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.
At Nestlé Health Science, we bring our best for better lives. Our people are challenged to bring fresh, diverse views and make bold moves to empower healthier lives through nutrition. We know brilliant ideas can come from anyone, anywhere. Here we embrace the entrepreneurial spirit and collaborate with teams that champion focused and forward thinking. We are committed to fostering professional growth and celebrating the achievements of our people along the way. We offer dynamic career paths, robust development, opportunities to learn from talented colleagues around the globe, and benefits that support physical, financial, and emotional wellbeing.
Join us to innovate for impact and reimagine the future of health and nutrition for patients and consumers.
Position Summary:
The Senior National Accounts Sales Manager is responsible for developing and executing strategic key account plans (KAM) in alignment with the Nestlé Health Science Medical Nutrition master business sales plan for large, targeted National Group Purchasing Organizations (GPOs), affiliate groups, and influential IDNs. This role plays a critical part in driving growth, optimizing contract performance, and expanding market share by aligning internal resources with customer needs across the healthcare continuum. Responsibilities include end-to-end ownership of strategic plans, execution, and results; identifying key measures of success; managing RFP responses; negotiating contracts; managing trade budgets; analyzing market trends; forecasting sales within IBP; and collaborating cross-functionally with Sales, Marketing, Commercial Development, Pricing, Market Access, Supply, and Senior Leadership.
This role requires strong business acumen, advanced negotiation and analytical skills, and proven leadership capabilities. Success in this position depends on the ability to build relationships, gather insights, think strategically, and execute effectively in a complex and fast-paced environment.
Key Responsibilities:
Meets/exceeds sales objectives including sales growth and profitability targets for the targeted Group Purchasing Organizations (GPO's) and Aggregation Groups.
Build trusting relationships with key accounts, fostering long-term partnerships to ensure mutual satisfaction and maximize account profitability. Identifies opportunities within existing customers to increase account penetration and capitalize on contract opportunities in addition to building equity with new customer opportunities.
Develop and implement comprehensive strategies and tactical plans to increase sales, market share, and profitability for assigned accounts and NHSc nutrition portfolio.
Negotiate RFPs, manage trade budgets, and maintain financial discipline to ensure positive ROI for NHSc
Oversee IBP forecast accuracy and provide timely sales reports to leadership, highlighting potential risks and opportunities.
Collaborate with internal teams to ensure successful execution of strategic plans. In partnership with field sales, National Account team, Customer Development (CD), proactively leads development of account-specific sales strategies, implementation plans, and marketing programs within assigned national accounts. Executes against plans alone and in partnership with strategic accounts, field sales, and CD teams and monitors progress against plans.
Monitor market trends, competitor activity, and customer needs to identify new business opportunities and maximize market share.
Leverage deep knowledge of NHSc's product portfolio to effectively communicate features and benefits to key accounts and promote new products.
Conduct regular business reviews with accounts to assess performance, discuss areas for improvement, and ensure strategic alignment.
Leverages digital tools and innovative technologies to enhance account decision-making and continuously explores new digital trends to keep the distribution account/contract administration at the forefront of industry standards.
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.
Identifies market and account trends to identify and build out national sales opportunities. Drive sales pull through in conjunction with field.
Must be willing to travel over 50% to designated accounts and to company meetings when planned.
Compliance with all company policies, guidance and required trainings
Experience and Education Requirements:
Bachelor's degree in business or related medical field.
5+ years' medical/clinical/business selling experience in a hospital setting required with key account management.
Experience negotiating GPO contracts and selling to VP executives and C-suite strongly preferred.
5+ years of leadership experience with demonstrated track record of success and results.
Experience managing complex, cross-functional projects.
Experience leading cross-functional teams and influencing without authority.
Preferred Skills:
Key Accounts Strategy & Structure
Must be highly motivated, articulate, self-directed, and demonstrate excellent communication, leadership, organizational and problem-solving skills.
Ability to develop solid and long-standing partnerships with customers
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.
Strong digital fluency, including ability to learn/leverage AI and other emerging automation tools. #LI-SF1
The approximate pay range for this position is $150,000.00 to $175,000.00. 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.
Nestlé offers performance-based incentives and a competitive total rewards package, which includes a 401k with company match, healthcare coverage and a broad range of other benefits. Incentives and/or benefit packages may vary depending on the position. Learn more at About Us | Nestlé Careers (nestlejobs.com) (https://www.nestlejobs.com/nestle-in-the-us) .
It is our business imperative to remain a very inclusive workplace.
To our veterans and separated service members, you're at the forefront of our minds as we recruit top talent to join Nestlé. The skills you've gained while serving our country, such as flexibility, agility, and leadership, are much like the skills that will make you successful in this role. In addition, with our commitment to an inclusive work environment, we recognize the exceptional engagement and innovation displayed by individuals with disabilities. Nestlé seeks such skilled and qualified individuals to share our mission where you'll join a cohort of others who have chosen to call Nestlé home.
The Nestlé Companies are equal employment opportunity employers. All applicants will receive consideration for employment without regard to race, color, religion, sex, sexual orientation, gender identity, national origin, disability, or veteran status or any other characteristic protected by applicable law. Prior to the next step in the recruiting process, we welcome you to inform us confidentially if you may require any special accommodations in order to participate fully in our recruitment experience. Contact us at accommodations@nestle.com or please dial 711 and provide this number to the operator: 1-800-321-6467.
This position is not eligible for Visa Sponsorship.
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Job Requisition: 402589
