Key Account Manager (Hospital/Pharma Accounts)

About the role

At Nestlé Health Science we believe nutrition, science, and wellness must merge, not collide. Our broad product portfolio includes Garden of Life®, Nature's Bounty®, Vital Proteins®, Orgain®, Nuun®, BOOST®, Carnation Breakfast Essentials®, Peptamen®, Compleat Organic Blends®, and more, alongside extensive pharmaceutical expertise in gastrointestinal and metabolic medicines. We challenge our people to bring fresh, diverse views and make bold moves to empower healthier lives through nutrition, offering dynamic career paths, robust development, and global learning opportunities.

Position Summary

The Key Account Manager (Hospital/Pharma) is responsible for sales performance, protocol development, and contracting within key accounts of the assigned geographic territory through successful execution of marketing strategies. The role develops business plans to grow revenue by building relationships with key decision makers and influencers in large hospital systems, clinics, and specialty pharmacies, with a focus on expanding the GI Pharma platform through targeted engagement, evidence-based messaging, and outcome-driven value solutions. Responsibilities also include collaborating with IDN hospital personnel on transition-of-care and discharge protocols.

Responsibilities

• Develop and execute account plans by identifying account business models, key decision makers, influencers, and protocols, with emphasis on patient discharge and transition-of-care processes.
• Drive growth among hospital accounts, GI/critical-care targets, and new accounts; meet or exceed sales and profit objectives in assigned accounts and territory.
• Educate targeted healthcare providers on the benefits of a novel GI therapy (Vowst) within the assigned territory.
• Develop and assess hospital account protocols, infectious-disease and GI healthcare environments, and execute concise, compliant, professional, and persuasive account management and selling processes that address needs and lead to action.
• Develop and communicate deep scientific understanding of GI disorders, assigned products, and competitive products within the GI marketplace.
• Cultivate and maintain long-term business relationships with key accounts and key opinion leaders in the GI community.
• Develop and implement a territory-specific business plan and leverage all available resources to foster a successful sales environment.
• Convey complex clinical and reimbursement product information to key stakeholders in a highly competitive marketplace.
• Execute a customer-centric, needs-based selling approach with targeted healthcare providers and accounts.
• Use sales reporting systems regularly for call preparation, activity tracking, and market-intelligence gathering.
• Organize meetings and deliver content to healthcare professionals on GI and nutrition aligned with tangible account objectives and metrics defined by the customer.
• Conduct promotional programs for professional audiences and attend local, regional, and national meetings as directed.
• Collaborate with internal and external partners to make introductions and connect with hospital personnel.

Requirements

• Bachelor’s degree required; advanced degree in Nursing, Dietetics, MBA, or Pharm.D. highly preferred.
• 6–7+ years of pharmaceutical sales experience with demonstrated success selling specialty medical products into hospitals (medical device, infectious disease, rare disease, or GI).
• Fluency in Microsoft Office (Word, Excel, Outlook, PowerPoint).
• Excellent oral and written communication, presentation, organizational, and stakeholder-management skills; ability to develop and maintain strong cross-functional relationships.
• Ability to work under pressure, meet tight deadlines with minimal supervision, and adapt to change.
• Strategic account planning, strong business acumen, financial and analytical skills.
• Knowledge of value-based selling and experience with negotiating, clinical influence, and account penetration/call planning.
• Ability to meet or exceed sales targets and to be data-driven.
• Current or prior experience with data systems such as Power BI, Salesforce, Circana, or similar is preferred.
• Willing and able to travel 50%–70% based on team, territory clients, or business needs.

Pay

The approximate pay range for this position is $160,000 to $175,000. Final compensation may vary based on knowledge, skills, abilities, and geographic location. Nestlé offers performance-based incentives and a competitive total rewards package that includes a 401(k) with company match and comprehensive healthcare coverage.