Manager National Accounts Sales - Medical Nutrition (Remote) - Nestle
Charlotte, NC
About the Job
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 Manager, National Account Sales will have a specified national account portfolio assignment and be responsible for driving strategy and sales execution related to all assigned accounts in accordance with Nestle Health Science Medical Nutrition sales plan. The role is responsible for developing account strategy, growing business in assigned accounts 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.
The Manager, National Account Sales is responsible for developing and tracking against the overall GPO strategy, field execution and engagement against the strategy, and defining appropriate metrics to measure success. Coordinate and manage organization resources to achieve GPO specific objectives and participate in negotiations and RFP response for assigned book of business. The MNAS will also be tasked with supporting the Sr. MNAS in their respective GPO’s to assist with activation and pull through of large GPO initiatives.
Location: This role will cover the states of Florida, Georgia, The Carolinas and Tennessee, the successful candidate must reside in territory
Key Responsibilities:
• Meets/exceeds sales objectives including sales growth and profitability targets in assigned accounts (primarily Group Purchasing Organizations (GPO’s) Aggregation Groups ()).
• Reviews sales performance within assigned national accounts monthly, sets specific growth strategies and plans within assigned accounts in order to meet/exceed defined organization sales metrics/goals.
• 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.
• Drives the development and 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.
• Works closely with Field sales team and National Account team to 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 Aggregation Group Leadership, "C" level and Senior VP level relationships, builds network of key advocates within assigned accounts, including Performance Groups.
• Provides insight and strategic support to the field sales team about accounts on a regional or national level, facilitating and enhancing Medical Nutrition’s presence in the accounts through development of deep and insightful relationships.
• 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.
• 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.
Experience and Education Requirements:
• Bachelor’s degree in business or related medical field. MBA 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.
• Experience leading cross-functional teams and influencing without authority.
Preferred Skills:
• Key Accounts 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 a requirement, as is the ability to adapt well within rapidly changing work and industry environments.
Requisition ID# 335512 #LI-SF1 #lacidem
The approximate pay range for this position is $125,000.00 to $158,000.00. 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 an equal employment opportunity and affirmative action employer seeking diversity in qualified applicants for employment. All applicants will receive consideration for employment without regard to race, ethnicity, color, gender, gender identity, age, religion, national origin, ancestry, disability, perceived disability, medical condition, genetic information, veteran status, sexual orientation, or any other protected status, as defined 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.
Review our applicant privacy notice before applying at https://www.nestlejobs.com/privacy
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 Manager, National Account Sales will have a specified national account portfolio assignment and be responsible for driving strategy and sales execution related to all assigned accounts in accordance with Nestle Health Science Medical Nutrition sales plan. The role is responsible for developing account strategy, growing business in assigned accounts 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.
The Manager, National Account Sales is responsible for developing and tracking against the overall GPO strategy, field execution and engagement against the strategy, and defining appropriate metrics to measure success. Coordinate and manage organization resources to achieve GPO specific objectives and participate in negotiations and RFP response for assigned book of business. The MNAS will also be tasked with supporting the Sr. MNAS in their respective GPO’s to assist with activation and pull through of large GPO initiatives.
Location: This role will cover the states of Florida, Georgia, The Carolinas and Tennessee, the successful candidate must reside in territory
Key Responsibilities:
• Meets/exceeds sales objectives including sales growth and profitability targets in assigned accounts (primarily Group Purchasing Organizations (GPO’s) Aggregation Groups ()).
• Reviews sales performance within assigned national accounts monthly, sets specific growth strategies and plans within assigned accounts in order to meet/exceed defined organization sales metrics/goals.
• 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.
• Drives the development and 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.
• Works closely with Field sales team and National Account team to 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 Aggregation Group Leadership, "C" level and Senior VP level relationships, builds network of key advocates within assigned accounts, including Performance Groups.
• Provides insight and strategic support to the field sales team about accounts on a regional or national level, facilitating and enhancing Medical Nutrition’s presence in the accounts through development of deep and insightful relationships.
• 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.
• 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.
Experience and Education Requirements:
• Bachelor’s degree in business or related medical field. MBA 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.
• Experience leading cross-functional teams and influencing without authority.
Preferred Skills:
• Key Accounts 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 a requirement, as is the ability to adapt well within rapidly changing work and industry environments.
Requisition ID# 335512 #LI-SF1 #lacidem
The approximate pay range for this position is $125,000.00 to $158,000.00. 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 an equal employment opportunity and affirmative action employer seeking diversity in qualified applicants for employment. All applicants will receive consideration for employment without regard to race, ethnicity, color, gender, gender identity, age, religion, national origin, ancestry, disability, perceived disability, medical condition, genetic information, veteran status, sexual orientation, or any other protected status, as defined 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.
Review our applicant privacy notice before applying at https://www.nestlejobs.com/privacy
Source : Nestle