Senior Manager Specialty Area Sales - Medical Nutrition; Northeast

Position Summary

The Sr. Manager, Specialty Area Sales inspires Nestlé Health Science (NHSc) sales executives in their geographic area to drive profitable growth of the full nutrition portfolio of brands. The Sr. Manager develops and activates customized and localized sales strategies across channels and customers via live face‑to‑face and virtual interactions; applying business acumen, an entrepreneurial approach, and agile coaching skills to own and drive successful Area Business Plan.

This role covers a multi‑state territory across the Northeast, including Pennsylvania, New Jersey, New York, Connecticut, Massachusetts, Vermont, New Hampshire, Rhode Island, Maryland, and Maine.

• Lead and develop specialty sales team focused on identifying opportunities and executing strategy to generate profitable sales growth through business and product messaging to customers. Leverage technology and other resources to effectively manage area and team.
• Develop and maintain a strategic Area Business Plan and oversee Individual Territory Plans for direct reports. Demonstrate an entrepreneurial approach to driving the Area sales results.
• Effectively deploy sales executives in area against strategic customer accounts and prescribers to maximize customer coverage and call frequency. Evaluate and redeploy, as necessary, determining the best allocation of resources based on business and customer needs. Determine which accounts should not have sales executives deployed and utilize analysis of metrics, sales & deployment planning for insight.
• Evaluate potential opportunities and strategically lead regional IDNs & Aggregate Groups not covered by the National Accounts team.
• Collaborate with National Accounts, Market Access, Customer Development, and Medical Affairs to strategically win and maintain business with customers in the Area.
• Participate in periodic face‑to‑face in‑field ride‑along meetings with sales executives as well as face‑to‑face customer field visits to provide coaching on business acumen and sales approach, ensuring strategic solutions and value proposition messaging meet identified customer needs.
• Provide coaching to sales executives in meeting sales goals and developing assigned sales competencies and Nestlé Leadership Framework.
• Adapt aggressively to changes within the marketplace, healthcare environment and customers. Understand market access and lead and develop that culture with sales executives.
• Provide strategic planning and support to field Managers for effective deployment of Sales Executives against the right customers. Determine which maintenance accounts should not receive field sales support and utilize analysis of metrics, sales & deployment planning for insight.
• Attend in‑person meetings (e.g., national sales meetings, regional meetings, required trainings).
• Travel 60%+ of the time.

• Bachelor’s degree in business or a related medical field. MBA preferred.
• 7+ years of successful professional sales experience, preferably in health care industry or consumer health care environment.
• 5+ years of sales leadership experience with a proven track record of building, developing, and inspiring high‑performance teams.
• Demonstrated capability to successfully plan and execute key corporate initiatives.
• Demonstrated solid financial and analytical skills.
• Demonstrated ability to orchestrate consistent corporate‑level decision support.

• Strategic agility, complex decision making, ambiguity tolerance, and ability to influence senior management on strategic decisions.
• Business & financial acumen, holistic perspective, fast‑paced matrix environment, strong analytical skills.
• Strong priority setting, timely decision making, accountability through others, informal leadership skills.
• Conflict management, independent decision making, and courageous leadership.
• Action‑oriented energy and drive for results, passion to win.
• Strong presentation and written communication skills, senior‑management interaction skills.
• Customer focus, relationship building, inspiration of others, composure under pressure.
• Technology:
  Microsoft Office, Veeva, STS/Vistex;…