What are the responsibilities and job description for the Account Executive position at Akeso Occupational Health?
Description
Daily outside sales activities focused on prospecting and capturing new accounts. Sell all service lines to prospects including ancillary services such as onsite clinics, telemedicine, and wellness. Cover a large geographical territory encompassing multiple Akeso centers.
Essential Duties and Responsibilities
• Meet quota.
• Close new accounts to generate First Visits to achieve Same Store Growth in assigned centers.
• Document all activities including updated client info, calls, meetings, and tours in CRM.
• Develop & maintain a sales plan
• Hold all appointments scheduled by Inside Sales Representative (ISR) with follow up to conclude sale.
• Generate leads to close new accounts from sources other than those generated by the ISR.
• Maintain & actively work a prospect list that is recorded in CRM.
• Produce a pipeline report monthly.
• Maintain a high level of visibility for Akeso by networking: Chamber of Commerce, business associations, community organizations, municipalities, etc.
• Establish relationships with renewable leads resources such as TPAs, insurance brokers, safety consultants, HR consultants, etc.
• Assist with hosting events designed to increase networking efforts, clinic visibility, and Akeso's reputation as THE expert in occupational medicine - i.e. Lunch & Learns, employer seminars, Chamber of Commerce mixers, etc.
• Respond to RFP requests for new business.
• Ensure smooth transition of client hand-off to Account Specialists and CMT.
• Conduct center tours and give presentations of Akeso services
• Cooperate and enhance efforts in network-wide account activities.
• Forward problems or client complaints immediately to the appropriate individual, Center Manager, Managing Physician, and/or other leadership for action.
• Maintain knowledge of all company programs, services, and resources available to clients.
• Understand and monitor sales productivity as it relates to goals set out by Sales Leader
• Assist with special projects as directed by Sales Leader
• Communicate professionally and cooperate with all Sales Management and support staff.
• Willingness to take on added responsibilities and projects as requested by upper management
• Attend continuing education seminars and meetings as required
• Perform related work as required
Requirements
• Must be proficient in Microsoft Office applications including Word, Excel, PowerPoint, and Outlook.
• Must be experienced with utilizing CRM programs.
• Prefer knowledge of all areas of our business including: Medical Center Services, Insurance Services, Preferred Provider Panels, Third-Party-Administrators/Brokers, Workers' Compensation Laws & Regulations, OSHA Requirements, NIDA/Non-NIDA Drug Testing Regulations, Safety Services & Programs.
• Knowledge of effective and professional sales techniques.
• Presents a professional image including professional attire.
• Must have excellent telephone manners and etiquettes.
• Must be detail-oriented, organized, and self-motivated.
• Ability to read, understand and follow oral and written directions.
• Ability to speak clearly and concisely.
• Ability to complete assigned projects and meet deadlines.
• Ability to get along with others.
• Knowledge of the various system operations and policy/procedures throughout the company.
• Ability to correctly complete an employer registration form and physical protocol forms.
• Ability to understand the calculation of your incentive plan.
• Ability to understand and follow company's organizational policies and procedures.
• Ability to work with other administrative, management and center staff to solve problems, ensure coordinated marketing efforts, and maintain a high level of quality service.
Education, Licenses/Certification
Bachelor's degree, preferably in business, marketing, healthcare, or a related field.
Experience
Two years' experience in B2B sales, preferably related to healthcare sales and/or Workers' Compensation. Extensive experience with Microsoft Office programs (Word, Excel, PowerPoint) a must.
