Nestle Key Account Manager - East Region in Orlando, Florida

Gerber Products Company dba Nestle Infant Nutrition is seeking a Key Account Manager to join the Gerber Medical Sales Team.

The role of a Key Account Manager is to negotiate and secure national account contracts that support and enhance the ability for Medical Sales to deliver on key performance indicators, through routine face-to-face interactions with key customers, such as IDNs, Home Healthcare Agencies, and GPOs.

This is a remote position and applicants living in/near the following cities are acceptable: Raleigh (NC), Florham Park (NJ), Boston (MA), Philadelphia (PA), Atlanta (GA), Orlando (FL).


Integrated Delivery Networks (IDNs): 35%

  • Negotiate and Secure IDN level hospital agreements in line with Medical Sales strategy with expanded reach through in-person meetings with all levels of leadership and KDMs.

  • Conduct account meetings at all regional offices affiliated with corporate office.

  • Conduct regional visits with affiliated hospitals to understand local level initiatives to best position corporate level agreement.

  • Develop regional plan of execution in line with corporate agreement through training and assisted pull through at the local level.

Home Healthcare Agencies: 35%

  • Negotiate and secure Home Healthcare Agency contracts to support Medical Sales Priorities and yield topline profit growth.

  • Conduct annual business review to better understand corporate initiatives and strengthen partnership. Track and present progress of usage and profitability to leadership team as needed.

  • Empower regional teams through training on utilization of homecare opportunities for leveraging at the local level

  • Work with regional teams to assess regional request for homecare set up, as needed (1 NAM per area to handle requests).

Group Purchasing Organizations (GPOs): 20%

  • Secure contracts with all targeted GPOs with inclusion of best tier offerings that align with Medical Sales Priorities.

  • Maintain GPO customer relationships through regular contact with key decision makers and internal leadership.

  • Conduct annual business review to better understand corporate initiatives and strengthen partnership

  • Interact with Business Operations and Legal partners for initiation of contract and ongoing administration

  • Provide Guidance and Direction as required for RFI and RFP processes

  • Train and develop regional teams to confidently leverage GPO tiers in alignment with local hospital initiatives and Medical Sales priorities.

Distributors: 10%

  • Secure and maintain distributor contracts

  • Seek out additional avenues of business for new and existing customers.

  • Work with vendor relations contacts to ensure alignment with regard to pricing, product offerings and information

  • Conduct routine monitoring of business analytics

  • Work as a liaison between end users and distributors where necessary to assist in problem resolution



  • Bachelor s Degree Required

  • Minimum 7 years of experience in the HealthCare field in Key Accounts and or BTB sales

  • Demonstrated experience conducing high level customer meetings with IDNs, GPOs, and/or Homecare/DMEs with documented ability to meet customer needs, while delivering business results

  • An ability to understand and analyze sales performance metrics

  • Solid customer service attitude with excellent negotiation skills; strong written and verbal communication skills

  • Required to travel, approximately 9-12 days per month (can vary)

The Nestle Companies are equal employment and affirmative action employers and looking for diversity in qualified candidates for employment.

Category: Management, Sales, Nestle Nutrition

The Nestlé Companies are equal opportunity and affirmative action employers and are looking for diversity in qualified candidates for employment: Minority/Female/Disabled/Protected Veteran.