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 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.

This role requires strong business acumen, advanced negotiation and analytical skills, and proven leadership capabilities. Success in this position depends on the ability to build relationships, gather insights, think strategically, and execute effectively in a complex and fast‑paced environment.

• Meets/exceeds sales objectives including sales growth and profitability targets for the targeted Group Purchasing Organizations (GPO’s) and Aggregation Groups.
• Build trusting relationships with key accounts, fostering long‑term partnerships to ensure mutual satisfaction and maximize account profitability. Identifies opportunities within existing customers to increase account penetration and capitalize on contract opportunities in addition to building equity with new customer opportunities.
• Develop and implement comprehensive strategies and tactical plans to increase sales, market share, and profitability for assigned accounts and 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, National Account team, Customer Development (CD), proactively leads development of account‑specific sales strategies, implementation plans, and marketing programs within assigned national accounts. Executes against plans alone and in partnership with strategic accounts, field sales, and CD teams and monitors 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 explores new digital trends to keep the distribution account/contract administration at the forefront of industry standards.
• Stays abreast of industry and competitive activities and updates account plans appropriately. Participates in sales meetings, conventions, seminars and other activities on an as‑needed basis.
• Identifies market and account trends to identify and build out national sales opportunities. Drive sales pull through in conjunction with field.
• Must be willing to travel over 50% to designated accounts and to company meetings when planned.
• Compliance with all company policies, guidance and required trainings.

• Bachelor’s degree in business or related medical field.
• 5+ years’ medical/clinical/business selling experience in a hospital setting required with key account management.
• Experience negotiating GPO contracts and selling to VP executives and C‑suite strongly preferred.
• 5+ years of leadership experience with demonstrated track record of success and results.
• Experience managing complex, cross‑functional projects.
• Experience leading…