Senior National Account Sales Manager (Medical Nutrition)

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.

Key Responsibilities

Meet/exceed sales objectives including sales growth and profitability targets for the targeted GPOs and Aggregation Groups.

Build trusting relationships with key accounts, fostering long‑term partnerships to ensure mutual satisfaction and maximize account profitability; identify opportunities within existing customers to increase account penetration and capitalize on contract opportunities with new customers.

Develop and implement comprehensive strategies and tactical plans to increase sales, market share, and profitability for assigned accounts and the 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, the National Account team, and Customer Development (CD), proactively lead development of account‑specific sales strategies, implementation plans, and marketing programs within assigned national accounts; execute against plans alone and in partnership with strategic accounts, field sales, and CD teams and monitor 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.

Leverage digital tools and innovative technologies to enhance account decision‑making and continuously explore new digital trends to keep the distribution account/contract administration at the forefront of industry standards.

Stay abreast of industry and competitive activities and update account plans appropriately; participate in sales meetings, conventions, seminars and other activities on an as‑needed basis.

Identify market and account trends to build out national sales opportunities and drive pull‑through in conjunction with field sales.

Travel over 50% to designated accounts and company meetings when planned.

Comply with all company policies, guidance and required trainings.

Experience and Education Requirements

Bachelor’s degree in business or a related medical field.

5+ years of medical/clinical/business selling experience in a hospital setting with key account management.

Experience negotiating GPO contracts and selling to VP executives and C‑suite strongly preferred.

5+ years of leadership experience with a 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 expertise.

Highly motivated, articulate, self‑directed, and excellent communication, leadership, organizational and problem‑solving skills.

Ability to develop solid, long‑standing partnerships with customers.

Strong business acumen and negotiation skills, and the ability to adapt well within rapidly changing work and industry environments.

Strong analytical and interpretive skills to organize data into meaningful information for strategy and decision‑making.

Strong digital fluency, including the ability to learn and leverage AI and other emerging automation tools.

Compensation and Benefits
Approximate pay range: $150,000.00 to $175,000.00. Final compensation may vary based on factors such as knowledge, skills and abilities and geographic location. Nestlé offers performance‑based incentives and a competitive total rewards package, which includes a 401(k) with company match, healthcare coverage, and a broad range of other benefits.

Equal Employment Opportunity
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, veteran status, or any other characteristic protected by applicable law. If you require any special accommodations in the recruitment process, please contact accommodations@nestle.com or call 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.

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