Key Account Manager (Hospital Pharma Accounts)

Nestle Operational Services Worldwide SA•Stanford, CA

1d•$160,000 - $175,000

About The Position

Nestlé Health Science is hiring a Key Account Manager (Hospital/Pharma) to drive sales performance, protocol development, and contracting across key accounts in an assigned territory. The role develops business plans and relationships with decision makers and influencers at hospital systems, clinics, and specialty pharmacies to grow the GI Pharma platform. Customer engagement and sales presentations use evidence- and outcome-based messaging, business and value solutions, and defined call sequences. The role also works with IDN hospital personnel on transition-of-care and discharge protocols. The territory covers Northern California, including San Francisco, Sacramento, Fremont, Fresno, Santa Rosa, Palo Alto, and Berkeley, as well as Reno, Nevada. The position involves educating healthcare providers about Vowst, communicating clinical and reimbursement information, developing account protocols and plans, and fostering relationships with key accounts and GI community opinion leaders. It requires at least 50% travel based on team, territory, or business needs. The salary range is $160,000–$175,000 per year, with bonus eligibility. Nestlé offers performance-based incentives and a total rewards package that includes a 401(k) with company match, healthcare coverage, and other benefits. This position is not eligible for visa sponsorship.

Requirements

Bachelor’s degree required.
6–7+ years of pharmaceutical sales experience, with demonstrated success selling specialty medical products into hospitals; experience in medical device, infectious disease, rare disease, or GI is specified.
Fluency in MS Office, including Word, Excel, Outlook, and PowerPoint.
Excellent oral and written communication, presentation, organizational, and stakeholder management skills, including the ability to build and maintain strong cross-functional relationships.
Ability to work under pressure, meet tight deadlines, and work with minimal supervision.
Current or prior strategic account planning experience, strong business acumen, and strong financial and analytical skills.
Knowledge of value-based selling and experience with negotiating, clinical influence, account penetration, and call planning.
Ability to work through change management and adapt with agility.
Ability to meet or exceed sales targets and work in a data-driven manner.
Willingness and ability to travel at least 50% or more based on team, territory client, or business needs.

Nice To Haves

Advanced degree in Nursing, Dietetics, MBA, or Pharm.D.
Current or prior experience with data systems such as Power BI, Salesforce, Circana, or other systems.

Responsibilities

Develop account plans by identifying account business models and processes, key decision makers, influencers, and protocols, with a focus on patient discharge and transition of care.
Drive growth among hospital accounts, GI/Critical Care targets, and new accounts; meet or exceed sales and profit objectives in assigned accounts and territory.
Educate targeted healthcare providers about the benefits of Vowst within the assigned territory.
Develop and assess hospital account protocols and the infectious disease and GI healthcare environment; execute compliant, professional, persuasive account management and selling processes that address customer needs and prompt action.
Develop and communicate a deep scientific understanding of GI disorders and assigned and competitive products in the GI marketplace.
Cultivate and maintain long-term business relationships with key accounts and key opinion leaders in the GI community.
Develop and implement a territory-specific business plan and use available resources to foster a successful sales environment.
Communicate complex clinical and reimbursement product information effectively to key stakeholders in a competitive marketplace.
Use a customer-centric, needs-based selling approach with targeted healthcare providers and accounts.
Use sales reporting systems for call preparation, recording and tracking sales activity, and gathering market intelligence.
Organize meetings and deliver GI and nutrition content to healthcare professionals aligned with customer-defined account objectives and metrics.
Conduct promotional programs for professional audiences and attend local, regional, and national meetings as directed.
Work collaboratively with internal and external partners to make introductions and connect with hospital personnel.