National Account Sales Manager - Medical Nutrition; Northeast
Listed on 2026-06-20
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Sales
Account Manager, Sales Representative, Healthcare / Medical Sales, Business Development
Position Summary
The Manager, National Account Sales will have a specified account portfolio of Integrated Delivery Networks including the owned/leased/managed homecare run by the IDN, the onsite clinics and all decision making personnel who have the ability to influence and make purchasing decisions that will result in mutually beneficial growth of Medical Nutrition.
The Manager, National Account Sales is responsible for execution against the overall channel and GPO strategy related to all assigned accounts in accordance with Nestle Health Science Medical Nutrition sales plan.
The role is responsible for execution via live face to face and virtual interactions that align facility requirements. The role requires interacting with key decision makers and influencers within assigned accounts, facilitating contract negotiations and RFP responses, and developing/driving strategic execution of National Account initiatives.
Additionally, they will leverage digital tools and innovative technologies to enhance delivery and effectiveness, using data and performance insights to continuously optimize outcomes and remain at the forefront of industry standards. They collaborate closely with cross‑functional teams to align strategies with business goals, using technologies and analytics to measure impact and drive continuous improvement.
Key Responsibilities- Meets/exceeds sales objectives including sales growth and profitability targets in assigned IDN accounts.
- Reviews sales performance within assigned accounts on a monthly basis, sets specific growth strategies and plans within assigned accounts in order to meet/exceed defined organization sales metrics/goals.
- Drives the development and independent execution of short and long‑range plans in support of National Accounts, develops deep understanding of account decision‑making processes and contacts, key thought leaders and key topics to address within membership.
- Analyze customer and Nestlé’s objectives to ensure mutual achievement of respective contract and business objectives.
- Initiates, cultivates and leverages long‑term customer relationships including IDN Leadership, “C” level and Senior VP level relationships, builds network of key advocates within assigned accounts.
- Drives development of pricing and negotiation of assigned contracts with input from Sales Operations, Sr. Sales and Field Sales Management and facilitates contract completion/execution with Sales Operations Team.
- Increases the organization’s ability to track field performance/activity and sales results by recording sales activity on a consistent and regular basis in the sales reporting systems (CRM). Using information and data points for call preparation/follow‑up and to record market intelligence data.
- Manages assigned customer relationships and identifies opportunities within existing customers to increase account penetration and capitalize on contract opportunities.
- 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.
- Must be willing to travel over 50% to designated accounts and to company meetings when planned.
- Perform other duties as required.
- Bachelor’s degree in business healthcare, or related field; advanced degree preferred.
- 5+ years medical/clinical selling experience in a hospital setting required with key account management experience selling to C‑suite strongly preferred.
- 5+ years of leadership experience with demonstrated track record of success and results.
- Experience managing complex, cross‑functional projects.
- IDN Strategy & Structure
- System Knowledge - Microsoft Office, Veeva, Power BI (specifically CDR and Contract Lookup)
- Must be highly motivated, articulate, self‑directed, and demonstrate excellent communication, organizational and problem‑solving skills.
- Must be able to work well within a fast‑paced environment and have a proven ability to manage sales responsibilities.
- Curiosity/Flexibility to maintain proper account rosters and maintenance of customer grouping within Power BI
- Ability to develop…
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