National Account Sales Manager - Medical Nutrition (Northeast)

Nestlé Health Science · Rochester, NY · 2 mo ago

Sales$120k–$130k/yrFull-time

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.

Responsibilities

Meets/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.
Analyze 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.
Increases the organization’s ability to track field performance/activity and sales results by recording sales activity on a consistent and regular basis in the sales reporting systems (CRM). Using information and data points for call preparation/follow-up and to record market intelligence data.
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.
Perform other duties as required.

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.

Pay and Benefits

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.