Account Executive FT St Augustine

Company: Concierge Home Care
Location: Saint Augustine
Posted on: May 15, 2022

Job Description:

Job Description Position: 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, Jacksonville , Account Executive FT St Augustine, Other , Saint Augustine, Florida