Regional Sales Manager, Hospital (Southwest) - Kate Farms

ABOUT KATE FARMS

Kate Farms is a company with heart. Our company was founded on the belief that good nutrition leads to good health, and good health opens the door to endless possibilities. That’s why our mission is to make nutrition the cornerstone of healthcare so people can live their best lives. We are a medical food company that makes complete nutrition formulas for people who have a medical need for liquid nutrition. 

Kate Farms works to be the place where a diverse mix of talented individuals want to come, stay, and do their best work. Ensuring a diverse and inclusive workplace where we learn from each other is at the core of Kate Farms’ values. We are an equal-opportunity employer and fully focused on equality; we believe deeply in diversity of race, gender, sexual orientation, religion, ethnicity, national origin, and all the other fascinating characteristics that make us different. We invite you to do the best work of your life with us at Kate Farms.

POSITION OVERVIEW

Reporting to the National Director of Hospital & IDN Sales, this position will be the primary point of contact for a portfolio of target hospitals, Regional Integrated Delivery Networks (IDN), and select individual target National IDN Accounts. This position supports Kate Farms sales and market share growth objectives by implementing account specific business strategies, objectives and tactics via contracts, clinical selling, and account management. The Regional Sales Manager, Hospital position is responsible for developing and cultivating business relationships with all key decision makers and targeted customers within the hospital/IDN setting. The RHM will engage accounts to sell our portfolio across designated hospital/IDN systems, maximizing Kate Farms long term revenue goals and market growth for our targeted nutritional products. You will be covering the region of Northern California.

This position also serves as a business, clinical, and contracting strategy advisor to Regional Directors of Sales, Territory Managers, and the Enterprise and Marketing teams. 

*We prefer the candidate to live in or around the Southwest region, but we are open.

ESSENTIAL JOB DUTIES AND RESPONSIBILITIES

·        Identify and understand customer clinical and business needs in hospital accounts and provide creative solutions through the contract lifecycle. 

·        Cultivate and develop long-term customer relationships within strategic hospital accounts, Regional and select National IDNs. Involving Key Stakeholders, including but not limited to: Clinical Nutrition Directors, Chief Nursing Officer, C-Suite, and hospital owned physician groups, Supply Chain, and Materials Management Executives to both support and advance business partnerships in concert with the field sales team.

·        Lead and facilitate successful presentations within targeted accounts to Value Analysis Committee (VAT) and owned/affiliated HCC (Health and Hospital Corporation) in collaboration with Medical Affairs and the field sales team.

·        Collaborate with Sales Directors and Territory Managers to develop and execute strategic account plans, integrating Kate Farms into the hospital ecosystem while accelerating and optimizing pull-through tracing revenue.

·        Proactively engage in account-based forecasting and compliance monitoring, initiating opportunities for collaboration with Sales Directors and Territory Managers.

·        Effectively initiate new contracts and grow share with current contracts in targeted accounts.

·        Conducts business reviews to gauge contract performance and compliance, customer satisfaction and priorities, and to assess strategic relationships. Also identifies trends, usage/purchasing patterns, and assesses opportunities to expand product portfolio.

·        Support development and monitoring of key metrics for managing performance and measuring results achieved with priority hospitals and IDNs.

·        Collaborate with Sales, Marketing, Enterprise, and Medical Affairs to formulate robust programs and business propositions to include an array of Kate Farms value-adds and education beyond price.

·        Support ongoing monitoring and analysis of the rapidly evolving healthcare industry landscape, identifying key opportunities and threats with recommended actions or competitive responses for Kate Farms.

MINIMUM JOB REQUIREMENTS

·        Bachelor’s degree in a related discipline.

·        Healthcare business and/or clinical experience background. RD/RN is strongly preferred.

·        5-7 years of progressive sales experience in a related healthcare environment, with account management experience with hospitals or IDNs. Proven and consistent track record of demonstrated success.

