Palmetto Infusion
  • 11-Dec-2018 to 09-Feb-2019 (EST)
  • Raleigh, NC, USA
  • Full Time

POSITION PURPOSE

The Account Executive position is responsible for achievement of net revenue and profit objectives for assigned territory and for general sales activity, sales communications, and marketing support in a specified territory for our Ambulatory Infusion division.  Provides service and sales support to targeted accounts by coordinating services, evaluating current business relationships and developing, presenting, managing and executing new business opportunities for these key accounts. The AE's customers include physicians, hospitals, skilled nursing facilities, nursing companies, and payors in the territory.  The AE participates in sales meetings, both at corporate and center level, with RVP/GM, in training programs as designated by RVP/GM and attends in-services to referral sources. The AE communicates with clinical, reimbursement, operational and management personnel as required supporting all areas as related to effective customer service and sales development.

 

QUALIFICATIONS/REQUIRED EDUCATION/TRAINING

Experience:       

  • A minimum of 2 years sales experience in the infusion services, or other related healthcare product/service industries, with a proven track record is preferred.

Education:          

  • 4 year college degree, preferably in business or healthcare related fields or equivalent work related experience.

Other Qualifications:      

  • Ability to sell a service, experience with customer service, and new business development is required.
  • Knowledge of infusion service procedures and reimbursement policies is preferred, but not required.
  • A record of satisfactory performance in all prior and current employment as evidenced by positive employment references from previous and current employers.
  • Must be able to assume a flexible work schedule. 

Interpersonal Skills:        

  • Must have excellent interpersonal skills in handling interactions with clinic staff, other agencies, groups, and patients and families.

Technology Skills:            

  • Competent in use of Company Email as means of communication, accessing the Company Website to view company policies and Electronic Medical Records.

Language Skills:

  • This position requires a knowledge of, and sensitivity to, cultural and language differences.

Mathematical Skills:       

  • Must have the ability to perform basic mathematical computations. Ability to apply concepts such as fractions, percentages, ratios and proportions to practical situations.

Reasoning Ability:           

  • There are a number of deadlines associated with this position. The employee must also multi-task and interact with a wider variety of people on various and, at times, complicated issues.

Physical Demands:         

  • The physical demands described here are representative of those that must be met by an employee to successfully perform the primary functions of this job. While performing the duties of this job, the employee may be required to frequently stand, walk, sit, bend, twist, talk and hear. There may be prolonged periods of sitting, keyboarding, reading, as well as driving or riding in transport vehicles. The employee must occasionally lift and/or move up to 50 pounds. Specific vision abilities required by this job include reading, distance, computer, and color vision. Talking and hearing are essential to communicate with patients, vendors and staff.

Other Skills:       

  • Must be able to work as a team member and develop productive and cooperative working relationships with all members of the health care team.

 

ESSENTIAL DUTIES, FUNCTIONS & RESPONSIBILITIES 

MAJOR RESPONSIBILITIES

  • Achieves total net revenue and profit (EBITDA) objectives for assigned territory with primary goal of bringing in new business to increase overall market share. Accounts included, but not limited to, hospitals, physicians, payors and home health agencies controlled by one or more competitors or those referral sources with minimal account penetration, and existing territory business.
  • Performs all phases of sales activities for assigned territory, including: analysis of client needs and opportunities; creating market development plans in concert with company goals/objectives; presentations of the company's services, pricing and negotiating agreements; and servicing of the account and follow-up as necessary.                                         
  • Participates in managed care strategic plan with RVP, GM and Director of Managed Care.
  • Works with RVP and GM to submit pricing to organizations within approved format.
  • Proficient at partner programs (i.e.: MS Outlook/Express, Word, and Excel)
  • Performs other duties, as assigned.

CUSTOMER SERVICE ORIENTATION

  • Participates/assists in training center staff in customer service issues as assigned by RVP/GM or other management designee.
  • Identifies and resolves customer service issues in territory in a timely manner.

