Position SummaryAs the Pediatric/HCP Engagement & Institutional Sales Manager, you are responsible for developing and executing field-based engagement and commercial strategies to drive recommendation, adoption, and profitable growth across the Nestlé Nutrition portfolio. In this role, you translate clinical insights into effective HCP engagement, lead high-impact field execution, and build strong relationships with pediatricians, key opinion leaders (KOLs), and institutions. In collaboration with Sales, Marketing, and Medical teams, you ensure executional excellence, strengthen field capability, and unlock sustainable growth through both individual contribution and team leadership.
Key Responsibilities- Drives pediatrician, HCP, KOL, and institutional engagement to influence recommendation and adoption
- Leads development and execution of HCP engagement strategies across priority accounts (hospitals, clinics, associations)
- Builds and advances institutional partnership pipeline to expand access, visibility, and portfolio growth
- Represents the organization at congresses and medical events, ensuring strong engagement planning and follow-up
- Owns territory performance and delivers sales and recommendation targets through data-driven territory planning, CRM utilization, and optimized call strategies
- Executes high-quality field engagement and captures/translates customer insights, competitive intelligence, and feedback into actionable strategies
- Develops and delivers HCP-facing materials and messaging by translating scientific and clinical evidence into clear, relevant, and compliant content
- Partners cross-functionally with Sales, Marketing, and Medical/Regulatory and ensures compliance with internal governance and industry regulations
Key Activities- Executes HCP engagement and medical detailing strategies in the field
- Develops institutional partnerships and manages KOL identification, engagement planning, and relationship development
- Leads congress and medical event planning, execution, and follow-up
- Drives territory planning, CRM utilization, and performance tracking
- Generates field insights through customer interactions and competitive analysis
- Creates HCP-facing content (clinical materials, detail aids, training tools) and delivers training and coaching
- Collaborates cross-functionally to enable execution excellence and monitors/optimizes sales performance
Qualifications & Skills- Bachelor's degree in Business, Life Sciences, Healthcare, or related field, or equivalent experience; advanced degree or specialized training preferred
- 5+ years of experience in healthcare, pharma, nutrition, or related commercial roles with a proven track record of delivering sales targets, account growth, or institutional wins
- Experience engaging pediatricians and HCPs in a field-based or customer-facing capacity, including executing medical detailing or comparable engagement models
- Demonstrated experience working with healthcare institutions (hospitals, clinics, associations) to develop and execute partnership opportunities
- Travel up to 40%
- Experience planning and executing medical congresses or events with measurable commercial or engagement impact
- Strong ability to translate clinical and scientific insights into practical, customer-relevant messaging and solutions
- Strong analytical and data-driven decision-making skills, including use of CRM systems to drive targeting, performance, and optimization
- Demonstrated leadership capability, including coaching, developing, and leading field-based teams
- Strong communication, stakeholder management, and relationship-building skills, with knowledge of healthcare compliance, regulatory standards, and ethical promotion practices
The approximate pay range for this position is $130,000-$150,000 base plus annual bonus. 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 background, knowledge, skills, and abilities as well as geographic location of the position.
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 | Nestlé Careers (nestlejobs.com).
