Director of Sales, South (Texas)

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, to stay and do their best work. Ensuring a diverse and inclusive workplace where we learn from each other is core to 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 come do the best work of your life with us at Kate Farms.

Position Overview

The Director of Sales for Kate Farms plans, develops, and leads the sales organization in the execution of commercial initiatives to attain or exceed sales targets established by the company.

• Candidate must live in Texas (preferably in metro areas - DFW, Houston, Austin, or San Antonio)
  
  

What You Will Do

Main responsibilities, but are not limited to:

• Achieve 100% of monthly, quarterly, annual sales plan
• Recruit, hire, and develop a team to high performance management standards
• Lead team of matrixed sellers, including both direct and indirect reports, to achieve region performance goals
• Train and coach Territory Managers using Challenger Sales Method to sell effectively throughout the continuum of care
• Demonstrate Challenger Sales Method and foundation of clinical knowledge to support matrix team in focus accounts
• Build and maintain relationships with Key Opinion Leaders and Clinical Champions
• Lead sales meetings, training meetings, conferences and exhibitions as required
• Represent Kate Farms core values and integrity
• Supports diverse hiring and related initiatives to meet company goals
  
  

Responsibilities Continued:

I. Planning

• Develop and manage strategies and tactics to achieve quarterly and annual revenue targets
• Demonstrate effective prioritization to support region and work with all direct reports regularly
• Build and update Region Business plan on a quarterly basis. Align strategies with region Matrix Team
• Analyze sales and activity reports on a weekly, monthly, and quarterly basis to direct region strategy
• Organize Regional Sales Team Meetings and support planning of National Sales Meetings
• Comply with company Travel & Entertainment policy.
  
  

II. Sales Execution

• Achieve 100% to plan of quarterly and annual sales targets
• Spends a minimum of 60% time in the field with Territory Managers in respective region. Supporting their professional development needs and to maintain and develop strong relationships and customer engagement
• Execute Quarterly OARs established in conjunction with Sr. Leadership that serve to direct sales team activities.
• Direct behavior through the effective use of written follow up communications in the form of Field Ride Coaching Reports (using CRM) and Performance Reviews, with a focus on developing the Challenger Sales Method and strong clinical selling skills
• Optimize team communication through the use of weekly conference calls and 1:1 meetings
• Communicates regularly with region Matrix Team to collaborate and focus selling activities on key accounts
• Participates and actively supports and or leads negotiations with GPO's, IDNs, Food service and Distributors working within the sales matrix
• Maintains knowledge of the industry and the competition; continually seeking information from physicians, suppliers, insurance carriers and others to challenge, modify and prioritize sales division strategies
• Responsible for providing continuous tools and education to team members to ensure up to date industry, competitor, and product knowledge
• Strong and proven track record of individual selling skills. Able to handle customer objections and achieve sales objectives to demonstrate effective selling to Territory Managers and support growth of the region
  
  

III. Recruiting and Team Development

• Recruit and hire individuals with core competencies and proven track record to meet the requirements of the Kate Farms Territory Manager role
• Actively support corporate/divisional selling initiatives by proactively assisting in the training and development of their team
• Routinely provides both written and verbal coaching to support Territory Manager development
  
  

IV. Attitude and Behavior

• Follows Code of Conduct standards
• Displays a consistent and positive attitude.
• Maintains corporate image at all times
• Exhibits desire to collaborate and works well with a team
• Takes responsibility for personal and professional development
  
  

We Are Looking For Someone Who

• Bachelor's Degree preferred
• Medical Device/Life Science background in short sales cycle industries where direct selling to professionals is required
• 6+ years of successful management experience with responsibility for recruiting, performance management, team development, and team building
• Must possess a current valid driver's license and a vehicle maintained in good working order
• Possess excellent verbal communication skills with a keen ability to listen, communicate (written and verbal), excellent grammar, and ability to follow-up effectively with all staffing levels and customers
• Must possess computer skills with a keen understanding of business software such as, MS Excel, PowerPoint, and Word documents and Kate Farms email and calendar
• Have the ability to respond to customers, vendors, and co-workers in a diplomatic and positive manner
• Ability to perform at high levels in a fast-paced ever-changing work environment
• Ability to anticipate work needs and follow through with minimum direction
• Dedicated to building high-performing teams while also supporting employees' career growth in individual ways
• Invites and uses the opinions and perspectives of others
• 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 the 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
• 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 the essential functions.

• This position will work in a home/office environment with regular trips to medical offices, clinics, and hospitals
• This position will require up to 50% overnight travel per month and flexibility for occasional weekend and evening events and travel
  
  

It is Kate Farms policy that any position that requires regular interaction with health care professionals, requires 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 reason 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: $129,251 Salary Maximum $177,962. 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.