National Account Sales Manager - Medical Nutrition (Northeast)

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.

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; Analyze 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

Requirements

Bachelor’s degree in business healthcare, or related field; 5+ years medical/clinical selling experience in a hospital setting required; 5+ years of leadership experience with demonstrated track record of success and results; Experience managing complex, cross-functional projects

Nice to have

Advanced degree preferred; Key account management experience selling to C-suite strongly preferred; IDN Strategy & Structure; System Knowledge - Microsoft Office, Veeva, Power BI (specifically CDR and Contract Lookup); Highly motivated, articulate, self-directed, excellent communication, organizational and problem-solving skills; Ability to work well within a fast-paced environment; 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; Strong business acumen and negotiation skills; Ability to adapt well within rapidly changing work and industry environments; Strong analytical and interpretive skills; Computer literacy and aptitude including advanced skills in Excel, Word, and PowerPoint; NHSc Operating Principles; Demonstrated ability to translate data into actionable insights; Strong understanding of emerging digital trends

Benefits

Performance-based incentives; 401k with company match; healthcare coverage; broad range of other benefits; dynamic career paths; robust development; opportunities to learn from talented colleagues around the globe; benefits that support physical, financial, and emotional wellbeing