Director Specialty Area Sales, Atrium Director Specialty Area Sales, Atrium

Nestle Operational Services Worldwide SA • Bridgewater Township, NJ

3d • $190,000 - $220,000 • Hybrid

About The Position

The Director Atrium Sales is a pivotal executive role responsible for driving revenue growth, market share, and operational excellence for Atrium, a market leader in professional Vitamins, Minerals & Supplements (VMS) channel. This leader will oversee a high-performing field sales organization, ensuring execution of strategic business plans, sales force effectiveness, and customer engagement strategies aligned with national objectives. This role is accountable for:

Developing and executing national business plans that integrate brand, VMS channel, HCP, and contracting strategies.
Leading, coaching, and developing a team of senior field managers and sales professionals to exceed sales targets and elevate team performance.
Embedding a culture of accountability, agility, and competitive excellence through structured coaching, performance management, and talent development.
Leveraging data analytics and CRM tools to drive insights, optimize territory planning, and prioritize customer engagement.
Cross-functional collaboration with Marketing, Commercial Excellence, Commercial Development, Training, HR, Pricing/Contracting, to align on launch readiness, pricing strategies, and field force evolution.
Acting as a key liaison with the Executive Pricing Committee and internal stakeholders to shape pricing, RFP responses, and policy enhancements.
Championing digital transformation and AI integration to modernize sales operations and improve decision-making.
Building and sustaining strategic customer relationships, including with top accounts, to influence business planning and long-term growth.

This position will be either a remote or hybrid role based on the selected candidate’s geographic location. Strong preference will be given to applicants who live within a commutable distance to our Corporate HQ in Bridgewater, New Jersey.

Requirements

• Bachelor’s degree in business or related medical field. MBA preferred.
• 8+ years of successful professional sales experience, preferably in the healthcare industry or consumer healthcare environment.
• 8+ years of leadership experience with a demonstrated track record of success building, developing, and inspiring high-performance teams.
• Proven track record of working with large complex customer organizations and decision processes.
• Experience selling to C-suite.
• 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.
• Travel requirement: 50-75%.
• 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, CRM, PowerBI. Advocate and/or early adopter of everyday AI and personal productivity tools (i.e. Copilot).
• Demonstrated ability to effectively use digital tools and technologies to improve work outcomes, with a strong understanding of emerging digital trends and their relevance in a modern workplace.

Nice To Haves

• MBA preferred.

Responsibilities

• Develop, implement, and measure outcomes of strategic business plans to meet sales objectives for both Atrium and Optifast.
• Develop and maintain a National Business Plan that reflects current and future market/customer trends as well as brand, VMS channel, HCP, and contracting strategies.
• Partner with Marketing to develop strategic plans for new product launches and line extensions/renovations.
• Regularly bring forward key customers and market insights and proactively develop ideas for pilots and sales force evolution initiatives.
• Meet or exceed sales goals and objectives for designated products through direct management and coaching of sales professionals.
• Analyze sales data, performance, and trends to formulate and implement strategies that drive product demand and sales targets.
• Implement a sales management/analytic process to help the team identify opportunities and prioritize key customers and prospects.
• Inspect SFE attainment and KPI achievement against key dashboards weekly; hold sales leaders accountable through direct coaching.
• Assure every Sales person maintains an updated and accurate pipeline of opportunities and can articulate a national roll-up by SSE.
• Hire, coach, and develop managers to be highly effective in business planning and acumen.
• Provide regular verbal and written feedback on performance and development through virtual and face-to-face interactions.
• Conduct bi-monthly 1:1s with direct reports to review progress against business plans and talent development.
• Execute thorough talent development and performance management efforts.
• Conduct quarterly business and talent reviews with RMs and local partners.
• Regularly connect with and support top national talent for career development, culture assessment, and special projects.
• Develop and cultivate positive team norms around culture, behaviors, and performance.
• Create an energizing and inspiring culture where the sales force feels supported and motivated to compete assertively.
• Regularly communicate with the full MN sales force using varied modes with transparency, energy, and accountability.
• Participate in face-to-face and virtual sales calls with representatives.
• Plan and execute district sales meetings and conduct routine performance evaluations.
• Assist and train team members to uncover territory opportunities through report analysis and strategy implementation.
• Through coaching and direction of Sr. Field Managers, and in partnership with the SFE Director, drive execution of key field force activities (e.g., business planning, call activity, coaching, messaging, resource utilization, IBP, CRM optimization).
• Collaborate with cross-functional partners to ensure execution of VMHS channel strategy and maintain profitable business with top customers.
• Develop sustained relationships with top customers to influence business plans and maintain open lines of communication.
• Lead the development and ongoing management of relationships with internal and external stakeholders.
• Partner with Directors of SFE, Training, CD, Incentives, HR, and Contracting to align and develop key sales force strategies and initiatives.
• Manage national headcount to ensure alignment with regional and national strategies.
• Responsible for personnel actions including hiring, training, and performance management.
• Ensure the sales team conducts business in a compliant and legal manner in accordance with Nestlé policies and procedures.

Benefits

• 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.

What This Job Offers

• Job Type: Full-time
• Career Level: Director