Respectfully shares and accepts feedback willingly from all levels of the organization.