Account Executive Hospice Sales Specialist

1 month ago

Greenville, South Carolina, United States PruittHealth Full time
Job Purpose:

A sales professional is required to develop early and appropriate referrals by creating and sustaining business partnerships with referral sources.

Key Responsibilities:
  • Apply the principles of the sales process in a healthcare environment.
  • Manage a territory, conduct sales calls and presentations, and generate referrals by building long-term business relationships.
  • Develop a clinical knowledge base to support sales activities.
  • Effectively communicate verbally and in writing with different disciplines in the healthcare field.
  • Reliable and appropriate transportation is required.
  • Identify and develop new referral sources.
  • Develop, implement, and evaluate quarterly and annual territory plans, strategies, and actions to achieve negotiated goals.
  • Develop business relationships by making effective sales contacts and presentations.
  • Maintain professional and clinical competence.
  • Build relationships with the United Home Care staff teams to ensure the establishment of effective communication with referral sources and the staff teams.
  • Perform other duties as required by the supervisor.
  • Analyze territory, establish sales goals, and write a sales plan.
  • Identify territory assumptions that may influence the achievement of sales goals.
  • Identify key referring physicians.
  • Identify key referring personnel in hospitals, nursing homes, and managed care operations.
  • Identify existing relationships with competitive Home Care organizations, hospitals, nursing homes, and physicians.
  • Determine vulnerabilities of competitive relationships and set targets.
  • Identify case management, HMO, PPO, insurance companies, and other payer referral sources.
  • Obtain input from the Administrator and staff team regarding plan development and implementation.
  • Develop specialty markets and a plan of action.
  • Communicate the written plan to the Executive Director of Sales and Community Relations Development Coordinator.
  • Monitor, evaluate, and adjust the plan as needed.
  • Evaluate performance against the plan.
  • Complete and submit activity reports as requested by the Community Relations Development Coordinator.
  • Develop a plan for account management with input from staff teams.
  • Establish objectives for each call and evaluate results.
  • Implement strategies and actions that include effective sales calls, presentations, and the use of collateral materials.
  • Coordinate efforts with the Administrator.
  • Support and participate in promotional activities.
  • Personally contact old and new referral sources.
  • Plan daily activities to effectively and efficiently manage time and maximize productivity.
  • Complete call reports.
  • Involve management when necessary.
  • Document and report complaints and service-related issues.
  • Read clinical journals. Read sales and professional journals. Read internal information, policies, publications, bulletins, etc.
  • Attend relevant meetings and events in the community and the United Home Care Office.
  • Join and participate in appropriate organizations and associations.
  • Assess training needs with the Community Relations Development Coordinator and develop a written plan to enhance knowledge and skills.
  • Implement, modify, and evaluate the written plan for self-development.
Qualifications:
  • Bachelor's degree, preferred.
  • Five (5) years of experience in Healthcare Sales/Marketing or any equivalent combination of experience and training that provides the required knowledge, skills, and abilities.
  • Attend meetings and events in the community and the United Home Care Office.
  • Join and participate in appropriate organizations and associations.
  • Assess training needs with the Community Relations Development Coordinator and develop a written plan to enhance knowledge and skills.
  • Implement, modify, and evaluate the written plan for self-development.
Knowledge, Skills, Abilities:
  • Participate in center/agency surveys (Licensure/JCAHO) and any subsequently required reports.
  • Attend and participate in continuing educational programs to keep abreast of changes in your field as well as to maintain current license/certification, as required.
  • Attend and participate in mandatory inservices.
  • Honor patients/residents' rights to fair and equitable treatment, self-determination, individuality, privacy, property, and civil rights, including the right to wage complaints.
  • Comply with corporate compliance program.
  • Report job-related functions/tasks that involve occupational hazards, including exposure to blood and body fluids, and others as necessary.
  • Follow established safety regulations, to include fire protection and prevention, smoking regulations, infection control, etc.
  • Follow established safety procedures when performing tasks and/or working with equipment.
  • Perform other related duties as necessary and as directed by the supervisor.

PruittHealth is committed to loving, giving, and caring. We are eager to connect with you. As an Equal Employment Opportunity employer, all qualified applicants will receive consideration without regard to race, color, religion, sex, national origin, disability, or veteran status.

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