Specialty Sales Executive - Long Term Care Nutrition (Northeast) Specialty Sales Executive - Long Term Care Nutrition (Northeast)
About The Position
The Specialty Sales Executive drives exceptional brand growth and patient acquisition across the LTC channel within a defined geography. This role accelerates business results by leading account penetration and adoption in nursing homes, skilled nursing, Hospice and prison facilities through influence with clinical and business decision makers. Through strategic, insight-led engagement—primarily in-person with complementary virtual touchpoints—the Specialty Sales Executive delivers compelling, evidence-based value propositions that support facility-level protocols, strengthen referral and transition pathways, and increase new patient starts. Success requires strong cross-functional collaboration with National Account and Distributors teams and regional partners (GPO’s, Billers and Distributors), a deep understanding of LTC purchasing and care-delivery models, and a relentless focus on compliant execution, customer impact, and growth.
Requirements
- Bachelor’s degree in Business, Marketing, or a Medical Science field; MBA preferred.
- 3+ years of medical or clinical sales experience with proven success in specialty products, or 5+ years of high-performance sales experience with clinical exposure.
- Consistent track record of meeting and exceeding sales targets.
- Ability to build strong, long-term relationships with strategic and targeted customers.
- Demonstrated agility and effectiveness in fast changing healthcare and industry environments.
- Demonstrates strong business and financial acumen with the ability to negotiate effectively and influence complex decision pathways.
- Applies strategic planning skills to identify, prioritize, and capitalize on market and account‑level opportunities.
- Operates as a self‑starter with exceptional time‑management and personal accountability.
- Highly motivated, articulate, and self‑directed; excels in communication, organization, and creative problem‑solving.
- Thrives in a fast‑paced, evolving environment with the proven ability to manage multiple priorities simultaneously.
- Translates data into actionable insights and leverages advanced digital tools and technologies to drive smarter decisions and improved outcomes; maintains fluency in emerging digital trends shaping modern, insight‑led selling.
- Demonstrates advanced proficiency in CRM systems and Microsoft Office applications to analyze data, manage territory plans, and deliver compelling presentations; uses digital platforms to optimize sales performance and elevate customer engagement.
Nice To Haves
- MBA preferred.
Responsibilities
- Achieve and exceed territory sales and profit goals through strategic targeting, territory planning, and early-cycle product access initiatives.
- Deliver measurable financial impact by translating clinical or financial evidence into value-based solutions for targeted accounts.
- Maximize prescriber engagement through high-frequency, high-impact calls that drive specialty product adoption.
- Operate as a consultative seller, aligning product value with customer needs in the home care environment.
- Educate healthcare professionals through impactful meetings and presentations aligned with account-specific objectives.
- Overcome objections and respond to product inquiries with confidence and clarity, leveraging training methodologies.
- Omnichannel engagement
- Virtual education capabilities
- Digital influence with data-driven follow-up
- Lead territory-level execution of national strategies, ensuring alignment with broader organizational goals.
- Use of AI-enabled targeting and territory optimization.
- Travel extensively (50%+) to maintain strong field presence and stakeholder engagement.
- Build strategic relationships with high-level stakeholders to secure buy-in and drive sustained referral growth.
- Navigate complex healthcare environments with professionalism, compliance, and persuasive communication.
- Leverage CRM and analytics tools to optimize call preparation, track performance, and gather market intelligence.
- Champion best practices, sharing insights and successful tactics across the sales organization.
- Engage in continuous learning, attending strategic conventions and internal training to deepen product and market expertise.
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.
- Incentives and/or benefit packages may vary depending on the position.
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What This Job Offers
Job Type
Full-time
Career Level
Mid Level
Number of Employees
5,001-10,000 employees
