Senior Manager Specialty Area Sales - Medical Nutrition (Texas)

POSITION SUMMARY

The Sr. Manager, Specialty Area Sales serves as a strategic leader, driving profitable growth across the full nutrition portfolio within the Post Acute, Developmental Delay Centers and Acute Care channels by inspiring and developing a high-performing sales team. This role combines enterprise-level vision with localized execution, ensuring strategies are tailored to diverse customer needs and market dynamics. The Sr. Manager owns the Area Business Plan, applying exceptional business acumen, advanced analytics, and agile leadership to deliver sustainable results.

Key responsibilities include shaping and activating multi-channel sales strategies—both in-person and virtual—while fostering a culture of accountability and continuous improvement. This leader leverages digital tools, CRM systems, and performance insights to optimize pipeline management, refine account plans, and exceed revenue and profitability targets. By collaborating cross-functionally and influencing senior stakeholders, the Sr. Manager ensures alignment with organizational priorities and positions the team at the forefront of industry standards.

Key

Responsibilities

Revenue Growth & Market Leadership

• Drive profitable sales growth by leading a high-performing specialty sales team within PA and AC channels not covered by the Managers, National Account Sales.
• Leverage technology, analytics, and strategic messaging to capture opportunities and strengthen customer engagement across the Area.

Strategic Planning & Execution

• Develop and execute a comprehensive Area Business Plan and oversee Territory Plans for direct reports.

• Apply entrepreneurial thinking and data-driven insights to optimize performance and deliver sustainable results.

Sales Resource Optimization

• Strategically allocate sales executives to priority accounts and prescribers to maximize coverage and impact.
• Continuously evaluate area & territory time allocation using performance metrics and adjust resources to align with business needs.

Local, Regional Post Acute, DD Centers and Acute Care IDN Engagement & Account Development

• Identify and lead engagement with Post Acute providers, Acute Care Integrated Delivery Networks (IDNs) and Developmental Delay centers not managed by National Accounts.
• Collaborate with cross-functional teams—including Market Access, National Accounts, Commercial Development, and Medical Affairs—to secure and grow strategic partnerships.

Team Leadership & Coaching

• Provide in-field coaching and customer engagement to elevate business acumen and consultative selling skills.
• Ensure alignment with the Value Proposition and develop team capabilities through targeted coaching and leadership frameworks.

Market Adaptability & Access Strategy

• Anticipate and respond to changes in the healthcare environment.
• Embed market access strategies into team culture and execution to maintain competitive advantage.

Performance Management & Analytics

• Utilize data-driven insights to monitor team performance, optimize deployment, and inform strategic decisions.
• Implement accurate forecasting and maintain accountability for results.

Operational Excellence & Engagement

• Ensure compliance, documentation, and execution of strategic initiatives. Participate in national and regional meetings, training, and quarterly business reviews.

Travel & Field Presence

• Commit to extensive travel (75%+) for field coaching, customer engagement, and participation in company meetings

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

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, Advanced digital fluency, Gen AI, Copilot

Salary: $150,000.00 to $180,000.00 per year

Bonus Eligibility: Yes

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. It is not typical for an individual to be hired at top of range.

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

It is our business imperative to remain a very inclusive workplace.

To our veterans and separated service members, you're at the forefront of our minds as we recruit top talent to join Nestlé. The skills you've gained while serving our country, such as flexibility, agility, and leadership, are much like the skills that will make you successful in this role. In addition, with our commitment to an inclusive work environment, we recognize the exceptional engagement and innovation displayed by individuals with disabilities. Nestlé seeks such skilled and qualified individuals to share our mission where you’ll join a cohort of others who have chosen to call Nestlé home.

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Job Requisition: 422530