Area Sales Manager - Home Health

Description

JOB GOAL

To develop business partnerships generating home health referral growth by making effective sales contacts, calls, and presentations. Serves as the agency staff representative with physicians, facilities, discharge planners, and community agencies. Responsible for the overall development and referral growth of assigned territory as well as within AE team. 

Essential Functions: Reasonable accommodations may be made to enable individuals with disabilities to perform the essential functions.

• Responsible for the overall development and referral growth of assigned territory, including facilities, physicians, home care providers, and community agencies. 
• Develops, implements, and evaluates quarterly and annual territory plans to achieve growth goals and to implement agreed upon strategies and actions. 
• Develops business relationships with providers by making effective sales calls and presentations to targeted referral sources. 
• Maintains professional and clinical knowledge of provider services. Acts as liaison between referral partners and agency to communicate information about new products, programs, and service delivery. 
• Meets with patients and families to discuss home care services, individual needs/concerns, and manage expectations, as needed. 
• Takes the initiative in building relationships within the Intake department and with the appropriate patient care resources staff to assure the establishment of effective communication with referral sources and internal stakeholders. 
• Updates and maintains customer and competitor profiles, logs daily call activity, and documents plans for follow up activities with referral sources. 
• Serves as agency staff liaison with physicians, facility nurses, social workers, discharge planners and community agencies; works with various community agencies to facilitate the delivery of appropriate services for potential patients. 
• As requested by the Director of Business Development, participates in marketing efforts for the purpose of educating the healthcare community about home health programs, including physician calls, lunch and learns, health fairs, speaker’s bureau, and CEU programs for healthcare providers. 
• Prepares monthly tracking reports on referral sources and keeps agency informed of key marketplace changes relating to providers and competitors. 
• Understands that teamwork is a crucial part of our business, and is able to work well with colleagues, no matter the circumstances. Using individual skills, cooperates with others, and accepts and provides constructive feedback despite any personal conflicts between individuals involved. 
• Utilizes current Agency and/or department specific software to complete assignments.
• Provides mentorship to Account Executive team members to foster agency level growth.
• Assists manager in determining Account Executive portfolio and call routes for team
• Any other Job duties assigned that promote growth through sales initiatives.  

The above statements are only meant to be a representative summary of the major 

duties and responsibilities performed by incumbents of this job. The incumbents may be requested to perform job-related tasks other than those stated in this description. 

Supervises: Account Executives 

Requirements

ADDITIONAL DESIRABLE QUALIFICATIONS

• Must be proficient in the use of Microsoft programs for internal and external communications, presentations, database tracking/reporting, and spreadsheet applications. 
• Proficiency using a CRM solution is preferred. 
• Must have excellent oral communication skills. 
• Is self-directed and possesses the ability to work with little supervision. 

MINIMUM QUALIFICATIONS

• Bachelor’s degree in marketing or related field or equivalent professional experience; and 
• Minimum of two (2) years of experience in home care sales or a related industry with a proven record of achieving incremental growth in direct sales. 
• Success as an Account Executive with Lifecare HH company. Success defined by meeting or exceeding goals set by management. 

Environmental/Working Conditions

• No or very limited physical effort required. 
• No or very limited exposure to physical risk. 
• Work is normally performed in a typical interior/office work environment. 
• Reliable transportation and auto liability insurance. 
• Computer and basic office equipment.