·        Experience working directly with healthcare executives, opinion leaders, and technical experts.

·        Must be outgoing, positive, and willing to contribute to a positive, team-oriented workplace.

·        Must have the ability to work independently, self-starter, and be exceedingly responsible.

·        Must possess a vehicle and have a valid driver’s license and auto insurance documentation.

·        Superior negotiating and influencing skills.

·        Possesses excellent verbal communication skills with a keen ability to listen and communicate, excellent grammar, and the ability to follow up effectively with all staffing levels and customers.

·        Strong understanding of Microsoft suite – Excel, PowerPoint, Word, and Outlook.

·        Ability to respond to customers, vendors, and coworkers in a diplomatic and positive manner.

·        Excellent organizational skills – be able to handle pressure skillfully and be able to multi-task, prioritize, and work efficiently.

·        Flexibility to work varied hours, possible weekends, or evenings on occasion.

·        Ability to perform at high levels in a fast-paced, ever-changing work environment.

·        Must be available to travel up to 60%, including overnight stays.

·        Outgoing, positive, and willing to contribute to a team-oriented workplace.

·        Superior negotiating and influencing skills.

·        Excellent written and verbal communication skills.

·        Keen ability to listen and follow up effectively and diplomatically with all staffing levels and customers.

·        Must have a vehicle maintained in good working order, current valid driver’s license, and current auto insurance documentation.

·        Strong commitment to company mission and values.

·        Ability to work independently and collaboratively in a fast-paced, dynamic environment.

·        Respectfully shares and accepts feedback willingly from all levels of the organization.

ORGANIZATION:

 Reports Into (Direct & Functional) - National Director of Hospital & IDN Sales

Direct Reports - NO

RELATIONSHIPS:

Internal

·        Sales

·        Marketing

·        Finance

·        Medical Affairs

External

·        Hospitals

·        IDNs

·        3PLs

·        GPOs

 PHYSICAL DEMANDS

 The physical demands described here are representative of those that must be met by the employee to successfully perform the essential functions of this job. Reasonable accommodations may be made to enable individuals with disabilities to perform essential functions.

·        Effectively handle lifting of various objects weighing up to 12 pounds.

·        While performing the essential functions of the job, the employee will be required to bend, stoop, kneel, reach, and climb stairs.

·        Possess the ability to sit at a computer for extended periods of time.

WORK ENVIRONMENT

The work environment characteristics described here are representative of those an employee encounters while performing the essential functions of the job. Reasonable accommodations may be made to enable individuals with disabilities to perform essential functions.

·        This position will work in a home/office environment with regular trips to medical offices, clinics, and hospitals.

It is Kate Farms policy that any position that requires regular interaction with healthcare

professionals require that, if hired, you be vaccinated against COVID-19 unless you need a reasonable accommodation due to sincerely held religious beliefs, medical needs, or other reasons protected by applicable federal, state, and local law.

In compliance with Colorado’s Equal Pay for Equal Work Act (EPEWA) , New York City’s Human Rights Law (NYCHRL), and California’s Pay Transparency bill (SB 1162) we are disclosing the compensation, or  a range thereof, for roles that will be, or could be performed in Colorado, New York City, or California.   If the position applied to is not located in Colorado, NYC, or California, the following information may not apply.   Salary Minimum : $ 100,000  Salary Maximum $130,000. The base salary range above represents the low and high end of the Kate Farms salary range for this position.  This range will vary and may be above or below the range based on various factors including but not limited to location, experience, internal pay alignment, and performance.  The range listed is just one component of Kate Farms’ total compensation package for employees.  Other rewards may include annual bonuses and  short- and long- term incentives. 

Kate Farms cares well for its employees, and it shows through the provision of standout benefits such as Medical, Dental, Vision, Life Insurance, FSA, 401k Retirement Plan, Paid Time Off, Remote Work options, and many more outstanding company perks.