Hospice Account Executive

Sales And Marketing Representative

Works under the supervision of the Regional Manager of Business Development. Responsible for implementing the sales and marketing plan in their designated territory. Participates in the development of the sales and marketing plan. Responsible for achieving or exceeding budgeted level of admissions in all programs through effective sales techniques, identifying new sources of referrals and opportunities in the territory, developing relationships with referral sources, and increasing public awareness of the agency. Represents the agency in community events. Provides direct education regarding Hospice services to referral sources, physicians, and the community. Serves as a resource for staff. Performs other duties as assigned.

Primary Job Duties

• Meets or exceeds individual admissions goals for assigned territory.
• Increases public awareness of the agency.
• Maintains effective, productive relationships with area referral sources.
• Organizes and performs work effectively and efficiently.
• Maintains and adjusts schedule to enhance team performance.
• Demonstrates positive interpersonal relations in dealing with all members of the agency.
• Maintains and promotes customer loyalty.

Quality Of Work

1.0 40% Quality of Work:

• Developing and implementing the marketing and sales plan for the prescribed territory including facilities, physician practices, residential communities and the public.
• Identifying potential new referral sources, develops relationships, identifies needs and develops strategies to meet needs and develop referrals and cultivate relationships.
• Represents the agency at community events, fairs, expos and agency sponsored events.
• Educates the referral sources and general public on agency services via one-on-one sales meetings, presentations, visits to organizations, group meetings and direct mailings.
• Maintains effective, productive relationships with territory referral sources.
• Demonstrates a current working knowledge of Medicare, Medicaid and other payor guidelines. Assists in educating others in those guidelines.

1.2 20% Increases active client count, hours of hospice services and number of patient admissions evidenced by:

• Develops and implements Marketing and Sales plan for the territory.
• Develops and maintains referral contact lists for territory including in-patient facilities, physician practices and residential facilities. Develops growth plan for each contact.
• Identifies new potential referral sources, develops relationships, identifies needs and develops strategies to meet needs and develop referrals.
• Works with territory liaison, if applicable, to educate accounts and set frequency of calls and activities.

Productivity/Use Of Time

2.1 30% Organizes and performs work effectively and efficiently as evidenced by:

• Achieves territory admission goals.
• Responds to emails and voicemails within 2 hours time.
• Provides feedback to the Regional Director of Business Development about competitive activities, effectiveness of sales strategies, service and access issues as they occur.
• Provides reports of activities on a scheduled basis as determined by the Regional Director of Business Development.
• Seeks out and maintains information and researches market data about competitive activity, industry and reimbursement changes.

2.2 10% Maintains and adjusts schedule to enhance team performance as evidenced by:

• Proactively scheduling and reporting the minimum number of expected sales calls, lead generation activities and educations activities per week, to be determined by Regional Director of Business Development.
• Actively participating in weekly feedback reporting to Regional Director of Business Development and Business Development team.
• Attend bi-weekly or monthly Business Development team meetings, calls, trainings and/or events.
• Reporting to work on time and returning promptly from errands, breaks, and meals.
• Managing personal work schedule and time off to promote smooth agency operations.
• Assisting other team members to ensure completion of all work assignments. Cross training with Intake and other marketing team members.
• Demonstrating flexibility with changing workload/assignments.
• Does not exceed accrued PTO or qualified leave of absence(s).

Team Work, Mission, Vision, Values

3.1 20% Demonstrates positive interpersonal relations in dealing with all members of the team (i.e. co-workers, supervisors, physicians, etc.) as evidenced by:

• Effectively demonstrating the mission, vision, and values of the agency.
• Responding to all customers in a courteous, sensitive and respectful manner.
• Communicating daily with department staff and clinical staff to provide information regarding the status of pending new admissions.
• Maintaining confidentiality in all professional areas and considering the needs of clients and their families, other employees, physicians, visitors, and all members of the community in an informative, courteous and compassionate manner.
• Complying with the Well Care Health HIPAA Policies and Procedures.
• Managing stress and personal feelings without a negative impact on the team.
• Completing the review period without any documented conduct issues.
• Presenting a clean and neat appearance in personal attire and one's work area.

Job Specifications

1. Education: HS Diploma. Associate or bachelor's degree preferred.

2. Licensure / Certifications: LPN or RN license preferred if health system based.

3. Experience: Three years sales/marketing experience, preferably in health care. Prior experiences encompassing customer service, community relations or physician relations would be advantageous. Proven track record of effectively increasing business.

4. Essential Technical / Motor Skills: Current knowledge of home health and/or hospice practice and Medicare coverage guidelines preferred. Ability to speak clearly and effectively before small and large groups. Ability to communicate, both orally and in writing, and be literate in the English language. Hand/eye coordination to drive automobile, must be able to write, use the telephone and read.

5. Interpersonal Skills: Must possess excellent oral communication and effective listening skills. Ability to develop and maintain working relationship with patient, staff and public.

6. Essential Physical Requirements: Extensive walking in facilities. Ability to sit/stand for extended periods of time. Must be able to stoop, bend, sit, drive an automobile, and withstand extreme temperature changes.

7. Essential Mental Abilities: Working knowledge of Medicare/Medicaid guidelines and ability to interpret, agency, state, and federal regulations. Ability to deal effectively with stressful situations. Ability to organize and prioritize, learn new skills and techniques in patient care delivery. Able to learn and use supportive services.

8. Essential Sensory Requirements: Must be able to see, hear, and speak to effectively communicate.

9. Exposure to Hazards: Infrequent exposure to blood/body fluids. Exposure to allergies such as dust, smoke, cigarette smoke, fumes. May encounter temperature changes and weather extremes. Potential for traffic hazards while en route to referral sources, presentations, group meetings, etc.

10. Hours of Work: Full time salaried position. Hours normally 8:00 a.m. to 5:00 p.m. Occasional need for flexible hours, holidays, and weekends.

11. Population Served: Adolescents, adults, geriatrics, and pediatrics.

12. Must have a valid North Carolina (or South Carolina, as appropriate) driver's license and an operational vehicle.