Overview
At Nestlé Health Science, we believe that nutrition, science, and wellness must merge, not collide. Our broad product portfolio includes brands such as 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 medicines that aim to prevent, manage, and treat gastrointestinal and metabolic-related diseases. 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 manage a specified account portfolio of Integrated Delivery Networks (IDNs), including owned/leased/managed homecare run by the IDN, onsite clinics, and all decision-making personnel who influence purchasing decisions that drive 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 the Nestlé Health Science Medical Nutrition sales plan. The role involves live face-to-face and virtual interactions to align with facility requirements, interfacing with key decision makers and influencers, facilitating contract negotiations and RFP responses, and developing strategic execution of National Account initiatives. It also leverages digital tools and data insights to measure impact and drive continuous improvement. Key Responsibilities
Meets/exceeds sales objectives including sales growth and profitability targets in assigned IDN accounts Reviews sales performance within assigned accounts monthly; sets growth strategies and plans to meet/exceed defined sales metrics/goals Develops and executes short- and long-range plans in support of National Accounts; understands account decision-making processes and key topics Analyzes customer and Nestlé objectives to ensure mutual achievement of contract and business objectives Initiates and maintains long-term customer relationships with IDN leadership and senior leaders; builds a network of advocates within accounts Drives pricing development and contract negotiations with input from Sales Operations and field teams; facilitates contract completion/execution Tracks field performance and sales results by recording activities in CRM; uses data for call preparation and market intelligence Manages customer relationships and identifies opportunities to increase account penetration Monitors industry and competitive activities; updates account plans as needed; participates in meetings and events as required Willing to travel over 50% to designated accounts and company meetings when planned Performs 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 with key account management experience; selling to C-suite strongly preferred 5+ years of leadership experience with a track record of success Experience managing complex, cross-functional projects Preferred Skills
IDN Strategy & Structure System Knowledge – Microsoft Office, Veeva, Power BI (CDR and Contract Lookup) Highly motivated, articulate, self-directed; excellent communication, organizational, and problem-solving skills Ability to work in a fast-paced environment and manage sales responsibilities Curiosity and flexibility to maintain account rosters and customer grouping in Power BI Ability to develop solid, long-standing relationships with customers Strong business acumen and negotiation skills; adaptability to changing environments Strong analytical skills to translate data into actionable insights; proficiency in Excel, Word, and PowerPoint NHSc Operating Principles; translating data into actionable insights and understanding digital trends Note: The approximate pay range is $120,000.00 to $130,000.00. This is a good-faith estimate at posting time; final compensation may vary based on knowledge, skills, abilities, and geographic location. Compensation and Benefits
Nestlé offers incentives and a competitive total rewards package, including a 401(k) with company match, healthcare coverage, and a broad range of benefits. Incentives and benefits may vary by position. EEO and Accommodation Notice
It is our business imperative to remain an inclusive workplace. The Nestlé Companies are equal employment opportunity employers. All applicants will receive consideration without regard to race, color, religion, sex, sexual orientation, gender identity, national origin, disability, veteran status, or any other protected characteristic. If accommodations are needed to participate in the recruitment process, please contact accommodations@nestle.com or dial 711 and provide 1-800-321-6467 to the operator. This position is not eligible for Visa Sponsorship.
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At Nestlé Health Science, we believe that nutrition, science, and wellness must merge, not collide. Our broad product portfolio includes brands such as 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 medicines that aim to prevent, manage, and treat gastrointestinal and metabolic-related diseases. 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 manage a specified account portfolio of Integrated Delivery Networks (IDNs), including owned/leased/managed homecare run by the IDN, onsite clinics, and all decision-making personnel who influence purchasing decisions that drive 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 the Nestlé Health Science Medical Nutrition sales plan. The role involves live face-to-face and virtual interactions to align with facility requirements, interfacing with key decision makers and influencers, facilitating contract negotiations and RFP responses, and developing strategic execution of National Account initiatives. It also leverages digital tools and data insights to measure impact and drive continuous improvement. Key Responsibilities
Meets/exceeds sales objectives including sales growth and profitability targets in assigned IDN accounts Reviews sales performance within assigned accounts monthly; sets growth strategies and plans to meet/exceed defined sales metrics/goals Develops and executes short- and long-range plans in support of National Accounts; understands account decision-making processes and key topics Analyzes customer and Nestlé objectives to ensure mutual achievement of contract and business objectives Initiates and maintains long-term customer relationships with IDN leadership and senior leaders; builds a network of advocates within accounts Drives pricing development and contract negotiations with input from Sales Operations and field teams; facilitates contract completion/execution Tracks field performance and sales results by recording activities in CRM; uses data for call preparation and market intelligence Manages customer relationships and identifies opportunities to increase account penetration Monitors industry and competitive activities; updates account plans as needed; participates in meetings and events as required Willing to travel over 50% to designated accounts and company meetings when planned Performs 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 with key account management experience; selling to C-suite strongly preferred 5+ years of leadership experience with a track record of success Experience managing complex, cross-functional projects Preferred Skills
IDN Strategy & Structure System Knowledge – Microsoft Office, Veeva, Power BI (CDR and Contract Lookup) Highly motivated, articulate, self-directed; excellent communication, organizational, and problem-solving skills Ability to work in a fast-paced environment and manage sales responsibilities Curiosity and flexibility to maintain account rosters and customer grouping in Power BI Ability to develop solid, long-standing relationships with customers Strong business acumen and negotiation skills; adaptability to changing environments Strong analytical skills to translate data into actionable insights; proficiency in Excel, Word, and PowerPoint NHSc Operating Principles; translating data into actionable insights and understanding digital trends Note: The approximate pay range is $120,000.00 to $130,000.00. This is a good-faith estimate at posting time; final compensation may vary based on knowledge, skills, abilities, and geographic location. Compensation and Benefits
Nestlé offers incentives and a competitive total rewards package, including a 401(k) with company match, healthcare coverage, and a broad range of benefits. Incentives and benefits may vary by position. EEO and Accommodation Notice
It is our business imperative to remain an inclusive workplace. The Nestlé Companies are equal employment opportunity employers. All applicants will receive consideration without regard to race, color, religion, sex, sexual orientation, gender identity, national origin, disability, veteran status, or any other protected characteristic. If accommodations are needed to participate in the recruitment process, please contact accommodations@nestle.com or dial 711 and provide 1-800-321-6467 to the operator. This position is not eligible for Visa Sponsorship.
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