Territory Manager (Richmond, VA)

Kate Farms Territory Manager

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

The Kate Farms Territory Manager plans, develops, and manages the execution of commercial initiatives to attain or exceed sales targets established by the management team.

Candidate must live in or around Richmond, or Charlottesville, VA.

What You Will Do

Main responsibilities, but are not limited to :

• Achieve 100% of monthly, quarterly, annual sales plan.
• Uses effective time management skills to visit customers and / or potential customers of Kate Farms in the assigned territory on a regular and planned basis.
• Develop an in-depth knowledge of Kate Farms products and services.
• Manage existing customers and acquire new customers in the assigned territory including but not limited to : Hospital & Outpatient / Specialty Clinics, Home Care, Manufacturing Partners, Distribution Partners.
• Plan and develop the market for our existing and new products in accordance with company goals and objectives; optimize available selling tools (marketing collateral, product brochure, trunk stock, demo product, iPad videos, etc.).
• Drive demand for Kate Farms products by : Attaining Hospital Formulary approvals, Gaining exposure to Health Care Providers and driving brand preference and loyalty, Driving Prescriptions, and Discharge Orders (written for Kate Farms), Community Awareness (events), Partnership Development (Distribution, manufacturing, home care), Service sampling, one-by-one strategy.
• Ongoing technical training and support to customers (In-Services).
• Competent contact person for hospital management, purchasing department and hospital staff.
• Attend team sales meetings, training meetings, conferences and exhibitions as required.
• Analyze and report to your manager and / or others (weekly & monthly) the market and business feedback by using all available support tools (email, iPad, company laptop).
• Represent Kate Farms values and integrity.

Business Tools (Company provides)

We Are Looking For Someone Who

Bachelor's Degree or equivalent in Business, Sales, or Marketing.

A minimum of 5 years of recent sales, or equivalent related work experience.

Registered Dietitian preferred.

Possess a proactive attitude, initiative, and drive.

Must possess computer skills with a keen understanding of business software such as, MS Excel, PowerPoint, and Word documents, email, and calendar.

Possess excellent organizational skills with the ability to multi-task, prioritize, and work efficiently.

Ability to demonstrate good common sense and sound judgment.

Flexibility to adapt to all situations and work varied hours; possibly work weekends or evenings on occasion.

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.

Keen ability to listen and follow-up effectively and diplomatically with all staffing levels and customers.

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

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 50% travel with overnights throughout the assigned territory geography.

Compensation for this role is in the form of base salary plus a variable component that together comprise the On-Target-Earnings (OTE). Some positions may include additional compensation in the form of equity.

$67,000 - $110,882 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.

It is Kate Farms policy that any position that requires regular interaction with healthcare professionals require 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 reasons protected by applicable federal, state, and local law.