Strategic Account Executive (Mid-Atlantic)

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.

*This person preferably should live in Pennsylvania, Maryland, DC, North Carolina, Virginia, or surrounding areas.

POSITION OVERVIEW

The Strategic Account Executive is responsible for achieving sales growth, establishing account management strategy, and building and maintaining enterprise-level relationships with their assigned key accounts. Accounts include providers of Homecare, Durable Medical Equipment, target hospitals, and Integrated Delivery Networks (IDN).  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, including direct development of new and management of existing accounts. This position is responsible for developing and cultivating business relationships with all key decision makers and targeted customers within the assigned accounts.

WHAT YOU WILL DO

·       Cultivate and develop long-term customer relationships within hospital, IDN, homecare and post-acute accounts, including relationships with distributors, and owning C-suite/leadership relationships.

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

·       Ensure relationships between Hospital/Homecare accounts and Kate Farms Sales Teams are successful, collaborative, and mutually beneficial with the goal to create opportunities for increased patient impact. Supports Territory Managers with Hospital/Homecare related activities.

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

·       Support corporate sales training needs on the Kate Farms product line, competitive advantage, and customer profiles.

·       Monitor and report key metrics for managing performance and measuring results achieved, such as revenue and volume trending and utilization of goods.

·       Contribute to strategic plans with assigned relationships and disease specific areas (Cancer/ALS etc.).

·       Conducts business reviews with key customer stakeholders 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.

·       Collaborate with cross-functional teams to create resources, programs, and synergies with Homecare Accounts to drive sales.

·       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.

·       Attend tradeshows to achieve assigned company objectives.

WE ARE LOOKING FOR SOMEONE WHO

·       Bachelor’s degree or equivalent in Business, Sales, or Marketing.

·       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. Proven and consistent track record of demonstrated success.

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

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

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

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

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

·       Ability to anticipate work needs and follow through with minimum direction.

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

·       Superior negotiating and influencing skills.

·       Excellent written and verbal communication skills with a keen ability to listen and follow-up effectively and diplomatically with all staffing levels and customers.

·       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.

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, hospitals, and other meeting locations.  Requires 60% travel with overnights throughout the assigned region.

 Compensation for this role is in the form of base salary plus a variable component that together comprise the On-Target-Earnings (OTE).

The typical starting salary range for new hires in this role is listed below. This range represents the lowest to highest salary range we reasonably and in good faith believe we would pay for this role at the time of this posting. We may ultimately pay more or less than the posted range, and the range may be modified in the future. Please note that base pay offered may vary depending on factors including your geographic location, job-related knowledge, skills, and experience.

If hired, employee will be in an “at-will position” and the Company reserves the right to modify base salary (as well as any other discretionary payment or compensation program) at any time, including for reasons related to individual performance, Company or individual department/team performance, and market factors.  All job offers are contingent upon successful completion of background verification.

$110,000k -138,000k USD

For full-time salaried or hourly workers, our total rewards package also include the option to enroll in a company-matched 401k plan, as well as participate in Company-sponsored medical, dental, vision, and basic life insurance plans for the employee and the employee’s eligible dependents.  Employees will also receive a generous  PTO benefit with a starting accrual of 15 days per year (prorated upon hire and increased by tenure),  two weeks of paid “Refresh” leave, 80 hours of paid sick leave annually, and 11 paid holidays throughout the calendar year.  Kate Farms offers a range of other benefits offered with an emphasis on employee well-being such as paid disability leave, paid parental / pregnancy leave, Flexible Spending Accounts (FSA), tuition reimbursement, an Employee Assistance Program, and more.

 NOTE: This job description is not intended to be all-inclusive. Employee may perform other related duties as negotiated to meet the ongoing needs of the organization as directed by the management of the company.