What are the responsibilities and job description for the Senior Account Executive - Hospice position at LHC Group?
Summary
The Senior Account Executive is responsible for executing the sales strategy to increase company market share through account development and educating the medical community on services provided by the company while operating within set budget. The Senior Account Executive is also responsible for mentoring and supporting assigned AE's.
Responsibilities
- Achievement of monthly Personal Production Goals and MC admit budgets for assigned locations.
- Successfully executes a weekly, monthly, and quarterly strategy to increase market share through key account development including prospecting/diversification and call frequency/routing. Plans activity to maximize territory coverage of both existing and prospective accounts.
- Responsible for executing effective sales calls that identify and meet the needs of the referral community and clearly communicate the features and benefits of the LHC Group. These include pre and post call planning, establishing rapport, effective questioning skills, proposing solutions, handling objections and closing.
- Works closely with the Executive Director/Director of Clinical Operations to drive a vision of growth by focusing every team member on the needs and expectations of the referral community and patients.
- Responsible for all sales administration duties including, but not limited to Marketscape CRM, Oracle Expense Entry, payroll time sheets (including mileage), Growth meetings with strategic updates, PTO requests, paperwork (485/F2F) delivery or pick-up when needed, timely cell phone and email correspondence.
- Responsible for being a good steward of the company's financial resources by projecting a return on monies spent and managing to a Sales and Marketing expense budget.
- Knows the features and benefits of the services provided by LHC Group. Is able to articulate competitive advantages, specialty programs, and Medicare guidelines. Educates the medical community about the services of our organization through effective sales calls and in- services with the appropriate tools and literature.
- Provides Mentorship, Assistance, and Support to assigned Account Executives and Locations training and corroborating on Territory Management, Sales Administration, Sales Skills, and Presentation: Provides support and assistance on resources needed for assigned Account Executives/Branches successful achievement of monthly, quarterly, and annual admission budgets.
- Supports the execution of growth strategies for assigned locations by maximizing/leveraging competitive advantages or differentiators with effective utilization of associated marketing resources: (Examples include Marketscape CRM, Marketscape Insights, Oracle, Business Courtesies, and Regional Support Staff).
- Supports a strategic partnership with the Regional and agency Operational Leadership teams in the assigned locations in order to create a shared vision for growth.
- Any other tasks that are assigned.
Education and Experience
- Formal Education: High School Diploma or equivalent required; Bachelor's Degree Preferred
- Must be currently employed as an AE or CAE for a minimum of 12 months.
- Achieves both PPG and location MC budgeted Admissions within assigned territory consistently (Prior 6 months performance must be an average of 15 or more admission credits per month)
- Must consistently be compliant and timely with all administrative tasks
- Has good rapport with Location, Regional, and Divisional Leaders and works collaboratively for the benefit of referral sources, patients and the organization.
- Excellent presentation, negotiation and relationship-building skills required.
- Demonstrated competent and compliant use of CRM & Trella.
- Must not have any disciplinary actions, written warnings, or suspensions in the past year.
- Must have strong computer skills to meet Microsoft Outlook and CRM software requirements.
- Superior knowledge of the sales call process, demonstrates effective time and territory management utilizing the Marketscape Insights data, and understanding the value of executing a strategic weekly, monthly, and quarterly plan.
- Demonstrates the ability to lead people, trusted to teach and train new AE's.
- Must have the ability to work independently with minimal supervision and be self-motivated.
Company OverviewLHC Group is committed to a culture of diversity, equity and inclusion and is an equal opportunity employer. All qualified applicants will receive consideration for employment without regard to race, color, religion, sex, sexual orientation, gender identity, national origin, disability, status as a protected veteran, or any legally other protected characteristic.
Housecalls Hospice a part of LHC Group family of providers – the preferred post-acute care partner for hospitals, physicians, and families nationwide. We deliver high-quality, cost-effective care that supports our patients when and where they need it. From our home health, hospice, and community-based services to inpatient care at our clinics and hospitals, our mission is to reach more patients and families with effective and efficient healthcare. More hospitals, physicians, and families choose LHC Group because we are united by a single shared purpose: It's all about helping people.
