Senior Sales Manager - Accounts

About the job

As the population continues to age, we are seeing increased pressure on healthcare channels and rising costs across the industry. This evolving landscape demands new ways of working, where account managers must demonstrate added value that goes beyond price alone.

To stay competitive, it is crucial to engage in discussions with customers around key topics such as sustainability and healthcare digitalization—areas that are rapidly shaping our customers' priorities and expectations.

The Senior Sales Manager Accounts plays a pivotal role in making our unique value proposition visible to customers, together with the team building strong relationships that foster collaboration. By focusing on sustainable contracts and long-term partnerships this role will deliver short term as well as long term sustainable contracts and results.

Your key responsibilities are:

• Build yearly institutional channels strategy in line with the overall annual plan.
• Manage all commercial activities related to account management of institutions, ensuring alignment with cross-functional teams (Sales Adult and Paediatrics teams, Commercial Excellence, Marketing and Medical).
• Lead and coach the Account Management team enhancing the winning and collaborative spirit, focusing on enhancing selling and negotiation.
• Drive the fulfillment and growth of both Paediatrics and Adult businesses in the institutional channels.
• Leverage insights from the Dutch Healthcare landscape to initiate new national and/or local commercial opportunities, which can be further scaled up.
• Lead the contract management process in close cooperation with relevant teams.

The Key Deliverables are:

• Strong and continuous development of the Account Management team in selling, negotiation, tender management, and related commercial skills.
• Achievement of business targets within institutional channels, supported by clear financial reporting, KPI tracking, and target setting.
• Strengthening Nutricia’s brand preference and customer loyalty across institutional customers.
• Robust DMU mapping and effective contract lifecycle management.

About you

• Ability to coach, inspire and elevate team performance in dynamic and competitive environments.
• Proven track record in leading teams and delivering account management results, especially within institutional or healthcare sectors.
• Being a natural leader, who likes to manage a team towards the next level and promotes strong team responsibility
• Strong negotiation, analytical, and business acumen skills; ability to think strategically and execute effectively.
• Ability to translate company annual plans into sales channel plans and ensure delivery
• Strong business acumen and ability to take decision based on facts
• Has a very strong passion for results and ability to drill down on details
• Strong cross functional skill and ability to work effectively across multiple teams and departments, fostering a collaborative and high-performing culture
• Leverages relationships (e.g. understands customer intimacy, capable networker, active influencer)
• Able to operate in the changing environment and be agile in the way set goals are achieved
• Excellent written and verbal communication skills including delivering presentations

About Danone

At Danone we are committed to our mission “bringing health, through food to as many people as possible”. Working together to make sure that our brands, like Hipro, Nutricia, Alpro, Activia, Nutrilon and Evian, create real benefits for people, communities and the planet. You will be part of one of the largest Certified B Corps™ in the world. Being B Corp means to be part of a select movement of companies verified to be meeting the highest standards of social and environmental criteria and using business as a force for good.

We Offer

All Danoners receive a complete package of benefits. This includes a competitive salary and yearly bonus, a premium free pension, 30 days of annual leave (with the opportunity to purchase more) and you will receive a monthly health care allowance. In addition, you can get discount on your gym membership, and we offer initiatives focused on nutrition, physical, and mental health. We provide continuous learning opportunities through workshops, online courses and training sessions.

In the Netherlands we also offer a hybrid working environment which enables each team to meet our people's desire for flexibility. You can work from one of our People Hubs in Hoofddorp, Utrecht and Rijswijk or you can work from home.