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

 

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, 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 effectiveness continuously 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, a