Account Executive Port Orange
Company: Concierge Home Care
Location: Port Orange
Posted on: May 16, 2022
Job Description:
Job DescriptionPosition: Account Executive (EXEMPT) Operating
Company: Concierge Home CareDepartment: Sales Reports to: Regional
Vice President of SalesJob Description The Account Executive is
responsible for compliantly achieving sales quota, including market
share, market share growth, and other business objectives within
the assigned Territory. The incumbent uses discretion and judgment
to execute a compliant, tailored strategy specific to customers,
their medical practices and staff, practitioners, clinics,
Hospitals, LTAC an SNF within the assigned geography. The
individual incorporates local market business drivers to monitor
and adjust strategies to capitalize on emerging policy adjustments,
the local political landscape, and relevant Territory information
that affects customer stakeholders. The Account Executive applies a
range of consultative selling skills and applies superior clinical
fluency to drive business results, build support for the Company
portfolio of services. The Account Executive executes brand
marketing strategies at the local level and appropriately applies
Company resources to enhance business results. The individual
collaborates across Company teams and business partners to maximize
efforts and enhance business outcomes. The Account Executive is
accountable to identify and cultivate relationships with key
professionals at the local level who can influence decision making
within healthcare provider systems and professional networks to
drive business development. The individual implements brand
marketing strategies and tactics at the local level, executes
managed care pull‐through and push‐through strategies, and
compliantly leverages Company resources to enhance business
results.Key Functions Selling & Customer Development Activities –
Conducts daily calls with a variety of key stakeholders across the
customer segment to establish long‐term relationships and achieve
sales quotas and other key metrics, resulting in increased support
for Company services.
- Establishes local market business plans that drive results.
Sets priorities and focuses efforts in alignment with business
needs and account objectives. Adjusts plans based on market
changes, evolving customer needs, and to maintain alignment with
Company, brand, and business unit objectives.
- Applies reimbursement, formulary, and managed care knowledge to
increase access to the company's services.
- Serves as a resource to practitioners in navigating related
complexities.
- Develops thought leaders to enhance selling efforts of services
within the company portfolio.
- Leverages consultative selling skills, including targeted
probing, active listening, and partnering with diverse staff
members to understand Account Executives' treatment philosophies,
business objectives, and to gain support for relevant services
utilization and Company/brand loyalty across the Territory.
- Serves as a positive change agent during times of transition
including marketplace shifts and services launches.
- Serves as the company's direct line to customers and serves as
an expert resource regarding services and treatment protocols, and
marketplace impact for local customers, colleagues, and
practitioners.
- Modifies strategy and shifts resources based on assessment of
emerging competitive services, strategies, protocols, and
healthcare provider conditions within their local market.
Prioritizes time and resources against highest potential
opportunities to maximize outcomes. Proactively addresses
competitive threats and emerging opportunities to continue to
deliver goals, despite market shifts.
- Effectively uses approved sales and marketing aids to support
customer calls. Positions and adapts the message to meet each
stakeholder's decision-making style and prescribing habits.
- Continuously strives to enhance results orientation and takes
ownership for professional development.
- Follows through on coaching feedback and completes assigned
developmental activities to enhance skills, build knowledge, and
support career goals. Key Functions - continuedTerritory Management
& Partnering – Develops and implements an efficient local market
business plan to maximize opportunities and increase sales results
and long‐term outcomes. Effectively collaborates with internal and
external partners to meet account objectives and deliver sales
goals.
- Develops a local market plan to maximize time and access to key
opinion leaders and stakeholders within the geographic area.
Institutes a total account management approach to maximize sales
growth and services. Consistently executes push‐through and
pull‐through activities to maximize business results.
- Develops two‐way lines of communication between internal and
external partners and customers. Facilitates win‐win resolutions
through collaborative efforts.
- Partners internally and externally to understand local
conditions; adjusts plans to execute a cohesive sales effort across
the geography.
- Serves as an information conduit, communicating openly with
peers, management, and internal/external partners to enhance Region
business results. Conveys information and data regarding
competitive conditions, marketplace, and practitioner trends across
the local market.
- Holds decision makers accountable for their commitments while
striving to enhance relationships.
- Leverages collaboration and partnerships to create a
competitive advantage. Builds multiple points of contact within
each customer account to maximize decision maker access.
- Organizes and completes administrative responsibilities
efficiently, including healthcare compliance, expense reports, call
reporting, and other assignments. Ensures all requests and
assignments meet Company requirements and are submitted by
established deadlines.
- Maximizes resources utilization to ensure successful return on
investment. Technical and Clinical Expertise ‐ Develops and applies
business analytics, marketplace, disease state, competitor and
clinical expertise to position Company favorably within the
Territory and to maximize sales results.
- Leverages understanding of the healthcare landscape,
clinical/therapeutic, managed care, and customer to establish a
business strategy that addresses both customer and Territory
business goals.
