JOB PURPOSE:
A sales professional whose primary function is to develop early and appropriate referrals by creating and sustaining business partnerships with referral sources.
KEY RESPONSIBILITIES:
• Demonstration of the principles of the sales process in a health care environment.
• Ability to manage a territory, to conduct sales calls and presentations, and to generate referrals by building long term business relationships.
• Ability to develop clinical knowledge base to support sales activities.
• Ability to effectively communicate both verbally and in writing with the different disciplines in the health care field.
• Reliable and appropriate transportation required.
• Ability to identify and develop new referral sources.
• Develop, implement and evaluate quarterly and annual territory plans, strategies and actions to achieve negotiated goals.
• Develop business relationships by making effective sales contacts and presentations.
• Maintain professional and clinical competence.
• Build relationships with the United Home Care staff teams to ensure the establishment of effective communication with referral sources and the staff teams.
• Performs other duties as required by supervisor.
• Analyze territory, establish sales goals, and write sales plan.
• Identify territory assumptions which may influence the achievement of sales goals.
• Identify key referring physicians.
• Identify key referring personnel in hospital, nursing homes, and managed care operations.
• Identify existing relationships with competitive Home Care organizations, hospitals, nursing homes and physicians.
• Determine vulnerabilities of competitive relationships and set targets.
• Identify case management, HMO, PPO, insurance companies and other payer referral sources.
• Obtain input from Administrator & staff team regarding plan development and implementation.
• Develop specialty markets and plan of action.
• Communicate written plan to Executive Director of Sales and Community Relations development Coordinator.
• Monitor, evaluate and adjust the plan as needed.
• Evaluate performance against the plan.
• Complete and submit activity reports as requested by Community Relations Development Coordinator.
• Develop plan for accounts management with input from staff teams.
• Establish objectives for each call and evaluate results.
• Implement strategies and actions which include effective sales calls, presentations, and use of collateral materials.
• Coordinate efforts with Administrator.
• Support and participate in promotional activities.
• Personally contact old and new referral sources.
• Plan daily activities to effectively and efficiently manage time and maximize productivity.
• Complete call reports.
• Involve management when necessary.
• Document and report complaints and service related issues.
• Read clinical journals. Read sales and professional journals. Read internal information, policies, publications, bulletins, etc.
• Attend relevant meetings and events in the community & United Home Care Office.
• Join and participate in appropriate organizations and associations.
• Assess training needs with Community Relations Development Coordinator and develop a written plan to enhance knowledge and skills.
• Implement, modify and evaluate the written plan for self-development.
#CB
MINIMUM EDUCATION REQUIRED:
Bachelor degree, preferred
MINIMUM EXPERIENCE REQUIRED:
Five (5) years’ experience in Healthcare Sales/Marketing or any equivalent combination of experience and training which provides the required knowledge, skills and abilities.
ADDITIONAL QUALIFICATIONS: (Preferred qualifications)
• Attendance – must maintain timely, regular attendance.
• Punctuality.
• Professional appearance.
• Communicates well with patients/residents/clients and family members providing warm and friendly greeting and an approachable attitude to families, visitors, patients/residents/clients and responds to expressed concerns while displaying a helpful, caring demeanor. Answers
questions when appropriate in a professional manner.
KNOWLEDGE, SKILLS, ABILITIES:
• Participate in center/agency surveys (Licensure / JCAHO) and any subsequently required reports.
• Attend and participate in continuing educational programs to keep abreast of changes in your field as well as to maintain current license/certification, as required.
• Attend and participate in mandatory inservices.
• Honor patients/residents’ rights to fair and equitable treatment, self-determination, individuality, privacy, property and civil rights, including the right to wage complaints.
• Comply with corporate compliance program.
• Report job-related functions/tasks that involve occupational hazards including exposure to blood and body fluids and others as necessary.
• Follow established safety regulations, to include fire protection & prevention, smoking regulations, infection control, etc.
• Follow established safety procedures when performing tasks and/or working with equipment.
• Perform other related duties as necessary and as directed by supervisor.
Family Makes Us Stronger. Our family, your family, one family. Committed to loving, giving, and caring. United in making a difference.
We are eager to connect with you! Apply Now to get started at PruittHealth!
As an Equal Employment Opportunity employer, all qualified applicants will receive consideration without regard to race, color, religion, sex, national origin, disability, or veteran status.
