Key Account Manager (Hospital/Pharma Accounts)

Nestlé S.A.; Allentown (Lehigh County); On-site; USD 160,000 - 175,000; Full time

Benefits offered by this job

401(k) with company match

Healthcare coverage

Broad benefits

Job summary

Nestlé Health Science in the Eastern Pennsylvania territory seeks a Key Account Manager (Hospital/Pharma) to drive sales, protocol development, and contracting within major accounts. You will build business plans, cultivate relationships with hospital leaders, and advance the GI Pharma platform across IDNs and clinics.

The role requires 6–7+ years of pharma hospital sales, excellent MS Office skills, and strong stakeholder management. Travel 50–70% expected.

Qualifications

• Bachelor’s degree required.
• 6-7+ years of Pharma Sales experience with demonstrated success of selling Specialty Medical products into Hospitals.
• Fluency in MS Office (Word/Excel/Outlook/PowerPoint) is required.
• Excellent communication, presentation, organizational and stakeholder management skills.
• Willing to work under pressure to meet deadlines.
• Current or prior strategic account planning, strong business acumen, as well as strong financial and analytical skills.
• Knowledge of value-based selling and negotiating, clinical influence and account penetration/call planning.

Responsibilities

• Account development and planning through identification of individual account business model and process, including key decision makers and protocol.
• Drive growth among Hospital accounts, GI/Critical Care target and new accounts; meet/exceed sales and profit objectives.
• Educate targeted healthcare providers on benefits of a novel GI therapy (Vowst) within assigned territory.
• Develop hospital account protocols and execute account management and selling process.
• Develop and communicate deep scientific understanding of GI disorders and products.
• Cultivate long-term relationships with key accounts and key opinion leaders.
• Implement territory-specific business plans and utilize resources to foster a successful sales environment.
• Convey complex clinical and reimbursement information to stakeholders.
• Execute needs-based selling with Healthcare Providers and accounts.
• Utilize sales reporting systems for call preparation and market intelligence data.
• Organize meetings and content delivery to healthcare professionals on GI and nutrition topics.

Skills

Pharma sales

MS Office proficiency

Communication skills

Stakeholder management

Analytical skills

Change management

Territory planning

Education

Bachelor’s degree

Advanced degree (Nursing, Dietetics, MBA or Pharm.D.)

Tools

Power BI

Salesforce

Circana

Job description

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.

Position Summary

The Key Account Manager (Hospital/Pharma) will be responsible for the Sales performance, protocol development and contracting within Key Accounts of the assigned geographic territory through successful execution of Marketing strategies. The role is responsible for developing business plans to grow business through building relationships with key decision makers and influencers including big hospital systems, clinics and specialty pharmacies.

The Key Account Manager will also be responsible for focused customer engagement and sales presentations to specific targets to support to expand the GI Pharma platform. This will be executed through carefully defined messaging strategy, call sequence, leveraging business and value solutions based on evidence and outcome data. This role will also work with appropriate IDN Hospital personnel in regards to transition of care and discharge protocols.

Territory Location

This territory includes all of Eastern Pennsylvania including Philadelphia, Harrisburg, Lehigh Valley, Allentown, Scranton, Wilkes-Barre, Pennsylvania, as well as Wilmington/Northern Delaware.

Responsibilities

• Account development and planning through identification of individual account business model and process, including key decision makers, influencers, and protocol; with focus on patient discharge and transition of care process.
• Focus on driving growth among Hospital accounts, GI/Critical Care target and new accounts; Must meet/exceed sales and profit objectives in assigned accounts and territory.
• Educate targeted healthcare providers on the benefits of a novel GI therapy (Vowst) within assigned territory.
• Develop/assess hospital account protocols, infectious disease and GI healthcare environment, and appropriately create and execute the account management and selling process in a manner that is concise, compliant, professional and persuasive; and which addresses a need and leads the customer to action.
• Develop and communicate deep scientific understanding of GI disorders, assigned, and competitive products within the GI marketplace.
• Cultivate and maintain long-term business relationships with key accounts and key opinion leaders within the GI community.
• Develop and implement a territory specific business plan and utilize all available resources to foster a successful sales environment.
• Effectively convey complex clinical and reimbursement product information to key stakeholders in a highly competitive marketplace.
• Execute a customer-centric needs-based selling approach with targeted Healthcare Providers and accounts.
• Utilize the sales reporting systems on a regular basis for call preparation, to record and track sales activity and to gather market intelligence data.
• Organize meetings and deliver content to health care professionals on the topic of GI and nutrition aligned with tangible account objects and metrics as defined by the customer.
• Conduct promotional programs for professional audiences and attend local, regional and national meetings as directed.
• Collaboratively working with internal and external partners in making introductions and connecting to hospital personnel.

