Territory Manager

Short Intro and About the Job

Job Summary:

The Territory Manager – Pediatrics is responsible for achieving sales objectives within an assigned geographic territory by achieving ambitious growth objectives and accelerate adoption of the Danone Medical Nutrition pediatric portfolio, including Nutricia, Kate Farms, and Danone products, across a defined geographic region.

This role is primarily focused on calling on community pediatricians, general pediatric practices, family medicine providers, nurse practitioners, physician assistants, registered dietitians, relevant specialists, outpatient clinics, and other community-based healthcare providers who influence medical nutrition recommendations, prescriptions, referrals, and product access for pediatric patients.

The Territory Manager will build trusted clinical and commercial relationships, educate healthcare professionals on product benefits and appropriate patient use, support families and practices in navigating access pathways, and partner with local healthcare offices, DME/HHC, pharmacy, retailers and community stakeholders to expand product availability and utilization.

This is a remote, field-based role requiring regular travel throughout the assigned territory.

Key Responsibilities:

Territory Management

• Build and maintain strong relationships with key healthcare professionals, DME/HHC partners, and other relevant accounts across the assigned geographical area.
• Execute consultative sales activities—both in person and/or virtually where necessary—by promoting designated products to medical practitioners, dietitians, and nurses.
• Organize and implement programs such as lunch-and-learns, in-services, continuing education sessions, KOL events and regional meeting activities to drive brand and product growth.
• Represent Danone Medical Nutrition at industry trade shows applicable to the region.
• Develop strategic alliances with local and regional home healthcare/DMEs to support product expansion.
• Support and promote all retail access, e-commerce and WIC access options
• Support healthcare providers in understanding product selection considerations across pediatric nutrition needs, including GI, allergy, specialty nutrition, and plant-based medical nutrition options.
• Serve as a knowledgeable and credible resource for community pediatric practices and related healthcare professionals.
• Identify opportunities to increase provider confidence, product trial, brand loyalty, and long-term utilization.

Business Planning

• Create and manage a comprehensive business plan for the territory, collaborating with peers and cross-functional partners as required.
• Update the business plan regularly in coordination with the Regional Director.
• Utilize company resources to analyze data, identify issues, and evaluate opportunities.
• Participate actively in team meetings, providing status updates and constructive feedback.
• Oversee the budget for territory-specific samples, T&E, events and programs.
• Offer insights on new product development, emerging market trends, and competitive activity.
• Prepare and present regular business reviews with key stakeholders.

Account Management

• Identify opportunities within accounts that necessitate a multifunctional approach, coordinating resources to align objectives.
• Serve as the primary contact for all assigned accounts.
• Leverage company tools and platforms to meet account goals effectively.
• Partner with accounts to support appropriate product access, sampling, patient transition, and continuity of care.
• Identify accounts requiring cross-functional support and coordinate internal resources to address business opportunities or barriers.
• Support formulary, stocking, distribution, and access initiatives where relevant to territory growth.
• Develop community-based pull-through strategies that connect provider education, patient access, and fulfillment pathways.
• Build strategic relationships with local and regional stakeholders that influence access and product fulfillment, including:
• DME providers
• Home health companies
• Pharmacies
• Retail partners
• Specialty distributors
• Outpatient clinics
• WIC and community nutrition stakeholders, where applicable.

Administration

• Maintain comprehensive documentation of all contacts and activity using the sales force/Veeva automation platform.
• Submit detailed monthly territory business reports to management.
• Complete expense reporting in accordance with company policy.
• Oversee sample requests and related budgets.
• Coordinate field-based objectives with the Regional Sales Manager.

Additional Responsibilities

• Effectively communicate product information to healthcare professionals and clients.
• Attend corporate, national, and regional meetings as required.
• Efficiently address and resolve client concerns or issues.
• Complete all mandatory training and certification for new or existing products and methodologies.
• Perform additional assignments as directed.

 This is a remote/home-based field sales role requiring 40%–50% domestic travel throughout assigned territory with overnight as needed    based on territory geography. The individual must ensure at least 90% coverage of the assigned territory through various channels including phone, virtual platforms, and in person engagement. Occasional evening and weekend work may be necessary for meetings, conferences, or trade shows. The role may also require light lifting (up to 30 lbs.).

The salary range for this position is $74,900-135,000K 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.

About You

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: 

Education & Experience

• Bachelor’s degree required: degree in business, sales, marketing, nutrition, health sciences, or a related field preferred.
• 3–5 years of sales experience within pharmaceuticals, nutrition, DME/HHC, or medical equipment industries, or a minimum of 3 years of clinical experience in healthcare settings preferred.
• Registered Dietitian (RD), Licensed Dietitian (LD), or Registered Nurse (RN) credentials are welcomed but not required.
• Experience working with healthcare professionals, including dietitians, nurses, nurse practitioners, physician assistants, or physicians, is desirable.
• Strong computer proficiency, including Microsoft Excel, PowerPoint, Word, Outlook, CRM systems, and virtual meeting platforms.
• Ability to travel by car, air or rail.
• Must maintain a valid driver’s license, active auto insurance and access to a reliable vehicle.
• Residency within the assigned territory is mandatory.
• Ability to sit, stand, bend, reach and carry materials as needed during normal field activity.
• Ability to work at a computer for an extended period.

Knowledge, Skills & Abilities

• Strong results orientation and accountability for achieving sales goals.
• Excellent consultative selling, negotiation, and influencing skills.
• Ability to establish credibility with pediatric healthcare providers and clinical stakeholders.
• Strong business acumen and analytical capability.
• Excellent verbal and written communication skills.
• High degree of organization, prioritization, and follow-through.
• Ability to work independently in a remote field-based environment.
• Strong collaboration with cross-functional partners, including sales, marketing, market access, patient support, medical affairs, and customer service.
• Adaptability in a fast-paced and changing business environment.
• Proactive problem-solving and sound judgment.
• Commitment to customer service excellence.
• Strong commitment to Danone’s mission, values, and standards of integrity.

About Us, We offer and What's next

Danone North America Medical Nutrition brings together a growing portfolio of mission-driven brands, including Kate Farms, Nutricia, Neocate, Pepticate, Functional Formularies, and Real Food Blends. Together, we deliver science-backed nutrition solutions for infants, children, and adults with complex nutritional needs, whether they consume nutrition orally or through a feeding tube.  

Our ambition is clear: to improve health outcomes, expand access to high-quality nutrition, help reduce healthcare costs, and build sustainable growth. We combine trusted, consumer-loved brands with strong scientific and medical expertise to create nutrition solutions that make a meaningful difference in people’s lives. 

By joining our approximately 450-person North America Medical Nutrition organization, you will become part of Danone’s broader North American and global network. You will have the opportunity to contribute to a growing business, collaborate across brands and functions, and help shape the future of medical nutrition in the US. 

You will also join one of the world’s largest Certified B Corporations, working for a company committed to creating lasting value for people and the planet.  

Danone North America is proud to be an Equal Opportunity employer. It is our policy to give equal employment opportunities to all qualified persons without regard to legally protected characteristics, or any other consideration made unlawful by applicable federal, state/provincial and/or local law. For our EEO policy statement and your EEO rights under law click here.

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