National Account Sales Manager - Medical Nutrition (Midwest)
About the role
The Manager, National Account Sales will have a specified account portfolio of Integrated Delivery Networks including the owned/leased/managed homecare run by the IDN, the onsite clinics and all decision making personnel who have the ability to influence and make purchasing decisions that will result in mutually beneficial growth of Medical Nutrition.
The role is responsible for execution against the overall channel and GPO strategy related to all assigned accounts in accordance with Nestle Health Science Medical Nutrition sales plan. The role is responsible for execution via live face to face and virtual interactions that align facility requirements. The role requires interacting with key decision makers and influencers within assigned accounts, facilitating contract negotiations and RFP responses, and developing/driving strategic execution of National Account initiatives.
Key Responsibilities
- Mets/exceeds sales objectives including sales growth and profitability targets in assigned IDN accounts
- Reviews sales performance within assigned accounts on a monthly basis, sets specific growth strategies and plans within assigned accounts in order to meet/exceed defined organization sales metrics/goals.
- Drives the development and independent execution of short and long-range plans in support of National Accounts, develops deep understanding of account decision-making processes and contacts, key thought leaders and key topics to address within membership.
- Analyzes customer and Nestlé’s objectives to ensure mutual achievement of respective contract and business objectives.
- Initiates, cultivates and leverages long-term customer relationships including IDN Leadership, "C" level and Senior VP level relationships, builds network of key advocates within assigned accounts.
- Drives development of pricing and negotiation of assigned contracts with input from Sales Operations, Sr. Sales and Field Sales Management and facilitates contract completion/execution with Sales Operations Team.
- Manages assigned customer relationships and identifies opportunities within existing customers to increase account penetration and capitalize on contract opportunities.
- Stays abreast of industry and competitive activities and updates account plans appropriately. Participates in sales meetings, conventions, seminars and other activities on an as-needed basis.
- Must be willing to travel over 50% to designated accounts and to company meetings when planned.
- Performs other duties as required.
Experience and Education Requirements
- Bachelor’s degree in business healthcare, or related field; advanced degree preferred.
- 5+ years medical/clinical selling experience in a hospital setting required with key account management experience selling to C-suite strongly preferred.
- 5+ years of leadership experience with demonstrated track record of success and results.
- Experience managing complex, cross-functional projects.
Preferred Skills
- IDN Strategy & Structure
- System Knowledge - Microsoft Office, Veeva, Power BI (specifically CDR and Contract Lookup)
- Highly motivated, articulate, self-directed, and demonstrates excellent communication, organizational and problem-solving skills.
- Works well within a fast-paced environment and has a proven ability to manage sales responsibilities.
- Curiosity/Flexibility to maintain proper account rosters and maintenance of customer grouping within Power BI.
- Ability to develop solid and long-standing relationships with customers is extremely important.
- Strong business acumen and negotiation skills are a requirement, as is the ability to adapt well within rapidly changing work and industry environments.
- Strong analytical and interpretive skills to be able to organize data into meaningful information to use as basis to develop strategy and decision making.
- Computer literacy and aptitude including advanced skills in Excel, Word, and PowerPoint.
- Demonstrated ability to translate data into actionable insights, effectively using digital tools and technologies to improve outcomes. A strong understanding of emerging digital trends and their relevance in a modern, insight-led workplace is essential.
Pay Range
The approximate pay range for this position is $120,000.00 to $130,000.00. Please note that the pay range provided is a good faith estimate for the position at the time of posting. Final compensation may vary based on factors including but not limited to knowledge, skills and abilities as well as geographic location.