Regional Sales Manager, Hospital (Pacific Northwest)
Kate Farms, United States
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, 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 amp; 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.
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 wor