Senior Manager Specialty Area Sales – Medical Nutrition (North Central Region)

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 their exceptional business acumen, an entrepreneurial approach,  and agile coaching skills to own and drive their successful Area Business Plan.

Territory: This role covers a multi-state territory across the North Central region, including Ohio, Western Pennsylvania, Michigan, Indiana, Tennessee, Kentucky, and West Virginia.

Key Responsibilities:
• 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.
• Effectively 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. Determine what accounts should not have sales executives deployed and utilize analysis of metrics, sales & deployment planning for insight.
• 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 infield ride along meetings with sales executives as well as face to face customer field visits to provide coaching to sales executives on business acumen and sales approach to bring strategic solutions to customers assuring selling messaging to the Value Proposition appropriate to meet identified customer needs.
• Provide coaching to sales executives in meeting sales goals and develop assigned sales competencies and Nestle Leadership Framework.
• Ability to aggressively embrace and adapt to changes within the marketplace, healthcare environment and customers. Understand market access and successfully lead and develop that culture with sales executives.
• Provide strategic planning and support in their area of expertise to the field Managers for effective execution in the deployment of Sales Executives against the right customers. Determine what maintenance accounts should not receive field sales support and utilize analysis of metrics, sales & deployment planning for insight.
• Ability to attend in person meetings, (i.e. national sales meetings, regional meetings, required trainings).
• Ability to travel 60%+

Experience and Education Requirements:
• 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 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  #LI-SF1
Preferred Skills: 

• Strategic Skills: strategic agility, proven ability to make complex decisions, dealing with ambiguity, ability to influence senior management on strategic decisions
• Functional Skills: business & financial acumen, able to develop a holistic perspective, able to work in a fast paced and matrix environment, strong analytical skills
• Operating Skills:  strong priority setting skills and timely decision making, getting work done through others, strong informal leadership skills
• Courage: command skills, conflict management, standing alone,
• Energy & Drive: action oriented, strong drive for results, passion to win
• Organizational Positioning Skills: Strong presentation skills & written communications, ability to interact successfully with senior management
• Personal & Interpersonal Skills: Customer focus, skilled to build and foster effective peer relationships, proven ability to inspire others (motivating, negotiating, composure (effectively handles pressure and conflicting demands)
• Technology Skills: Microsoft Office, Veeva, STS/Vistex
• Demonstrated ability to translate data into actionable insights, effectively using digital tools and technologies to improve outcomes. A strong understanding of emerging digital trends and their relevance in a modern, insight-led workplace is essential.