Director of Sales - Northwest Region

Director of Sales - Northwest Region
Kate Farms, United States

Experience
1 Year
Salary
0 - 0
Job Type
Job Shift
Job Category
Traveling
No
Career Level
Telecommute
No
Qualification
As mentioned in job details
Total Vacancies
1 Job
Posted on
May 20, 2023
Last Date
Jun 20, 2023
Location(s)

Job Description

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 Northern California, or Pacific NW.

ESSENTIAL JOB DUTIES AND RESPONSIBILITIES

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.

Responsibilities Continued:

I. Planning

  • Develop and manage strategies and tactics to achieve quarterly and annual revenue targets.
  • Build and update Region Business plan on a quarterly basis. Align strategies with region Matrix Team.
  • Demonstrate effective prioritization to support region and work with all direct reports regularly.
  • 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 amp; 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.
  • 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.
  • Strong and proven track record of individual selling skills. Able to handle customer objections and achieve sales objectives to demonstrate effective selling to Territory Mana

Job Specification

Job Rewards and Benefits

Kate Farms

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