PROSPECTING

  • Identifies and targets new customers/markets for evaluation by RVP/Sales, corporate personnel and key account members.
  • Participates in targeting, qualifying, prioritizing, and identifying new program and business opportunities for the company and reports to RVP and GM.

CONTRACTING

  • Demonstrates skill in negotiating contracts with assistance from Director of Managed Care, RVP and GM.
  • Initiates, develops, implements and manages contractual agreements and works with the RVP and GM.                
  • Maximizes utilization and executes contracts by calling on case management, utilization review, managed care organization executives, provider networks (hospitals, physicians.)                
  • Involves reimbursement and operations when negotiating and implementing contracts.
  • Involved with Request for Proposal according to formalized process, as needed.

TERRITORY MANAGEMENT

  • Assesses and reports competitive sales activities; assists in developing and implementing competitive strategies.
  • Qualifies revenue potential and payor mix in new and existing accounts.
  • Develops territory sales forecasts and submits to RVP/GM for approval.                                                
  • Makes a minimum of 10-20 quality sales calls per day with key decision makers, both old and new accounts; plans customer service and new business development activities on a weekly basis; obtains a minimum of 3-6 new accounts per quarter.
  • Maximizes field sales time by (a, b, c analysis) territory management in accounts.
  • Completes all expenses, mileage, time sheets and submits them to RVP in a timely fashion, staying within territory sales budget.

COMMUNICATION

  • Coordinates all team-selling efforts at the branch and corporate levels. Maintains a working relationship with other divisions within the company in order to utilize resources necessary to service the account while demonstrating ability to work as a team with all staff members.
  • Acts as a change agent to foster favorable core therapy admits growth month over month and year over year in both the acute and chronic service lines.                                                
  • Demonstrates skills and ability in effective professional written and verbal communications; utilizes appropriate organizational lines in relaying problems, concerns questions and ideas.
  • Participates in all scheduled sales conference calls, bi-monthly branch and center meetings.
  • Utilizes CORE Program Customer Satisfaction forms and shares patient satisfaction surveys with customers; handles client complaints in a fair and empathetic manner. Takes initiative to present ideas/suggestions to management utilizing proactive problem solving approach.                
  • Provides regular feedback to local and corporate management regarding sales activity and success in market development.
  • Participates in Performance Improvement Program, if necessary.

COMPLIANCE / WORK STANDARDS

  • Promotes the Company's culture by providing quality, comprehensive services to all customers through a team approach; representing the company within the regional and national healthcare community with professional decorum and respect for the patient care process.
  • Acts as a primary liaison between the account and the branch demonstrating the highest level of customer satisfaction both externally and internally.
  • Sets high goals/standards of performance for self and ensures work meets quality standards; demonstrates reliability and follow-through on all assigned tasks to meet appropriate duties, effectively and as expected, reflecting pride in his/her work.

PLANNING / ORGANIZATION

  • Develops and implements an effective territory organizational plan and an organized account profile on all key accounts in ACT.
  • Submits weekly reports, as well as revenue and referral spreadsheet monthly (due by the 20th) to RVP/GM in a timely manner.
  • Plans customer service and new business development activities on a weekly basis. Uses 10/20 strategic planning tool.

 

PERFORMANCE EXPECTATIONS

In performance of their respective tasks and duties all employees and contract employees of Palmetto Infusion are expected to conform to the following:

  • Adhere to all professional and ethical behavior standards of the healthcare industry.
  • Displays a neat, clean and professional appearance at all times.
  • Interact in an honest, trustworthy and dependable manner with patients, employees and vendors.
  • Possess cultural awareness and sensitivity.
  • Maintain a current insurable driver's license.
  • Maintains professional licensure, certification and health requirements as required for this position.
Full Job Description
Palmetto Infusion
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Palmetto Infusion is an equal opportunity employer.  We consider all applicants
for positions without regard to race, color, religion, sex, national origin,
citizenship, age, mental or physical disabilities, veteran/national guard status of any
similarly protected status. It is also the policy of the company to have the option of
conducting pre-employment screening before a job offer is made. If a job offer is made,
employment may be contingent upon the successful completion of a medical examination, which may
include providing body substance samples.

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