Account Executive

SUMMARY: The Account Executive is responsible for providing top-notch service to the assigned Senior Dent Nursing Homes (customers) as well as new customers while achieving annual revenue and new patient’s sales goals and building strong customer relationships within those companies. The BDM works closely with the Customer Support Executive assigned to those companies/territories.

DUTIES AND RESPONSIBILITIES:

      Achieving sales goals

• Set goals, strategy and execution action plan to achieve quota consistently year over year
• Responsible for Retention, Expansion and Acquisitions
• Sell Senior Dent Value Proposition to build, maintain and progress a strong pipeline and to obtain revenue and new patients goals

Maximize nursing homes penetration

• Present Insurance programs to nursing home staff and residents (patients) in both new and existing nursing homes
• Sign up applications both Direct Pay and Family RP Patients
• Be creative and show tenacity with developing new business
• Work with Customer Support Executive to ensure there is clarity about the “true patients potential”, on a regular basis

    Developing on going customer relationships

• Develop relationship at the decision-making level in the nursing home
• Educate customers and about the entire service portfolio (upsell)
• Visit customers in person on regular call schedule
• Problem solve and be resourceful to the customers to provide exceptional service, working in conjunction with the assigned Customer Support Executive

     Executing the sales process

• Ask open ended questions, listen and understand customer requirements
• Create compelling presentations showcasing the value of Senior Dent service    
• Combine learnings from customers with Senior Dent value proposition to drive existing customers loyalty and sales and to acquire new ones
• Attend sales meetings and training as required                                          

     Maintaining customer data, sales activity and forecasts in the CRM system

• Update prospecting activity (pipeline, calls, KPIs,….) in CRM weekly
• Update customer activity (pipeline, calls, KPIs,….) in CRM weekly
• Update account contact information on a regular basis
• Provide monthly forecasting

    Representing Senior Dent internally and externally

• Maintain presence at industry and territory events to forge meaningful relationships, to maximize sales opportunities and promote company representation and relevance
• Maintain a professional appearance and provides a positive company image
• Perform work in a manner consistent with all company policies
• Perform other related duties as assigned by management                                                                                                     

SUPERVISORY RESPONSIBILITIES:

•      This job has no supervisory responsibilities.                                                                  

QUALIFICATIONS:

• Bachelor’s degree or equivalent combination of experience and education is preferred

• 4 years of successful experience in outside business to business sales as a direct contributor carrying an individual quota
• Proven track record of consistently meeting or exceeding assigned annual goals
•  Attentive to forecasting and business reporting responsibilities
• A strong understanding of the healthcare industry
• Ability to interact at executive level, C Suite level
• Must possess strong relationship building and selling skills, and excellent customer service skills
• Willingness to take initiative, paired with solution oriented mindset
• Possess a valid and clean Class C Driver's License issued by the Department of Motor
• Vehicles and must meet the company’s insurability requirements
• Computer skills required: Customer Relationship Management (CRM) System, Microsoft Office Suite, PCC                                

    Other skills required:

• Excellent teamwork skills
• Desire to work in an environment rewarding strong ethical standards and conduct
• Strong interpersonal, verbal, and written communication skills
• Time management skills to juggle and prioritize multiple tasks and meet deadlines
• Demonstrated ability to anticipate and solve practical problems
• Adaptable to change
• High accuracy in work, attention to detail                                                           

PHYSICAL DEMANDS AND WORK ENVIRONMENT:

• Occasionally required to stand
• Occasionally required to walk
• Frequently required to sit
• Continually required to talk or hear
• While performing the duties of this job, the noise level in the work environment is usually moderate
• Be physically able to routinely lift 70 pounds but are expected to not lift anything over 50 pounds on a recurring basis.
• The employee will occasionally be required to drive or travel to customer locations and industry and territory events
• Up to 50% travel for sales calls and territory events

The above is intended to describe the general content of and requirements for the performance of this job. It is not to be construed as an exhaustive statement of duties, responsibilities or physical requirements. Nothing in this job description restricts management’s right to assign or reassign duties and responsibilities to this job at any time. Reasonable accommodations may be made to enable individuals with disabilities to perform the essential functions.