Specialty Sales Executive - Medical Nutrition; Richmond, VA

Position Summary

The Specialty Sales Executive drives exceptional brand growth and patient acquisition across post acute and acute care settings within a defined geography. This role accelerates business results by influencing a broad ecosystem of healthcare stakeholders—including physicians, clinical providers, referral partners, and operational decision makers—across hospitals, clinics, WIC programs, developmental delay centers, post acute providers, and local home care organizations.

Through strategic, insight‑led engagement—primarily in person with complementary virtual touchpoints—the Specialty Sales Executive delivers compelling, evidence‑based value propositions that expand access, strengthen referral pathways, and increase new patient starts. Success requires strong cross‑functional collaboration with national and regional partners, deep understanding of local market dynamics, and a relentless focus on execution, customer impact, and growth.

• Achieve and exceed territory sales and profit goals through strategic targeting, territory planning, and early‑cycle product access initiatives.
• Deliver measurable financial impact by translating clinical or financial evidence into value‑based solutions for targeted accounts.

• Maximize prescriber engagement through high‑frequency, high‑impact calls that drive specialty product adoption.
• Operate as a consultative seller, aligning product value with customer needs in the home care environment.
• Educate healthcare professionals through impactful meetings and presentations aligned with account‑specific objectives.
• Overcome objections and respond to product inquiries with confidence and clarity, leveraging training methodologies.
• Employ omnichannel engagement.
• Provide virtual education capabilities.
• Utilize digital influence with data‑driven follow‑up.

• Lead territory‑level execution of national strategies, ensuring alignment with broader organizational goals.
• Use AI‑enabled targeting and territory optimization.
• Travel extensively (50%+) to maintain strong field presence and stakeholder engagement.

• Build strategic relationships with high‑level stakeholders to secure buy‑in and drive sustained referral growth.
• Navigate complex healthcare environments with professionalism, compliance, and persuasive communication.

• Leverage CRM and analytics tools to optimize call preparation, track performance, and gather market intelligence.

• Champion best practices, sharing insights and successful tactics across the sales organization.

• Engage in continuous learning, attending strategic conventions and internal training to deepen product and market expertise.

• University degree in Business, Marketing, or a Medical Science field; MBA preferred.
• 3+ years of medical or clinical sales experience with proven success in specialty products, or 5+ years of high‑performance sales experience with clinical exposure.
• Consistent track record of meeting and exceeding sales targets.
• Ability to build strong, long‑term relationships with strategic and targeted customers.
• Demonstrated agility and effectiveness in fast‑changing healthcare and industry environments.

• Demonstrates strong business and financial acumen with the ability to negotiate effectively and influence complex decision pathways.
• Applies strategic planning skills to identify, prioritize, and capitalize on market and account‑level opportunities.
• Operates as a self‑starter with exceptional time‑management and personal accountability.
• Highly motivated, articulate, and self‑directed; excels in communication, organization, and creative problem‑solving.
• Thrives in a fast‑paced, evolving environment with the proven ability to manage multiple priorities simultaneously.
• Translates data into actionable insights and leverages advanced digital tools and technologies to drive smarter…