- Maintains superior clinical fluency in relevant disease states.
Engages practitioners and other stakeholders in meaningful dialogue
to differentiate the company's services.
- Demonstrates a comprehensive knowledge of clinical and
therapeutic practices, using case studies and approved aids within
compliance guidelines; adjusts use of aids to align to
customer‐specific requirements.
- Provides accurate and timely answers to questions posed, and
solutions to challenges faced. Leverages business partners for
information and resources as necessary and when appropriate.
- Influences practitioners' perspectives by demonstrating a
comprehensive specialized knowledge of relevant clinical and
therapeutic practices, using approved documentation and tools
within compliance guidelines. Ensures customers are continually
educated and advised on the use of services.
- Utilizes technology to analyze sales results, track results of
activities, and drive business plan revisions.
- Updates customer account documentation to serve as a ready
resource when planning pre/post call activity.
- Applies a full understanding of healthcare compliance and
regulatory guidelines when devising and executing action
plans.
- Anticipates customer and marketplace trends and shifts.
Leverages clinical, technical, industry, and market knowledge to
refine strategies appropriately.
- Understands reimbursement, formulary, and managed care
protocols within the local market. Assists customers in navigating
through these processes to gain access to the company's services.
Minimum QualificationsBackground & Education
- Bachelor's degree preferred but not required.
- Two years direct selling experience in the healthcare industry
(pharmaceutical, biotech, medical device, other), business to
business or territory-based sales responsibilities. Prior
experience in health care related sales is preferred but not
required.
- Valid driver's license is required.
- Reside within in close proximity to current geography is
required.
- Demonstrated and documented success in delivering sales results
and achieving targets is encouraged but not required. External &
Internal Interactions:As required, completes customer calls to meet
with account stakeholders and healthcare professionals for
sellingand relationship building activity, including key
stakeholders that impact the choices of Home Health such as
Practitioners, Business Administrators, and Case Management. Sets
appointments, presents technical information in group presentations
and one‐on‐one interactions. Communicates, no less than weekly,
with supervisor to discuss business plan implementation, issues,
and trends. Meets regularly with supervisor in the field for
coaching, advice, and counsel in setting, modifying, and monitoring
progress to goals. As outlined in business plan, coordinates
efforts with other team members who sell within the Territory.
Regularly organizes key opinion leader events within the Territory
to foster support for Company services, and attends local and State
association and society functions. Business Results & Context
- Achievement of local market objectives within assigned
geography
- Collaborating and coordinating activities with stakeholders who
have accountabilities within overlapping accounts to maximize
business outcomes and ensure continuity for the customer
- HCC and Company guidelines compliance A full‐time, field sales,
exempt position. Must have valid driver's license in State of
residence. Must be willing and able to travel overnight locally,
regionally, and nationally up to 50%. Estimated time to become
fully functional is three months. Reports to Region Sales Director.
Traits & CompetenciesThe following traits and competencies define
the behaviors associated with success in this role. Integrity Based
Interactions Collaboration & TeamingStrategic Thinking Sense of
UrgencyBig Picture Orientation with Attention toDetail Prudent
Risk‐TakingOrganization & Talent Development Self‐Awareness and
AdaptabilityIntellectual Curiosity Results and Performance Driven
Traits & Competencies - continuedAbility to Adapt and Prioritize –
Demonstrates the ability to plan, adapt, and prioritize for results
with a complex changing environment at both individual and team
levels. Customer Management – Develops and executes strategies that
result in sustained commitment of healthcare providers, systems,
and institutions. Works to position the company as the provider of
choice. Accountable for Results – Demonstrates personal
accountability to achieve goals and objectives while demonstrating
healthcare compliance to deliver positive results. Business
Partnering – Develops and maintains professional relationships to
gain alignment and generate results for business initiatives. oWork
Environments & Physical Demands of the Job Fast‐paced, highly
volatile environment in which the ability to independently schedule
and carry out assigned functions in a multi‐layered organization
and field‐based structure is required. Must make decisions quickly,
manage multiple priorities, and perform high volumes of calls and
activity to deliver stated goals. Ability to manage disruption to
routines, to follow multi‐step directions, and complete electronic
and manual tasking required. Near and far visual acuity required to
operate computer and electronic devices, telephone systems, and
drive a vehicle. Significant travel required, across the Territory
and beyond, including overnight travel, to attend required meetings
and training sessions. Ability to lift up to 50 lbs. periodically,
sit at a desk for up to 2 hours, climb stairs, walk quickly from
place to place between business interactions, and travel by car or
airplane independently is needed to perform accountabilities. Often
requires work beyond normal business hours and periodic weekend
work.
Keywords: Concierge Home Care, Port Orange , Account Executive Port Orange, Other , Port Orange, Florida
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