Nestle Sr. Manager Strategic Accounts (East Coast) in Virginia

Position Summary

The Senior Manager, Strategic Accounts is responsible for developing account strategy and growing business relationships and sales with assigned Integrated Delivery Networks (IDN s) in support of the Nestle Health Science Medical Nutrition sales plan. They will coordinate and manage organization resources to achieve account-specific objectives, and participate in negotiations and RFP response for assigned key accounts. In addition, the Sr. Manager, Strategic Accounts has the responsibility of leading 2-3 assigned Strategic Account Managers.


Meets/exceeds sales objectives including sales growth and profitability targets in assigned Integrated Delivery Networks (IDN s)

Reviews sales performance within assigned IDN s on a monthly basis, sets specific growth strategies and plans within assigned accounts in order to meet/exceed defined organization sales metrics/goals.

In partnership with National Account team, field sales and Customer Development, proactively leads development of account-specific sales strategies, implementation plans, or marketing programs within assigned strategic accounts. Executes against plans alone and in partnership with NA team, field sales, and CD teams and monitors progress against plans.

Lead assigned Strategic Account Managers focused on strategy and execution plan to generate profitable sales growth through business and product messaging to customers.

Participates in the development and execution of short and long-range plans in support of National Accounts, provides insight around decision-making processes and contacts, key thought leaders and key topics to address within network.

Develops strategic pricing proposals when required for assigned accounts.

Analyzes customer and Nestl s objectives to ensure mutual achievement of respective contract and business objectives.

Initiates, cultivates and leverages long-term customer relationships including "C" level and Senior VP level relationships, builds network of key advocates within assigned accounts, including committee personnel, IDN and system advocates for Nestl .

Provides insight and support to NA team and field sales team about accounts on a regional or national level; facilitating and enhancing Medical Nutrition s presence in the accounts through development of deep and insightful relationships.

Partners with internal partners to lead the development of pricing and negotiation of assigned contracts.

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.

Coach assigned Strategic Account Managers on business acumen and account planning to bring strategic solutions to customers assuring selling messaging to the Value Proposition are appropriate to meet identified customer needs.

Provides coaching and guidance to Field Sales on National Account strategies and plans.

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 up to 50% to designated accounts, field coaching and to company meetings when planned.



Bachelor's degree

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 building, developing and inspiring high performance teams

Experience managing complex, cross-functional projects.

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

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

Category: Management, Sales, Nestle Health Science