Requirements

• Bachelor’s degree required; Advanced degree in Nursing, Dietetics, MBA or Pharm.D., is highly preferred.
• 6-7+ years of Pharma Sales experience with demonstrated success of selling Specialty Medical products into Hospitals (Medical Device, Infectious Disease, Rare Disease or GI) required.
• Demonstrated fluency in MS Office (Word/Excel/Outlook/PowerPoint) is required.
• Must have excellent communication (oral and written), presentation, organizational and stakeholder management skills (including the ability to develop and maintain strong, cross-functional stakeholder relationships).
• Willing and able to work under pressure to meet tight deadlines with minimal supervision.
• Must have current or prior strategic account planning, strong business acumen, as well as strong financial and analytical skills.
• Knowledge of value-based selling and experience with negotiating, clinical influence and account penetration/call planning is required.
• Must be able to work through change management and must be agile.
• Ability to meet or exceed Sales targets and to be data-driven is a must.
• Current or prior experience with data systems such as Power BI, Salesforce, Circana and/or other systems is preferred.
• Willing and able to travel between 50% to 70% based on the needs of the team, territory clients or the business required.

The approximate pay range for this position is $160,000 to $175,000. 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.

Nestle Offers performance-based incentives and a competitive total rewards package, which includes a 401(K) with a 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: Nestle in the US Benefits | Nestlé Careers

Requisition ID

415652 #LI-FG1

This position is not eligible for Visa Sponsorship.

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.

Position Summary

The Key Account Manager (Hospital/Pharma) will be responsible for the Sales performance, protocol development and contracting within Key Accounts of the assigned geographic territory through successful execution of Marketing strategies. The role is responsible for developing business plans to grow business through building relationships with key decision makers and influencers including big hospital systems, clinics and specialty pharmacies.

The Key Account Manager will also be responsible for focused customer engagement and sales presentations to specific targets to support to expand the GI Pharma platform. This will be executed through carefully defined messaging strategy, call sequence, leveraging business and value solutions based on evidence and outcome data. This role will also work with appropriate IDN Hospital personnel in regards to transition of care and discharge protocols.

Territory Location

This territory includes all of Eastern Pennsylvania including Philadelphia, Harrisburg, Lehigh Valley, Allentown, Scranton, Wilkes-Barre, Pennsylvania, as well as Wilmington/Northern Delaware.

Responsibilities

• Account development and planning through identification of individual account business model and process, including key decision makers, influencers, and protocol; with focus on patient discharge and transition of care process.
• Focus on driving growth among Hospital accounts, GI/Critical Care target and new accounts; Must meet/exceed sales and profit objectives in assigned accounts and territory.
• Educate targeted healthcare providers on the benefits of a novel GI therapy (Vowst) within assigned territory.
• Develop/assess hospital account protocols, infectious disease and GI healthcare environment, and appropriately create and execute the account management and selling process in a manner that is concise, compliant, professional and persuasive; and which addresses a need and leads the customer to action.
• Develop and communicate deep scientific understanding of GI disorders, assigned, and competitive products within the GI marketplace.
• Cultivate and maintain long‑term business relationships with key accounts and key opinion leaders within the GI community.
• Develop and implement a territory specific business plan and utilize all available resources to foster a successful sales environment.
• Effectively convey complex clinical and reimbursement product information to key stakeholders in a highly competitive marketplace.
• Execute a customer‑centric needs‑based selling approach with targeted Healthcare Providers and accounts.
• Utilize the sales reporting systems on a regular basis for call preparation, to record and track sales activity and to gather market intelligence data.
• Organize meetings and deliver content to health care professionals on the topic of GI and nutrition aligned with tangible account objects and metrics as defined by the customer.
• Conduct promotional programs for professional audiences and attend local, regional and national meetings as directed.
• Collaboratively working with internal and external partners in making introductions and connecting to hospital personnel.

Requirements

• Bachelor’s degree required; Advanced degree in Nursing, Dietetics, MBA or Pharm.D., is highly preferred.
• 6-7+ years of Pharma Sales experience with demonstrated success of selling Specialty Medical products into Hospitals (Medical Device, Infectious Disease, Rare Disease or GI) required.
• Demonstrated fluency in MS Office (Word/Excel/Outlook/PowerPoint) is required.
• Must have excellent communication (oral and written), presentation, organizational and stakeholder management skills (including the ability to develop and maintain strong, cross‑functional stakeholder relationships).
• Willing and able to work under pressure to meet tight deadlines with minimal supervision.
• Must have current or prior strategic account planning, strong business acumen, as well as strong financial and analytical skills.
• Knowledge of value‑based selling and experience with negotiating, clinical influence and account penetration/call planning is required.
• Must be able to work through change management and must be agile.
• Ability to meet or exceed Sales targets and to be data‑driven is a must.
• Current or prior experience with data systems such as Power BI, Salesforce, Circana and/or other systems is preferred.
• Willing and able to travel between 50% to 70% based on the needs of the team, territory clients or the business required.

The approximate pay range for this position is $160,000 to $175,000. 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.

Nestle Offers performance-based incentives and a competitive total rewards package, which includes a 401(K) with a 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: Nestle in the US Benefits | Nestlé Careers

Requisition ID

415652 #LI-FG1

This position is not eligible for Visa Sponsorship.

Harrisburg, PA; Lehigh Valley, PA; Wilkes-Barre, PA; Wilmington, DE