National Account Sales Manager – Medical Nutrition

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.
• Analyzes 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, Senior 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).
• 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.

• 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.