Senior Manager Specialty Area Sales - Medical Nutrition; West Coast

Position Summary

The Sr. Manager, Specialty Area Sales inspires Nestle 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 exceptional business acumen, an entrepreneurial approach, and agile coaching skills to own and drive the successful Area Business Plan.

California (CA), Arizona (AZ), Washington (WH), Alaska (AK), and Hawaii (HI).

• 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.
• 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.
• Evaluate potential opportunities and strategically lead regional IDN’s & 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 develop assigned sales competencies and Nestle Leadership Framework.
• Adapt 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 execution in deploying Sales Executives against the right customers. Determine maintenance accounts that should not receive field sales support, using analysis of metrics, sales & deployment planning for insight.
• Attend in‑person meetings (national sales meetings, regional meetings, required trainings).
• Travel
  • 60%+.

• Bachelor’s degree in business or 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 demonstrated track record of success 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 and corporate level decision support.

• Strategic agility, proven ability to make complex decisions, deal with ambiguity, influence senior management on strategic decisions.
• Business & financial acumen; holistic perspective; ability to work in a fast‑paced matrix environment; strong analytical skills.
• Strong priority‑setting and timely decision making; get work done through others; strong informal leadership skills.
• Command skills, conflict management, standing alone.
• Action oriented; strong drive for results; passion to win.
• Strong presentation skills & written communications; ability to interact successfully with senior management.
• Customer focus; skilled at building and fostering effective peer relationships; proven ability to inspire others; negotiating, composure; effectively handles pressure and conflicting demands.
• Technology skills:
  Microsoft Office, Veeva, STS/Vistex.
• Ability to translate data into actionable insights, effectively using digital tools and technologies to improve outcomes; strong…