Senior National Account Sales Manager (Medical Nutrition)

About the role

As the Senior National Account Sales Manager, you will lead the national Integrated Delivery Network (IDN) strategy and execution. A key responsibility is managing and developing a high-performance Strategic Accounts team to achieve KPIs and sales goals through coaching, mentoring, and driving Key Account Management Excellence. You will coordinate organizational resources, digital tools, and innovative technologies to identify and capitalize on business opportunities by reviewing pipelines, refining account strategies, and enhancing the performance of assigned strategic accounts nationwide.

Responsibilities

• Ensure teams meet or exceed sales objectives, including sales growth and profitability targets in assigned Integrated Delivery Networks (IDNs).
• Collaborate across Commercial Sales to define specific, measurable call objectives and account tactics that drive results through both top-down and bottom-up account penetration.
• Monitor sales team performance, analyze sales data and metrics, and provide dynamic forecasting to help the team meet or exceed defined organizational sales goals.
• In partnership with the National Account team, field sales, and Customer Development, proactively lead the development of account-specific sales strategies, implementation plans, and marketing programs for assigned strategic accounts.
• Execute against plans—both independently and in partnership with the National Account, field sales, and Customer Development teams—and monitor progress.
• Lead assigned Strategic Account Managers in developing and executing strategy and plans to generate profitable sales growth.
• Participate in the development and execution of short- and long-range plans supporting National Accounts, providing insights on decision-making processes, key contacts, thought leaders, and topics within the network.
• Evaluate strategic pricing proposals for assigned accounts, analyzing customer and Nestlé’s objectives to ensure mutual achievement of contract and business goals.
• Collaborate with internal partners to develop pricing strategies and negotiate assigned contracts.
• Enhance the organization’s ability to track field performance and sales results by consistently recording sales activity in CRM systems, using data for call preparation, follow-up, and market intelligence.
• Coach and develop Strategic Account Managers on business acumen, account penetration, and planning to elevate C-suite conversations and deliver strategic solutions aligned with the Value Proposition.
• Provide coaching and guidance to Field Sales on National Account strategies and plans.
• Stay abreast of industry and competitive activities, updating account plans as needed.
• Participate in sales meetings, conventions, seminars, and other activities as required.
• Develop and present quarterly business reviews with leadership.
• Travel up to 75% for field coaching, customer meetings, and company meetings.

Requirements

• Bachelor’s degree.
• 7+ years of medical/clinical selling experience in a hospital setting, with key account management experience selling to the C-suite strongly preferred.
• 7+ years of leadership experience with a demonstrated track record of building, developing, and inspiring high-performance teams.
• Experience managing complex, cross-functional projects.
• Demonstrated capability to successfully plan and execute key corporate initiatives.
• Solid financial and analytical skills.
• Ability to orchestrate consistent 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.
• Knowledge of Key Accounts Strategy and Structure.
• Proficiency in Microsoft Office, Veeva, and Power BI.
• Highly motivated, articulate, and self-directed with excellent communication, organizational, and problem-solving skills.
• Ability to thrive in a fast-paced environment and manage sales responsibilities effectively.
• Strong business acumen and negotiation skills, with the ability to adapt to rapidly changing work and industry environments.
• Ability to develop long-standing customer relationships.
• Advanced computer literacy, including expertise in Excel, Word, and PowerPoint.
• Core knowledge of the 10 Principles and expert knowledge in NHSc’s areas of responsibility.

Pay

The approximate pay range for this position is $170,000 to $180,000. Final compensation may vary based on factors including 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, which may vary by position.