Director of Commercial Excellence (REMOTE)

Lensa is a career site that helps job seekers find great jobs in the US. We are not a staffing firm or agency. Lensa does not hire directly for these jobs, but promotes jobs on LinkedIn on behalf of its direct clients, recruitment ad agencies, and marketing partners. Lensa partners with DirectEmployers to promote this job for Nestle. Clicking "Apply Now" or "Read more" on Lensa redirects you to the job board/employer site. Any information collected there is subject to their terms and privacy notice. 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 Director of Commercial Excellence is a strategic leader responsible for: The Director leads all pillars of Commercial Excellence—including Sales Force Effectiveness, Omnichannel, CRM, Sales Incentives, and Sales Support—for Atrium and Medical Nutrition. This role partners with the VP of Sales to define and execute the commercial excellence strategy aligned with business objectives. A key responsibility is optimizing the execution of the sales strategy through the design and administration of sales incentive plans, effective use of CRM and omnichannel tools, and performance tracking via KPIs and sales support mechanisms. This role also champions the integration of digital tools and technologies to drive operational efficiency and data-driven decision-making. A strong understanding of emerging digital trends and their practical application in commercial environments is essential. The Director collaborates cross-functionally with Commercial Development, Marketing, and IT Commercial Business Systems Leads to manage HCP target lists, performance metrics, and analytics related to prescribers, customers, and channels. Commercial Execution & Strategy

• Define and execute the commercial excellence plan in alignment with Sales, Marketing, and Commercial Development to drive business results across Atrium and Medical Nutrition.
• Lead the integration and application of digital tools, CRM systems, and omnichannel strategies to enhance sales execution and customer engagement.
• Champion the use of emerging digital technologies to improve operational efficiency, data-driven decision-making, and field force effectiveness.

Sales Force Excellence

• Develop and implement sales execution strategies grounded in key principles such as HCP targeting, cycle planning, key account management, and fit-for-purpose KPIs.
• Own and evolve CRM and field reporting systems, ensuring seamless functionality and alignment with strategic and tactical objectives.
• Oversee territory alignments to ensure optimal coverage and resource allocation across MN, Pharma, and Atrium.
• Represent the U.S. market in Global Commercial Excellence QBRs, showcasing achievements and strategic priorities.

Reporting & Insights

• Lead the development of advanced reporting capabilities and insights generation using the latest digital innovations.
• Establish a consistent cadence of performance reporting and insights delivery to Sales and Executive Leadership, enabling real-time course correction.
• Provide strategic guidance on market dynamics, customer behavior, and channel performance to inform commercial decisions.

Sales Incentives

• Design and administer sales incentive plans that align with business goals and motivate high performance.
• Continuously evaluate and refine incentive structures to ensure relevance, fairness, and impact on sales outcomes.

Sales Support

• Direct the Sales Support function to ensure efficient administrative and operational support for the field force.
• Oversee conversion support programs and external customer communications in collaboration with Marketing, DSP, and Corporate Communications.
• Ensure all support activities are aligned with ROI objectives and contribute to the overall effectiveness of the sales organization.

Cross-Functional Collaboration & Governance

• Partner with IT Commercial Business Systems, Marketing, and Commercial Development to manage HCP target lists, performance metrics, and analytics.
• Lead the integration of digital capabilities across commercial functions to future-proof the organization’s go-to-market model.
• Manage function budgets and ensure compliance with internal policies and external regulations.
• Inspire, lead, and develop high-performing teams by fostering a culture of growth, accountability, and innovation—empowering individuals to embrace digital tools and emerging technologies to drive meaningful business impact.

Experience And Education Requirements

• 12+ years' experience in Commercial Excellence or Sales Operations, including 4+ years in leadership roles and 2-3 years of pharma &/or regulated medical device experience
• Bachelor's degree in Business Administration, Sales, Marketing, or related field; MBA a plus
• Proven experience leading Sales Force Excellence, Commercial Excellence, Omnichannel or related fields.
• Proven experience in sales operations, sales management, or related field, with a focus on strategic planning and execution
• Proficiency in CRM systems, data management, and reporting tools.
• Strong leadership and collaboration skills, with a track record of driving cross-functional initiatives and delivering actionable insights.
• Comprehensive understanding of the laws, regulations, and contractual legal and compliance needs of data management and data utilization internally and externally
• Excellent communication and presentation skills, with the ability to engage and influence senior stakeholders.
• 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.
• Agile learner that proactively initiates improvements with an enterprise/growth mindset that always considers how to positively impact all other collaborative departments
• Experience managing remote teams

Preferred Skills

• Core knowledge of the operations of NHSc field force or of a similar setup in Nestlé or competing companies
• Nestlé Management and Leadership Principles
• Understanding customer & overall business strategy and goals across the HCP businesses of MN, Pharma, Atrium
• Knowledge of the Medical Nutrition and Atrium industries, including products and competitive landscape
• KOL/HCPs understanding
• Navigation of the organization in a highly complex and matrixed environment
• Advocate and early adopter of everyday AI, automation, and/or personal productivity tools.
• Advanced CRM systems knowledge and Business Analytics
• In depth knowledge of NHSc Sales Competency Framework

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. 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. Learn more at Nestle in the US Benefits | Nestlé Careers. (https://www.nestlejobs.com/nestle-in-the-us-benefits) 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 Nestlé. 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. Nestlé seeks such skilled and qualified individuals to share our mission where you’ll join a cohort of others who have chosen to call Nestlé home. The Nestlé 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. Review our applicant privacy notice before applying at https://www.nestlejobs.com/privacy. Job Requisition: 363154 If you have questions about this posting, please contact support@lensa.com