At Nestlé Health Science, we believe that nutrition, science, and wellness must merge, not collide. Here, we embrace the intrinsic connections of these three pillars, harnessing their collective strength to empower healthier lives. Our broad product portfolio includes renowned brands like Garden of Life®, Nature's Bounty®, Vital Proteins®, Orgain®, Nuun®, BOOST®, Carnation Breakfast Essentials®, Peptamen®, Compleat Organic Blends®, and more. We also have extensive pharmaceutical expertise, offering innovative medicines that aim to prevent, manage, and treat gastrointestinal and metabolic-related diseases.
At Nestlé Health Science, we bring our best for better lives. Our people are challenged to bring fresh, diverse views and make bold moves to empower healthier lives through nutrition. We know brilliant ideas can come from anyone, anywhere. Here we embrace the entrepreneurial spirit and collaborate with teams that champion focused and forward thinking. We are committed to fostering professional growth and celebrating the achievements of our people along the way. We offer dynamic career paths, robust development, opportunities to learn from talented colleagues around the globe, and benefits that support physical, financial, and emotional wellbeing.
Join us to innovate for impact and reimagine the future of health and nutrition for patients and consumers.
The Director, Specialty Area Sales has the core responsibility of leading and inspiring the post acute US Medical Nutrition (MN) Field Sales Team in the consistent pursuit of strategically developing and growing the core group of strategic brands within the MN Portfolio, valued currently at $300MM NNS. This requires the Director, Specialty Area Sales to have the business acumen and leadership to act on behalf of Nestle relative to key customer, contracting and people decisions. The Director, Specialty Area Sales will proactively influence and support the shaping of and execution against core brand and channel strategies, resource deployment models, and advanced customer segmentation and targeting. This includes leading the ongoing development, execution, and measurement of national, regional and strategic business plans targeted at driving focused resource deployment, execution, and pull through of the key brand, channel and customer strategies. The Director, Commercial Sales will also lead, develop, and coach the Sr. Field Managers to be highly effective leaders and subject matter experts in talent development/coaching, key customer engagement and execution of core strategies.
KEY RESPONSIBILITIES:

• Develop and maintain a National Business Plan that reflects current and future market/customer trends as well as the current brand, channel, HCP, and contracting strategies for portfolio sales of approximately $300MM.
• When necessary, partner with Marketing in the development of the strategic plans for new product launches and line extensions/renovations
• Deploy people, financial, and marketing resources in a prioritized and focused manner targeted to drive consistent annual NNS OG and COP1 growth
• Optimize the national operating budget to assure top customer and business opportunities and gaps are differentially engaged and supported for strong growth and profitability
• Collaborate with cross functional partners to assure channel strategy is fully executed in order to strategically win and maintain profitable business with the top customers
• Develop sustained relationship with top customers as to maintain open lines of information and support as well as business plan influence
• Hire, coach, and develop the full team of MN regional managers to be highly effective at business planning and business acumen
• Regularly evaluate effectiveness of coaching and execution plan by assessing regional managers during field visits, joining their team calls, and observing their 1:1’s with their direct reports
• Conduct bi-monthly 1:1’s with Sr. Field Managers surrounding progress against the regional business plan and development of core regional talent
• Develop an energizing and inspiring culture where all members of the sales force feel highly supported by leadership and motivated to assertively compete every day for the business
• Manage national headcount to assure all key positions are filled, held or dissolved in accordance with the region and national strategies
• Regularly connect with and support top talent in the nation for purposes of career development, culture assessment and special project distribution
• Evolve the composition and skills of the MN Sales Team to be consistently considered a professional sales team via the development and deployment of extensive training, recruiting, and performance management initiatives
• Lead the development and ongoing management of relationships with internal and external stakeholders
• Regularly bring forward key customer and market insights and proactively develops ideas for pilots and sales force evolution initiatives
• Inspect SFE attainment and KPI achievement against key dashboards weekly, hold the sales leaders accountable through direct coaching
• Assure every Sr Manager keeps an updated and accurate full pipline of opportunities and can articulate National roll up of opportunities by SSE
• Partner with the Directors of SFE, Training, CD, Incentives, HR, and Contracting to align and develop to key SF strategies and initiatives
• Through coaching and direction of Sr. Field Managers, and in partnership with the SFE Director, drive engagement, accountability and discipline around the execution of the key field force activities such as business planning, call activity, coaching, messaging, resource utilization, IBP, CRM optimization.
• Regularly communicate through varied modes to the full MN sales force with transparency, energy, and accountability
• Execute thorough talent development and performance management efforts with the RMs, both with them and their direct reports
• Conduct quarterly business and talent reviews with RMs and local partners
• Assure the sales team consistently conducts business in a compliant and legal manner in accordance with core Nestle policies and procedure and proactively brings forward ideas for enhancement
• Ability to travel 75%

EXPERIENCE AND EDUCATION REQUIREMENTS:

• Bachelor’s degree in business or related medical field. MBA preferred.
• 8 years of successful professional sales experience, preferably in health care industry or consumer health care environment.
• 8 years of leadership experience with demonstrated track record of success building, developing and inspiring high performance teams
• Proven track record of working with large complex customer organizations and decision processes
• Experience selling to C-suite

PREFERRED SKILLS:

• Broad multi-functional experience including experience in Sales, Marketing, Business Operations and/or Account Management
• Ability to develop strategy and plans with the greatest business impact collaboratively with Marketing, Market Access and Medical Affairs
• Proven track record of inspiring a team to execute plans
• Proven ability to make complex decisions when dealing with ambiguity
• Demonstrated record of influence management with senior management
• Able to work in a fast paced and matrixed environment
• Strong analytical skills
• Ability to analyze internal and external trends and issues and take appropriate action
• Strong priority setting skills and timely decision making
• Strong presentation skills & written communications

The approximate pay range for this position is $175,000 to $215,000. Please note that the pay range provided is a good faith estimate for the position at the time of posting. Final compensation may vary based on factors including but not limited to knowledge, skills and abilities as well as geographic location.
Nestlé offers performance-based incentives and a competitive total rewards package, which includes a 401k with company match, healthcare coverage and a broad range of other benefits. Incentives and/or benefit packages may vary depending on the position. Learn more at About Us | Making an Impact | Nestle Careers (nestlejobs.com).
Requisition ID:305715
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