Director, Distributor Channel for Medical Nutrition & Atrium (REMOTE)

At Nestle 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 Nestle 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 Director, Distribution is a critical leadership role within the Medical Nutrition & Atrium Sales Function, responsible for achieving revenue growth & profitability targets, and driving operational excellence across national and regional distributor partnerships which also includes ownership of the LTC and DD channels for MN and all distribution relationships for Atrium. Leads a team of Sr. Managers, Managers, and Specialty Sales representatives.

This role integrates commercial execution with Strategic Revenue Management (SRM) principles to optimize pricing, trade investment, and customer profitability. Accountable to leadership to confidently and accurately forecast financial performance of MN & Atrium sales teams and ownership of those business planning tools & reporting.

Additionally, leverages digital tools and innovative technologies to enhance delivery and effectivenesscontinuously exploring new digital trends to keep at the forefront of industry standards.

Additionally, this role leverages digital tools and innovative technologies to enhance operational delivery and effectiveness. Continuously exploring new digital trends to stay at the forefront of industry standards, the Director, Distribution champions technological advancements to drive commercial capabilities and bolster competitive advantage.

Key Responsibilities:

• Strategic Account Leadership: Own and execute comprehensive business plans for national and regional distribution accounts, leveraging customer insights and internal analytics to identify growth opportunities and maximize share of wallet.
• Revenue & Profitability Optimization: Apply SRM levers-including pricing strategy, mix management, and trade terms optimization-to improve margin and ROI across distributor channels.
• Cross-Functional Orchestration: Serve as the sales function's lead in the Demand & Supply Planning process to confidently & accurately deliver the monthly/quarterly/annual sales forecast. Collaborating with Finance, Supply Chain, Marketing, and Commercial Development to ensure product availability and seamless execution.
• Customer Engagement & Retention: Build and sustain high-impact relationships with distributor leadership and field sales teams, including C-suite engagement, to drive mutual value and long-term loyalty.
• Operational Excellence: Ensure consistent product flow and compliance with negotiated agreements. Lead internal coordination on order placement, shipping, and trend analysis to support end-user demand.
• Innovation & Digital Transformation: Champion digital tools and AI-driven insights to enhance sales force effectiveness, data analytics, and customer engagement. Lead pilot initiatives that modernize the distribution function and elevate commercial capabilities.
• Contracting & Negotiation: Lead RFPs, MSAs, and bid responses in partnership with Business Operations and the Executive Pricing Committee. Proactively initiate and negotiate contracts with strategic accounts.
• Team Leadership & Development: Inspire and coach a high-performing team, setting clear objectives and development plans. Advance team capabilities in strategic selling, digital fluency, and executive influence.
• Performance Monitoring: Conduct regular analysis of customer trends, sales force execution, and market dynamics. Report progress to leadership and initiate corrective actions as needed.
• This role requires 50%+ travel and reports directly to senior commercial leadership.

Experience and Education Requirements:

• Bachelor's degree in business or related medical field. MBA preferred.
• 12 + years of successful professional sales experience, preferably in national accounts in the health care industry in Extended Care
• 5+ years of leadership experience with 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

Preferred Skills:

• Broad multi-functional experience including experience in Sales, Marketing, Business Operations, Distribution, and/or Large, Key Account Management
• Ability to develop strategy and plans with the greatest business impact collaboratively with Marketing, Market Access, Supply Chain, Customer Service, Demand Planning and Medical Affairs
• Proven track record of inspiring a team to execute plans
• Proven ability to make complex decisions when dealing with ambiguity
• Demonstrated record of influence management with senior management
• Able to work in a fast paced and matrixed environment
• Strong analytical skills
• Ability to analyze internal and external trends and issues and take appropriate action
• Strong priority setting skills and timely decision making
• Strong presentation skills & written communications
• Strong and proactive collaboration and communication across all sales and internal functions
• 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.

The approximate pay range for this position is $170,000 to $195,000. 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 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 Nestle in the US Benefits | Nestle Careers.

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 Nestle. 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. Nestle seeks such skilled and qualified individuals to share our mission where you'll join a cohort of others who have chosen to call Nestle home.

The Nestle Companies are equal employment opportunity employers. All applicants will receive consideration for employment without regard to race, color, religion, sex, sexual orientation, gender identity, national origin, disability, or veteran status or any other characteristic protected by applicable law. Prior to the next step in the recruiting process, we welcome you to inform us confidentially if you may require any special accommodations in order to participate fully in our recruitment experience. Contact us at accommodations@nestle.com or please dial 711 and provide this number to the operator: 1-800-321-6467.

This position is not eligible for Visa Sponsorship.

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Job Requisition:363144