About Nutricia
Nutricia Advanced Medical Nutrition is a specialized healthcare division of Danone.

Divisional Headquarters: Amsterdam, Netherlands

Number of Employees: 5298

2011 Revenue: 1.932 Billion Euros

· Wageningen, Netherlands
· Palaiseau, France
· 200 scientists devoted to Nutricia Specialized Nutrition

Facilities: In 34 countries

Commercial presence: Our products are available for patients in 74 countries
Stock exchange: Danone is listed on the Paris stock exchange
Nutricia is a specialized healthcare division of the food company Danone, focused exclusively on research-based scientifically-proven nutrition, developed to meet the needs of patients and individuals for whom a normal diet is not sufficient or possible.

Nutricia's products are typically prescribed or recommended by healthcare professionals, and are dispensed or distributed in hospitals, care homes and other institutions, or through pharmacies and home care delivery into the community.
We work in close partnership with the medical community, including doctors, nurses, dietitians, hospitals, pharmacies, health authorities and patient organizations. Our reputation with specialists and opinion leaders in the profession continues to grow, backed by our contributions to the research and development of Advanced Medical Nutrition for disease management.

Nutricia's expertise in healthcare nutrition is deployed across four major categories:


See more at: http://www.nutricia.com or http://www.nutricia.se


Sales Representative Memory

Field based Sweden

Sales Representative Memory
Launch and establish Souvenaid for dietary management of patients with early Alzheimers disease

Main purpose of position
To deliver and exceed territory sales targets via building mutually beneficial business relationships to become preferred partners with our key customers, ensuring long term sustainable growth.

Key responsibilities and objectives
Plan & develop the business in the territory
· Identify opportunities to develop the business in your territory
· Implement strategy/sales cycle focus & achieve against set KPI’s
· Develop annual business plan for territory (with support of RSM)
· Deliver call & execution plan
· Frequently review & analyze sales results/KPI’s

Manage customers
· Visit customers (One-on-One and group meetings; according to SUCCEED)
· Set business objective per key customer/account (part of Key Account Management Plan)
· Handle customer requirements
· Provide and/or facilitate customer education (share scientific, product, commercial information, provide presentations & workshops as appropriate)
· Prepare, analyze and report on calls within the CRM system
· Follow up on agreements (orders, prescriptions, actions etc)
· Collaborate effectively with other Nutricia colleagues where necessary to achieve objectives

Manage Key Opinion Leaders
· Identify/groom new Key Opinion Leaders in your territory, understand their role and judge/substantiate their importance
· Manage Key Opinion Leaders in your territory, assigned to you by your RSM: build relationships with them, get their support and strengthen our market position with them

Manage accounts
· Map the account (decision makers, influencers, hierarchy of needs, …)
· Budget responsibility
· Negotiate with decision makers

Key working relations
Internal relations
KAM Memory Souvenaid, Regional Sales Manager, Sales Representatives, Head of Sales, Marketing

External relations
KOLs : Hospitals, Geriatricians, Dieticians, Memory Nurses and Memory Centers
KOL’s, Large Key Accounts

Key qualifications
Education and experience
· Strong academic and/or healthcare background
· 2+ years of successful external commercial sales experience
· Experience within Geriatric and/or AD or similar experience is an advantage

Key competencies and skills
High priority competencies and skills
· Strong selling, communication & negotiating skills
· Ability to understand the business (e.g. channel dynamics, competition, health care environment) and identify opportunities.
· Identify and accelerate key business drives & growth levers
· Manage, influence & build customer relationships
· Commercial Organisation Effectiveness (Account Management, Develop customer and channel based solutions)
· Effective Stakeholder Management (KOL networking and management, Customer Networking & Management)
· Delivering Results and Meeting Customer Expectations
· Team player
· Coaching & Training skills
· Innovative and Creative
· Project Management
· Analytically strong
· Financial & Budgetary management
· Ability to manage complexity
· Desires to learn and develop new skills outside main area of expertise to utilize them in meeting business goals

For further information about the Sales Representative Memory position, please contact Jenny Harding Ringh, Recruitment Consultant, PeakSearch.
Phone: +46-(0)8-545 00 100, Mobile: +46- (0)70-235 81 99
E-mail: jenny@peaksearch.se