Specialty Sales Executive - Medical Nutrition; Richmond, VA

Nestlé Health Science focuses on nutrition, science, and wellness, offering a range of specialty products and pharmaceuticals. We are looking for a Specialty Sales Executive to drive brand growth and patient acquisition in post-acute and acute care settings.

The Specialty Sales Executive accelerates business results by influencing a broad ecosystem of healthcare stakeholders 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 executive delivers compelling evidence-based value propositions that expand access, strengthen referral pathways, and increase new patient starts.

• Achieve and exceed territory sales and profit goals through strategic targeting, territory planning, and early-cycle product access initiatives.
• Translate clinical or financial evidence into value-based solutions for targeted accounts, delivering measurable financial impact.
• 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.
• Engage in omnichannel and virtual education capabilities and use digital tools for data-driven follow-up.
• Lead territory-level execution of national strategies, ensuring alignment with broader organizational goals.
• Use AI-enabled targeting and territory optimization tools.
• 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 through strategic conventions and internal training to deepen product and market expertise.

• Bachelor’s 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.

• Strong business and financial acumen with the ability to negotiate effectively and influence complex decision pathways.
• Strategic planning skills to identify, prioritize, and capitalize on market and account-level opportunities.
• 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 proven ability to manage multiple priorities simultaneously.
• Translates data into actionable insights and leverages advanced digital tools and technologies to drive smarter decisions.
• Advanced proficiency in CRM systems and Microsoft Office applications to analyze data, manage territory plans, and deliver compelling presentations.

We are an equal employment opportunity employer. All applicants will receive consideration for employment without regard to race, color, religion, sex, sexual orientation, gender identity, national origin, disability, or veteran status or any other characteristic protected by applicable law. This position is not eligible for visa sponsorship.