Corporate Sales Executive--Long Term Care

Seeking a highly motivated sales representative preferably with healthcare experience, specifically with Long Term Care client. Responsible for consultative sales and promotion of company services within assigned territory with 90% of job-related activities focused on closing new sales / new client relationships in both our core markets and commercial / developing markets. 

• Qualify prospects for incoming TM’s.
• Develop and execute a strategy to develop prospects to opportunities for TM’s.
• Execute and close opportunities when necessary.
• Attend major networking events (i.e. Healthcare Association Conferences). o Identify prospects using all available resources.
• Identifying and understanding the business sales cycle and approval process with prospective customers to secure financial, operational and clinical approval.
• Proper presentation of all products and services.
• Introduce new service offerings as available
• Develop proposals, manage contract discussions and rate negotiations

Demonstrate the skills needed to sell Value against Price including and our ability to:

• Impact Re-hospitalization
• Impact patient satisfaction
• Impact physician satisfaction
• Impact maximizing referrals
• Increasing revenue and ROI
• Infection Prevention and Coronavirus education

Demonstrate a general understanding of ROI selling

• Consistently strive to be viewed as a Trusted Partner rather than a vendor to all current and potential customers.
• Where applicable develop relationships with owners, corporate and regional operations and clinical staff.

o Promote the use of the Trident web portal to all customers.

o Conduct new facility set-ups when necessary.

o Presentation and review of QA information as requested by customer.

o Conduct review of services for clients.

o Report customer issues through appropriate channels in an accurate and timely manner.

• Proactively identify clinical, billing and operational service issues.
• Work cooperatively with the customer and the Trident billing and operations teams to determine and execute a plan of correction that will meet the needs of all parties.
• Communicate plan of correction to all parties. o Utilize the company CRM as directed. This will include:
• Develop and maintain accurate account files.
• Document all sales activities using the OAW scoring template.
• Track Opportunities and update at least weekly.
• Document all meeting notes.
• Track personnel changes within client facilities.
• Document and update competitive information.

Demonstrate a willingness and openness to help others within the Region to be successful, while sharing Best Practices.

• Attend industry conferences and regional meetings.
• Complete reports on time.
• Establish positive public image of Self and Company in all interactions with prospects, customers, colleagues and competitors.
• Travel to the assigned territory may become necessary. Travel up to 50%
• Continued professional development is required. 

OTHER RESONSIBILITIES

Develop and maintain territory coverage plan in vacant territories as needed while a qualified replacement is located.

• Contact virtually, or by telephone, all current customers in vacant territory on a consistent basis using a Call Rotation approved by RSD.
• Quickly establish trust with clients in assigned territories.
• Identify possible company improvements through direct customer engagement.
• Develop objectives for each visit in each account. 
• Coordinate with incoming and outgoing TM’s to ensure smooth transition.
• Quickly gain familiarity with local, regional, and national rules and regulations in assigned territory.
• Attend all Regional weekly, monthly, or quarterly calls
• Perform other related duties as assigned.

SKILLS|EXPERIENCE

• A Bachelor’s Degree or equivalent knowledge is preferred.
• A minimum of 3 years of Sales, Marketing, or Clinical experience is required, preferably with one year of Sales experience.
• Long Term, skilled nursing or Medical Sales experience or familiarity is preferred. o Leadership mentality required to build, grow and develop assigned territory.
• Must have a proven track record of success.
• Must possess a high sense of urgency and a strong work ethic.
• Must possess basic to intermediate computer skills.
• Strong communication skills (verbal and written) are essential.
• Must have strong interpersonal and organizational skills.
• Must possess a high degree of initiative, creativity, and the ability to meet deadlines and work with minimal supervision.

#DL