The Key Account Manager - Alternative Care is responsible for developing and leading the strategy of select regional & national Home Health Care, and other strategic partners, as assigned by the Sr., National Account Manager-Home Health & Alternative Care. The Key Account Manager-Alternative Care will be responsible for the daily management of select accounts and relationship building while seeking new opportunities to drive sales. The Key Account Manager, Alternative Care will work closely with the sales and marketing teams to position products favorably at targeted accounts and will develop and implement strategies to partner with key alternative care customers to drive access and sales. Strategies include, but are not limited to, contract implementation, co-marketing relationships, education, and other partnership arrangements. The KAM, Alternative Care will work closely with the sales organization to implement strategies and tactics for pull through at the local level.

1. Key Account Management

1. Forge relationships throughout all levels of the customer organizations (focus on strategic Alternative Care partners to include, but not limited to Regional HHC/DMEs, and other strategic partners), seeking to fully understand their business model and scope of services provided, as assigned by the Sr., National Account Manager- Home Health & Alternative Care.
2. Utilize internal resources such as finance and legal to ensure successful contract implementation.
   1. Secure current business, negotiate contracts and maximize product line utilization.
   2. Work closely with internal category stakeholders to develop strategy, resources, and tactics to meet customer needs and drive hospital sales of NNA products.
3. Work closely with the field sales organization to pull through contracts at the local level.
4. Manage national and regional customers and contracts as assigned by Sr., National Account Manager, Home Health & Alternative Care.

2. Account Level Responsibilities

1. Meet with targeted accounts (with field org) to negotiate and facilitate contracts and ensure formulary inclusion for NNA products.
2. Work with TMs and RMs to secure patient at hospital discharge and leverage partnership to drive business growth within the alternative care channel.
   1. Work with sales organization to implement account and contract strategies & drive key account management with targeted, strategic alternative care accounts.
   2. Support and leverage access with the hospital channel partners to drive the Continuum of Care for patients discharged from hospital to secure community/ home care product sales.
3. Analyze program results and account data to determine strategy development, provide on-going progress reports during relevant internal stakeholder meetings.

3. Educating & KAM Skills Development

1. Assist the Sr., National Account Manager, Home Health & Alternative Care with development & implementation of Key Account Management tools and skills in driving business growth, targeting strategic alternative care partners.
2. Aligned with Learning and Development, lead NSM workshops/ trainings to ensure key account management development of the sales organization.
3. Develop tools to aid in KAM concept application in field business plans (e.g., MAC Playbook).
4. Coach RMs/TMs on KAM skills in home care, and alternative care selling situations.

4. Additional responsibilities

1. Monthly analysis of channel and strategic accounts to track product demand and sales tracings.
2. Manage product launches, price changes, and backorders, sales pull-through and special promotions at the national account level for customer segments, as assigned by Sr., National Account Manager, Home Health & Alternative Care.
3. Develop an annual business plan focusing on customer segment.
4. Provide analytic insight to national data, market trends, issues, and opportunities.
5. Work with National Account colleagues responsible for State contracts and Trade management. Assist with projects at the local level as directed by the DNA.

Knowledge, skills, and abilities:

• Thorough knowledge the targeted customer segments and market and business conditions related to national accounts.
• Experience developing and implementing impactful customer strategies and strong analytical skills to interpret data and market conditions.
• Ability to think strategically to identify the business impact of national account scenarios and opportunities.
• Strong negotiation, sales, business planning and communication skills.
• Strong team player who is adept at managing multiple priorities and working with various internal and external customer.
• Skilled coach with the ability to coach sales representatives while working with customers.
• Experience in developing relationships at the corporate level and implementing contracting efforts.

At Danone North America, you'll work with some of the best-known food and beverage brands in the world like Activia, Silk, Horizon Organic, Two Good, Oikos, evian, and Happy Family. You'll be part of one of the largest Certified B Corps in the world, working together to make sure our brands create real benefits for people, communities, and the planet. We have 6,000+ employees across the U.S. and Canada. Come join our movement for a healthier world: One Planet. One Health BY YOU.

The base compensation range for this position is $110-$150,000 commensurate with experience. Danone North America 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 with opportunities to work both remotely and in office when desired.

Danone North America doesn't just welcome what makes you unique, we value it. We're proud to be an equal opportunity and affirmative action employer. All hires to our team are based on qualifications, merit and business needs. We recruit, employ, train and promote regardless of race, color, religion, disability, sex, sexual orientation, gender identity, national origin, age, veteran status, genetic characteristic or any other protected status. Faithful to our values of openness and humanism, all of our employees share in the commitment to engage one another with dignity and respect. http://www.dol.gov/ofccp/regs/compliance/posters/pdf/eeopost.pdf

https://www.dol.gov/ofccp/regs/compliance/posters/pdf/OFCCPEEOSupplementFinalJRFQA508c.pdf

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