National Account Sales Manager - Medical Nutrition (Midwest)

Manager, National Account Sales

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 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.

Position Summary: 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. The Manager, National Account Sales is responsible for execution against the overall channel and GPO strategy related to all assigned accounts in accordance with Nestle Health Science Medical Nutrition sales plan. The role is responsible for execution via live face to face and virtual interactions that align facility requirements. The role requires interacting with key decision makers and influencers within assigned accounts, facilitating contract negotiations and RFP responses, and developing/driving strategic execution of National Account initiatives. Additionally, they will leverage digital tools and innovative technologies to enhance delivery and effectiveness, using data and performance insights to continuously optimize outcomes and remain at the forefront of industry standards. They collaborate closely with cross-functional teams to align strategies with business goals, using technologies and analytics to measure impact and drive continuous improvement. Territory: This role will support the Indianapolis, Louisville/Lexington, and Cincinnati markets.

Key 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.
• Analyzes 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.

Experience and Education 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)
• Must be highly motivated, articulate, self-directed, and demonstrate excellent communication, organizational and problem-solving skills.
• Must be able to work well within a fast-paced environment and have 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.
• NHSc Operating Principles
• Demonstrated ability to translate data into actionable insights, effectively using digital tools and technologies to improve outcomes.

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. 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.

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 View email address on click.appcast.io or please dial 711 and provide this number to the operator: View phone number on click.appcast.io. This position is not eligible for Visa Sponsorship.