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 fullyfocused 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 National Account Manager –Sales Distribution (3PLs) is responsible for the development and execution of distributor account plans and day-to-day management of national distribution partners as support to sales goals for Kate Farms.
Kate Farms is carried by all major distributors. This role will have the opportunity to work nationally with distributors in medical-surgical (med-surg), pharmaceutical (pharma), and food service supply chains. Kate Farms is growing in hospitals and Integrated Delivery Networks (IDNs) as adoption of plant-based nutrition grows in the healthcare market and by being part of Group Purchasing Organizations (GPOs). Understanding how enteral nutrition is delivered into the various methods within the hospital channel and helping to grow Kate Farms will be key to this position.
This role is vital to optimizing the availability and supply of Kate Farms through distribution to IDNs through our distribution partnerships, reaching clinicians, and patients across the continuum of care from the hospital to home.
The National Account Manager will collaborate with all areas of Kate Farms, including: Sales, Finance, Marketing, Medical Affairs, Market Access, Training, and Shared Services. The individual in this role will need to be intimately familiar with account management, sales distribution (3PLs) for hospitals, GPOs and IDNs, and pricing into the healthcare market when using distribution. Also, adaptable to working in a dynamic fast-paced environment, self-motivated and highly organized in prioritizing and managing efforts with limited resources and constraints, while proactively gathering information, identifying and engaging stakeholders, and developing account plans with major distribution partners to support the achievement of sales goals for Kate Farms.
Essential Job Duties And Responsibilities
The National Account Manager – Sales Distribution collaborates with regional and territory sales team members among others in Kate Farms and owns the national account management and stakeholder relationships to distribution partners for med-surg, pharma, and food service distribution to hospitals.
Top priorities for the National Account Manager – Sales Distribution are outlined below:
- Optimize the positioning of Kate Farms in the nutrition category with distributors, including available supply to their network of DCs, existing and new SKUs available for customers, online catalog content and support to product information, extensions, adds, and updates.
- Enhance product availability, demand estimates with par levels, and managed inventory on-hand to fulfill orders through sales distribution.
- Collaborate with regional and territory sales teams in Kate Farms to develop and execute sales distribution and IDN account plans, as support to achieving sales goals.
- Develop and implement strategic programs with distribution partners, including quarterly business reviews, incentives and awards programs tied to sales goals for Kate Farms.
Additional Responsibilities
- Approximately 25% travel, including overnight stays to manage sales distribution operations and stakeholder relationships throughout the U.S., including attending trade-shows and distributor sales meetings to achieve assigned company objectives.
- Develop relationships with the local, regional, and national stakeholders within sales distribution and 3PLs.
- Insure relationships between 3PL accounts and the Kate Farms sales organization are successful, collaborative, and mutually beneficial with the goal to create opportunities for increased patient impact.
- Support Kate Farms Sales, Marketing, Clinical, and Market Access Teams with subject matter expertise and field specific feedback in the development and implementation of commercial activities.
- Work with the Kate Farms Sales Operations team to improve processes and reporting relating to sales distribution and 3PLs, including reporting from tracings data and forecasting.
- Support corporate sales training needs for sales distribution and 3PLs including the Kate Farms product line, competitive advantage, and customer profiles.
- Monitor and report revenue and volume trending, utilization of goods, to improve overall company financials. Identify trends and redefine strategies.
- Ability to create strategic account plans with assigned relationships and aligned to customer profile and product.
- Collaborate with cross-functional teams to create resources, programs, and synergies with national partners to drive sales (Ex. Promotions or incentives for product launch or specific products).
- Qualify and pursue opportunities for new national accounts through sales distributors and 3PLs including value-based programs.
- Follow Kate Farms employee policies, procedures, and guidelines.
Minimum Job Requirements
- Bachelor’s degree or equivalent experience in Supply Chain, Business, Sales, or Marketing.
- 5 years of recent sales or equivalent related work experience.
- Experience in managing distributor relationships a plus.
- Must have ability to quickly learn functionality of proprietary software and syndicated data used to manage our business.
- Must be outgoing, positive, 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 cell phone.
- Must possess a vehicle.
- Must have a current valid driver’s license and current auto insurance documentation.
- Proactive attitude, initiative, and drive.
- Superior negotiating and influencing skills.
- Possesses 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.
- Strong understanding of Microsoft suite – Excel, PowerPoint, and Word as well as Outlook calendar.
- Ability to respond to customers, vendors, and coworkers in a diplomatic and positive manner.
- Excellent organizational skills – be able to handle pressure skillfully.
- Ability to multi-task, prioritize, and work efficiently.
- Demonstrates good common sense and sound judgement.
- 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. Ability to anticipate work needs and follow through with minimum direction.
- Be flexible and embrace change with a growing and evolving company.
- Must be able to safely lift, carry, and move at least 12 lbs.
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, and any position that requires presence in our office or travel, 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: $ 100,000 Salary Maximum $125,000. 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.