Strategic Account Executive - Infusion

Job Description

Job Description

Overview

The Strategic Account Executive (SAE) is responsible for achieving net revenue, admissions, and profitability targets by developing and executing strategic growth initiatives within assigned health systems and referral markets. This role serves as the primary business development leader for complex accounts, focusing on expanding market share, strengthening executive-level partnerships, and driving sustainable referral growth across acute and post-acute care settings.

The SAE functions as both a strategic seller and relationship owner—developing territory and account strategies that position Amerita as the preferred infusion provider. The role emphasizes consultative selling, value-based partnership development, and cross-functional coordination to ensure successful referral conversion, operational alignment, and exceptional customer experience. Success is measured through territory growth, referral expansion, admission conversions, account penetration, and long-term strategic partnership development

We Offer

• Medical, Dental & Vision Benefits plus, HSA & FSA Savings Accounts
• Supplemental Coverage – Accident, Critical Illness and Hospital Indemnity Insurance
• 401(k) Retirement Plan
• Company paid Life and AD&D Insurance, Short-Term and Long-Term Disability
• Employee Discounts
• Tuition Reimbursement
• Paid Time Off & Holidays

Responsibilities

Strategic Sales Growth & Territory Development

• Achieve or exceed assigned revenue, admission, and profitability targets across assigned territory and strategic accounts.
• Research, develop, and implement territory sales strategies aligned with regional and corporate growth objectives.
• Create and execute comprehensive short- and long-term territory and account plans to drive sustainable referral growth.
• Identify, prioritize, and pursue new business opportunities within hospitals, health systems, physician networks, and post-acute providers.
• Prioritize accounts based on growth potential, referral volume, profitability, service needs, and likelihood of success.
• Maintain an active pipeline and manage sales activities using Salesforce CRM and performance dashboards.
• Analyze market data, referral trends, and competitive intelligence to refine territory strategy and maximize market share.

Strategic Account Management & Partnership Development

• Present partnership opportunities and Amerita’s value proposition to health system leaders, executive stakeholders, and key decision makers.
• Quantify clinical, operational, and financial value of partnership solutions to support customer commitment.
• Identify and build relationships with key customer decision makers across clinical, operational, and administrative leadership.
• Assess and document competitive landscape within assigned accounts and adjust strategy accordingly.
• Adapt messaging based on account lifecycle, from new opportunity development to long-standing referral partnerships.
• Develop deep understanding of customer needs prior to recommending solutions, ensuring alignment with patient care and operational goals.
• Serve as strategic account owner, coordinating internal and external stakeholders to ensure partnership success.

Referral Source Engagement & Education

• Maintain strong relationships with referral sources including case managers, discharge planners, physicians, and hospital administrators.
• Conduct in-services, educational programs, and consultative discussions to reinforce Amerita’s clinical and operational value.
• Collaborate with Clinical Liaisons to coordinate bedside engagement, discharge planning collaboration, and opportunity development.
• Utilize approved marketing tools and materials to ensure consistent organizational messaging.
• Reinforce Amerita’s value proposition tailored to each account and decision maker.

Cross-Functional Collaboration

• Partner closely with Clinical Liaisons, Intake, Pharmacy, Nursing, Specialty Sales, and Operations teams to ensure seamless referral conversion and service delivery.
• Communicate territory strategies and account priorities to internal partners and solicit feedback to optimize execution.
• Initiate regular communication with Clinical Liaisons to identify opportunities and monitor progress toward shared goals.
• Leverage internal leadership and subject-matter experts to address customer challenges and advance partnerships.
• Manage multiple internal and external relationships simultaneously to support account success and growth.

Performance Management & Reporting

• Meet or exceed key performance indicators including referral activity, admissions, conversion rates, and start-of-care timeliness.
• Track sales activity, pipeline progress, and account objectives through Salesforce and reporting tools.
• Provide accurate forecasts, activity reporting, and market intelligence to leadership.
• Monitor competitive activity and provide strategic feedback on risks and growth opportunities.
• Effectively manage time and territory priorities to balance relationship development, new business growth, and service excellence.
• Supervisory Responsibility: No

Qualifications

• Minimum of three (3) years of medical or healthcare sales experience (IV therapy, infusion, DME, HHA, LTAC, or related field).
• Demonstrated success in hospital or health system sales, referral development, or care-transition management.
• Experience managing complex accounts or strategic partnerships preferred.
• Bachelor’s Degree in business, healthcare, or related field preferred; equivalent experience considered.
• Valid driver’s license and auto insurance required.
• Clinical or healthcare background preferred.
• Must meet company driving standards
• Strong understanding of hospital discharge planning, case management workflows, and care transitions.
• Proven ability to develop strategic account plans and drive measurable territory growth.
• Skilled in consultative selling and executive-level relationship development.
• Proficiency with Microsoft Office Suite and Salesforce CRM preferred.
• Ability to analyze data and translate insights into actionable sales strategies.
• Excellent communication, presentation, and relationship-building skills.
• Highly self-motivated with strong organizational and prioritization abilities.
• Ability to manage multiple workstreams and cross-functional partnerships simultaneously.
• Percentage of Travel: 0-25%

**To perform this role will require frequently sititng and typing on a keyboard with fingers, and occasionally standing, walking, bending, reaching, climbing (stairs/ladders), kneeling, crouching, and stooping. The physical requirements will be the ability to push/pull and lift/carry 1-10 lbs**