Account Executive/Home Care Consultant

Objective

The Account Executive/Home Care Consultant is responsible for ensuring achievement of revenue objectives for the assigned territory. Revenue is to be generated from a variety of Sales and Marketing duties, including researching and pursuing new referral sources, and enhancing and maintaining relationships with existing referral sources. This position is responsible for reporting results in moving relationships forward on a weekly basis, discussing successes and opportunities, and demonstrating documented progress and inquiry production in Sales/Marketing/Networking areas.

Responsibilities

Primary Responsibilities:

• Responsible for researching and developing Referral Provider Network (RPN) relationships and producing referrals; performs all phases of consultative sales process, including preparation and documentation of cold calls, follow-up calls, diagnosis of referral source and client needs, recommendation of appropriate Home Instead® services and additional community resources, maintaining and nurturing existing referral accounts, including follow-up, as necessary.
• Achieve inquiry generation objectives for assigned territory with the primary goal of bringing in new business to increase overall market share. Target accounts include, but are not limited to, hospitals, physicians, home health agencies, assisted living facilities, nursing homes, senior centers, hospice, rehabilitation centers, etc.
• In conjunction with Home Instead franchise leadership, develops sales and marketing plans, detailing weekly and monthly activities focused on meeting or exceeding established goals.
• Develop and maintain knowledge of Home Instead brand. Effectively present Home Instead marketing materials and services to referral providers, including 1:1 meetings, as well as planning, arranging and conducting formal group presentations to referral providers.
• Maintain accurate records of all sales and prospecting activities including sales calls; presentations; closed sales; and follow-up activities within the assigned territory, including the use of software to maintain accurate records to maximize territory potential.
• Develop a database of qualified leads from referrals through face-to-face cold calling on referral providers, email, telephone, and Web.
• Conduct Service Inquiries and Care Consultations as needed following the consultative sales process.
• Develop and maintain positive and professional relationships with referral sources in the community.
• Adhere to all company policies, procedures and business ethics codes and ensure that they are implemented and communicated to all employees.
• Participate in and contribute to the development of educational programs offered to clients, prospects, and co-workers.
  
  

Secondary Responsibilities

• Participate as needed in all Care Pro meetings.
• Maintain regular attendance to execute job responsibilities.
• Conduct Family and Community Education sessions as needed.
• Perform any and all other functions deemed necessary.
• Participate in various PR strategies.
  
  

Education/Experience Requirements

• College degree preferred or equivalent work experience.
• Related business or sales experience (consultative sales a plus)
• Must possess a valid driver’s license.
  
  

Knowledge, Skills And Abilities

• Must have an understanding of and uphold the policies and procedures established by (Bokker Inc.), (d.b.a. an independently owned and operated Home Instead franchise)
• Must demonstrate excellent oral and written communication skills and the ability to listen effectively.
• Must have the ability to work independently, maintain confidentiality of information and meet deadlines.
• Must have the ability to demonstrate effective interpersonal skills is essential as well as sound judgment and good decision-making.
• Must demonstrate discretion, integrity, and fair-mindedness consistent with company standards, practices, policies, and procedures.
• Must have the ability to organize and prioritize daily, monthly, quarterly, and yearly work.
• Must have the ability to establish good working relationships with office colleagues, the franchise owner, clients, and the community.
• Must have the ability to present a professional appearance and demeanor.
• Must have the ability to operate office equipment.
• Must have the ability to operate Home Instead technology systems.
• Must have computer skills and be proficient in Word and Excel
• Must be able to work evenings or weekends as required.
• Must have the ability to sit at a desk and listen effectively for long periods of time on the telephone.
• Must be patient and congenial on the telephone.
• Must be able to perform duties in a professional office setting.
  
  

Salary Package

• Health, Vision, and Dental
• 401k with 3% match
• Vacation Policy
• Sick leave
• Performance based bonus/incentive programs