Chronic Account Manager

3 weeks ago

Phoenix, United States Owens & Minor Full time

Job Description

ABOUT THE COMPANY

Apria Healthcare’s mission is to improve the quality of life for our patients at home. We are looking for empathetic, thoughtful, and compassionate people to meet the needs of our patients. Already an industry leader in healthcare services, we provide home respiratory services and select medical equipment to help our patients sleep better, breathe better, heal faster, and thrive longer.


JOB SUMMARY

The Chronic Account Manager - NPWT is responsible for selling Negative Pressure Wound Therapy (NPWT) and related services in the assigned sales territory. This role works closely with branch staff to focus efforts on increasing sales. In addition, the Chronic Account Manager - NPWT will work with the Vice President of NPWT to develop and execute specific strategies to achieve sales, customer satisfaction, and profitability goals.


ESSENTIAL DUTIES AND RESPONSIBILITIES

  • Generates clinical demand, facilitates discharge of patients from Acute Care settings.
  • Conducts daily sales calls to high potential case managers, doctors, wound care centers and other sales targets in assigned accounts as determined by the Vice President NPWT.
  • Creates and maintains call plans to qualify new and maintain existing referrals to grow the business.
  • Enters call plan and outcomes into the CRM system.
  • Partners with the Vice President NPWT to develop and execute specific strategies and tactics to achieve sales quota, customer satisfaction and profitability goals.
  • Collaborates with case managers, payers, referral sources, home health agencies and Apria intake staff to facilitate discharges.
  • Obtains supportive documentation for clinical and financial patient care management and coordinates logistics of equipment for home delivery with patients and branch staff.
  • Provides patient/caregiver initial education and documentation around usage of equipment and/or supplies for wound care and other therapies.
  • Provides continuing education programs as needed to on-site hospital and payer case managers.
  • Communicates follow-up information to case managers after patient discharge.
  • Identifies and develops strategic relationships within the institution that will enhance patient care.
  • Liaise with other Sales Reps and equipment manufacturers.
  • Identifies opportunities for improvement in patient care.
  • Participates in the institution's quality assurance/performance improvement initiatives as requested.
  • Performs other duties as required.
  • Working 100% out in the field



SUPERVISORY RESPONSIBILITIES

  • N/A


MINIMUM REQUIRED QUALIFICATIONS


Education and/or Experience

  • Current licensure as a Registered Nurse or Licensed Vocational Nurse in appropriate state of practice with at least 1 year of related experience.

OR

  • College degree or previous relevant job experience required.
  • 3-5 Years of Experience in selling “service” or “commodity products” with demonstrated success.
  • External sales experience preferred.

SKILLS, KNOWLEDGE AND ABILITIES

  • Customer/Patient-Focused: Starts with the customer/patient and works backwards. Invests the time and energy to understand the customer/patients’ objectives, then ties all activities directly to the achievement of those objectives.
  • Action-Oriented: Thrives as a self-starter who proactively senses and responds to problems and opportunities and requires minimal supervision.
  • Collaborative: Loves teamwork. Colleagues love having them on their team. Works well across functions and groups.
  • An Effective Communicator: Writes and speaks clearly, concisely and with a spirit of partnership. Actively informs and inspires with messaging. Speaks plainly and is transparent with business colleagues.
  • Energetic & Passionate: Passion and energy for health and well-being is deeply founded in their desire to help others and to be a positive role model.
  • Relationship Builder: Excel in getting people involved and building a network of contacts that allow them to multiply their influence on the organization.

Certificates, Licenses, Registrations or Professional Designations

  • Must possess a valid and current driver’s license and auto insurance per Apria policy; may be required to drive personal vehicle.

Computer Skills

  • Intermediate skills in Access, Excel, PowerPoint, MS Project, Visio, Word


Language Skills

  • English (reading, writing, verbal)



Mathematical Skills

  • Intermediate level mathematical proficiency, with a strong ability to understand, interpret and develop spreadsheet data.


PHYSICAL DEMANDS

While performing the duties of this job, the employee uses his/her hands to finger, handle or feel objects, tools or controls; reach with hands and arms; stoop, kneel, or crouch; talk or hear. The employee uses computer and telephone equipment. Specific vision requirements of this job include close vision and distance vision. Must be able to travel by plane and automobile (if applicable).


WORK ENVIRONMENT

While performing the duties of this job, the employee rarely is exposed to fumes or airborne particles, toxic or caustic chemicals. The noise level in the work environment is usually low to moderate.


The physical demands and work environment characteristics described above are representative of those an employee encounters while performing the essential functions of this job. Reasonable accommodations may be made to enable individuals with disabilities to perform the essential functions.


OTHER INFORMATION

The essential duties and responsibilities, physical requirements, and work environment described above are representative of those typically required for this position but may vary depending on staffing and business needs at specific locations. The inclusion or omission of a specific duty or physical requirement is, therefore, not determinative of whether that function is essential to a specific individual’s position. Reasonable accommodation will be provided to assist or enable qualified individuals with disabilities to perform essential functions.

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