Senior National Account Sales Manager (Medical Nutrition)

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

• Ensure teams meet or 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 drive results with top-down and bottom-up account penetration.
• Monitor sales team performance, analyze sales data and metrics, and provide dynamic forecasting to meet or exceed defined organizational sales metrics and 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.
• 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 contacts, thought leaders, and topics to address within the network.
• Evaluate strategic pricing proposals for assigned accounts and analyze customer and Nestlé’s objectives to ensure mutual achievement of 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 and sales results by recording sales activity consistently in sales reporting systems (CRM), using data for call preparation, follow-up, and market intelligence.
• Coach and develop assigned 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 and update account plans accordingly.
• Participate in sales meetings, conventions, seminars, and other activities as needed.
• 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 success in 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 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 to rapidly changing work and industry environments.
• Ability to develop solid, 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 to $180,000. Please note that the pay range provided is a good faith estimate at the time of posting. 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, which may vary depending on the position.

Incentives and/or benefit packages may vary depending on the position.