Senior Manager - People Leader, National Accounts Acute Care

About the role

At Nestlé Health Science, we believe that nutrition, science, and wellness must merge, not collide. Here, we embrace the intrinsic connections of these three pillars, harnessing their collective strength to empower healthier lives. Our broad product portfolio includes renowned brands like Garden of Life®, Nature's Bounty®, Vital Proteins®, Orgain®, Nuun®, BOOST®, Carnation Breakfast Essentials®, Peptamen®, Compleat Organic Blends®, and more. We also have extensive pharmaceutical expertise, offering innovative medicines that aim to prevent, manage, and treat gastrointestinal and metabolic-related diseases.

The Senior National Account Sales Manager will be responsible for the national Integrated Delivery Network (IDN) strategy and execution. Managing the Strategic Accounts team to achieve KPIs and sales goals, and developing a high-performance team will be key responsibilities in the role. This includes coaching, mentoring, driving Key Account Management Excellence, and sales performance.

Responsibilities

• Teams meet/exceed sales objectives including sales growth and profitability targets in assigned Integrated Delivery Networks (IDNs).
• Work collaboratively across Commercial Sales to define specific and measurable call objectives and account tactics that will mutually drive results with top-down and bottom-up account penetration.
• Monitor sales team performance, analyze sales data and metrics, and provide dynamic forecasting to ensure the sales team meets/exceeds defined organizational sales metrics/goals.
• In partnership with the National Account team, field sales, and Customer Development, proactively lead the development of account-specific sales strategies, implementation plans, or marketing programs within assigned strategic accounts.
• Execute against plans alone and in partnership with the NA team, field sales, and CD teams, and monitor progress against plans.
• Lead assigned Strategic Account Managers focused on strategy and execution plans to generate profitable sales growth.
• Participate in the development and execution of short and long-range plans in support of National Accounts, providing insight around decision-making processes, key thought leaders, and key topics to address within the network.
• Evaluate strategic pricing proposals when required for assigned accounts. Analyze customer and Nestlé’s objectives to ensure mutual achievement of respective contract and business objectives.
• Collaborate with internal partners to lead the development of pricing and negotiation of assigned contracts.
• Increase the organization’s ability to track field performance/activity and sales results by recording sales activity consistently and regularly in the sales reporting systems (CRM). Use information and data points for call preparation/follow-up and to record market intelligence data.
• Coach and develop assigned Strategic Account Managers on business acumen, account penetration, and account planning to elevate conversations within the C-Suite and bring strategic solutions to customers, ensuring selling messaging aligns with the Value Proposition.
• Provide coaching and guidance to Field Sales on National Account strategies and plans.
• Stay abreast of industry and competitive activities and update account plans appropriately.
• Participate in sales meetings, conventions, seminars, and other activities as needed.
• Develop and present quarterly business reviews with leadership.
• Must be willing to travel up to 75% for field coaching, customer meetings, and company meetings when planned.

Requirements

• Bachelor's degree.
• 7+ years of medical/clinical selling experience in a hospital setting required, with key account management experience selling to C-suite strongly preferred.
• 7+ years of leadership experience with a demonstrated track record of success building, developing, and inspiring high-performance teams.
• Experience managing complex, cross-functional projects.
• Demonstrated capability to successfully plan and execute key corporate initiatives.
• Demonstrated solid financial and analytical skills.
• Demonstrated ability to orchestrate consistent and corporate-level decision support.
• Proficiency in leveraging digital tools and platforms to optimize workflow, enhance collaboration, and analyze data for informed decision-making.

Preferred Skills

• Degree in Business, Marketing, or a Medical Science. MBA preferred.
• Key Accounts Strategy & Structure System Knowledge: Microsoft Office, Veeva, Power BI.
• Highly motivated, articulate, self-directed, with excellent communication, organizational, and problem-solving skills.
• Ability to work well within a fast-paced environment and manage sales responsibilities effectively.
• Strong business acumen and negotiation skills, with the ability to adapt well within rapidly changing work and industry environments.
• Ability to develop solid and long-standing relationships with customers.
• Computer literacy and aptitude, including advanced skills in Excel, Word, and PowerPoint.
• Core knowledge of the 10 Principles and expert knowledge in our areas of responsibility.

Pay

The approximate pay range for this position is $170,000.00 to $180,000.00. Final compensation may vary based on factors including but not limited to knowledge, skills, abilities, and geographic location.

Benefits

• Performance-based incentives.
• Competitive total rewards package, including a 401k with company match and healthcare coverage.
• A broad range of other benefits (incentives and/or benefit packages may vary depending on the position).