Territory Manager overseeing sales strategies and customer management for Kate Farms' medical nutrition solutions. Engaging with healthcare partners to drive product demand and achieve sales targets.
About the role
- Strategic Account Manager managing relationships with large fresh produce clients in the agricultural supply chain. Collaborating with operators to drive long-term customer success and operational efficiency.
Responsibilities
- Manage and grow a portfolio of high-volume growers, packers, and shippers
- Build trusted relationships by understanding crop cycles, labor models, multi-site operations, and compliance requirements
- Serve as a strategic partner supporting day-to-day operations and long-term labor and cost-efficiency goals
- Lead renewal strategies and ensure strong customer satisfaction and KPI attainment
- Translate operational challenges—labor efficiency, QC accuracy, pack/ship workflows, field costing—into actionable technical solutions
- Partner with Customer Success to ensure consistent onboarding and adoption across field, packing, and logistics teams
- Identify opportunities to expand into additional modules (payroll, reporting, equipment tracking, field costing)
- Participate in cross-functional upselling with Customer Success, Product, and Sales
- Provide value-driven recommendations and support business reviews tied to forecasting, labor trends, and cost improvements
- Apply knowledge of produce seasonality, labor trends, compliance, and quality standards
- Communicate field insights to Product and Leadership to influence roadmap and GTM strategies
- Support creation of customer success stories that highlight labor-cost reduction, productivity gains, and operational visibility
- Collaborate with Customer Success, Support, Product, and Engineering to align on customer workflows and needs
- Maintain accurate CRM documentation (HubSpot) including workflows, site structures, and expansion opportunities
Requirements
- 5+ years in account management, customer success, operations support, or B2B software within agriculture, produce, or labor-heavy environments
- Strong familiarity with produce operations: cultivation, harvesting, packing, QC, logistics, forecasting, and compliance
- Experience supporting multi-site or regionally dispersed operations such as farms, packing houses, or distribution centers
- Ability to translate complex business and operational issues into scalable technical solutions with measurable outcomes
- Experience with cross-functional upselling of systems and modules
- Strong analytical skills for interpreting operational data, labor metrics, productivity trends, and cost drivers
- Skilled at diagnosing workflow bottlenecks and collaborating across teams to improve efficiency
- Excellent relationship-building and communication skills with operators, supervisors, and executives
- CRM proficiency (HubSpot preferred)
- Ability to travel regionally (35–55%)
Benefits
- Medical, dental, and vision insurance
- 401(k)
- Paid time off and holidays
- Remote work flexibility within required regions
- Travel reimbursement
- Professional development opportunities
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