Overview
Job Summary: Responsible for ensuring achievement of net revenue and profit (EBITDA) objectives for assigned territory. 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.
Scope of Responsibilities: Client acquisition and client retention. Prospect; meet with; present to; and acquire new business. Serve as the primary business contact for the client and maintain a high level of client satisfaction. Is expected to consistently provide excellent customer service to accounts, as well as represent client needs and goals within the organization to ensure quality.
Responsibilities
Job Duties:
- Exercises total net revenue and profit (EBITA) objectives for assigned territory with the primary goal of bringing in new business to increase overall market share. Accounts include, but are not limited to, hospitals, physicians and home health agencies controlled by one or more competitors or those referral sources with minimal account penetration.
- Acts as a primary liaison between the account and the branch and demonstrates the highest level of customer satisfaction for internal and external customers.
- Performs all phases of sales activities for assigned territory, including analysis of client needs and sales opportunities, presentations of AristaCare’s services, pricing and negotiating of the partnership agreements and servicing of the account and follow-up as necessary.
- Coordinates all team-selling efforts at the branch and corporate levels. Maintains a working relationship with other AristaCare divisions in order to utilize whatever resources are necessary to service the account.
- Identifies and targets new models for evaluation by Regional Vice President, Sales or Vice President, Infusion Sales, corporate personnel and key account members. Develops, implements and manages business opportunity contractual agreements.
- Acts as a change agent to foster favorable core therapy admits growth month over month and year over year.
- Participates in all scheduled sales conference calls and bi-monthly branch meetings.
- Requires driving on a regular basis.
- Performs other duties as assigned.
- Serves as Process Owner as assigned.
- Responsible for completing all mandatory and regulatory training programs
Qualifications
Educational Requirements:
- Knowledge equivalent to that which would normally be acquired by completing a four-year college degree program in Marketing/Business Administration.
Experience:
- Three to five years of measured success and progressively more responsible or expansive sales experience preferable in the healthcare industry.
Credential/Licensure Required:
- Valid driver's license and appropriate automobile insurance coverage per AristaCare’s policy.
Special Conditions of Employment:
- Drug test
- Initial and continuous exclusion and sanction/disciplinary monitoring
- Any and all additional eligibility requirements based on the specific position
Required Training:
- HIPAA Privacy Course
- HIPAA Security Course
Job Skill Requirements:
- Ability to read, analyze, and interpret general business periodicals, professional journals, technical procedures, or governmental regulations. Ability to write reports and business correspondence.
- Ability to effectively and persuasively present information and respond to questions from groups of case managers, physicians, nurses, customers, and the general public. Must possess high level communication, negotiation and organizational skills.
- Ability to add, subtract, multiply, divide in all units of measure, using whole numbers, common fractions and decimals. Ability to compute rate, ratio and percent and to draw and interpret bar graphs.
- Ability to apply commonsense understanding to carry out instructions furnished in written, oral or diagram form. Ability to deal with problems involving several concrete variables in standardized situations.
- Customer service skills, medical background, working knowledge of insurance rules and regulations, accounting and operational skills. Excellent leadership and interpersonal skills. Basic computer aptitude required with the ability to easily access and search Internet.
Management Skills Required:
- Customer Service: Must provide timely and accurate responses to all business associates and customers
- Planning: Must develop effective plans, objectives and goals that achieve desired results in a timely manner
- Organization: Must organize work in a systematic way, establish clear lines of responsibility, and delegate effectively
- Communication: Must write and speak clearly and effectively at all levels, listen and be attentive to others
- Decision Making: Analyze data and make and/or implement effective decisions in a timely manner
- Technology: Must use technology to its fullest potential to achieve department and corporate goals
Leadership Skills Required:
- Leadership: Gains acceptance of ideas and accomplishes goals through subordinates, peers and teams
- Personnel Development: Selects, trains, coaches and develops associates and teams for peak performance
- Teamwork: Must strengthen team performance by sharing information, establishing guidelines and celebrating success
- Empowerment: Demonstrates positive and active ownership of one’s responsibilities and fosters the same in others
- Employee Relations: Provides and solicits constructive feedback, evaluates performance and takes corrective action
Behavioral Traits:
- Intuitive/Open minded: Must be able to see opportunities, develop and implement creative solutions to complex problems
- Achievement Drive/Commitment: Driven to achieve goals, objectives and results. Fosters a culture of continuous improvement
- Positive/Supportive: Inspires and shows faith in others, builds a positive and supportive work environment
- Flexibility: Ability to adapt to changing business needs. To balance multiple priorities and deliver under pressure
