Position Summary:
The Senior National Account Sales Manager will be responsible for the national Integrated Delivery Network (IDN) strategy and execution. Managing Strategic Accounts team to achieve KPI's and sales goals and developing a high performance team will be a key responsibility in the role. This includes coaching, mentoring, driving Key Account Management Excellence and sales performance. They will coordinate and manage organizational resources as well as digital tools and innovative technologies to achieve business opportunities by reviewing and evaluating pipelines, and focused efforts to improve account strategy, and performance of assigned strategic accounts nationwide.

Key Responsibilities:
• Teams meet/exceed sales objectives including sales growth and profitability targets in assigned Integrated Delivery Networks (IDN's)
• Work collaboratively across Commercial Sales to define specific and measurable call objectives and account tactics that will mutually drive results with top down and bottom up account penetration
• Monitoring sales team performance, analyzing sales data and metrics, and dynamic forecasting allowing sales team 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 plans to generate profitable sales growth
• 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
• Evaluates strategic pricing proposals when required for assigned accounts.
• Analyzes customer and Nestlé's objectives to ensure mutual achievement of respective contract and business objectives.
• Collaborates 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.
• Coach and develop assigned Strategic Account Managers on business acumen, account penetration and account planning, to elevate conversations had within the C Suite to bring strategic solutions to customers assuring selling messaging to the Value Proposition
• 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.
• Develops and Presents quarterly business reviews with leadership.
• Must be willing to travel up to 75% for field coaching, customer meetings and to company meetings when planned.

Experience and Education Requirements:
• Bachelor's degree
• 7+ years medical/clinical selling experience in a hospital setting required with key account management experience selling to C-suite strongly preferred.
• 7+ 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
• Proficiency in leveraging digital tools and platforms to optimize workflow, enhance collaboration and analyze data for informed decision-making

Preferred Skills:
• Degree in Business, Marketing or a Medical Science. MBA preferred.
• Key Accounts Strategy & Structure
• System Knowledge - Microsoft Office, Veeva, Power BI
• Must be highly motivated, articulate, self-directed, and demonstrate excellent communicati