Home Health Clinical Sales Executive

Description

Responsibilities

As a Clinical Home Health Specialist, you will call on  physicians,  hospital,  skilled  nursing  and  rehabilitation  facility  discharge  planning  services  and/or management  within  an  assigned  territory  to  promote  the  sale  of  designated  service.

•  Conducts pre-discharge  hospital or other  facility visits  at  the  physicians' request and upon  receiving physician  orders  to  make  a preliminary  determination  of  the  need/eligibility  for  home  Documents patient  demographic, clinical  and  payer  information  on  company  approved  forms  and  works  with  branch management  to  process  referral.  Sales  care  coordination  account  assignments  are  not  to  exceed  30%  of total  sales  activity  or  as  back  up  in  the  absence  of  the  territory’s  Care  Transitions  Specialist.
• Maintains territory  roster,  selecting  and  prioritizing  accounts  in  accordance  with  the  market/territory  sales plan. Maintains detailed territory management systems records.
• Planning and achievement of territory admission targets. Works  in conjunction with  branch  operations  and other sales resources  in the  market in  preparation  of  annual market business     Implements territory business plans and manages sales time and resources according to plan, adjusting the plan as necessary.
• Meets with market and branch management/staff to discuss sales activities, pricing, potential problems, new opportunities, etc. on a weekly basis.
• Works collaboratively  with Hospice  counterparts  as  applicable,  representing  the  Company’s  comprehensive home  health  and  hospice 
• Gathers/organizes account related information and provides input on key customer opportunities, service or specialty offerings.
• Makes sales calls, arranges appointments and conducts educational programs to keep referral sources current on clinical service offerings. Acts as a liaison  between referral  sources  and  Company  staff  to provide  information  on  Company  services,  specialties  and  products,  resolve  problems  and  maintain positive  customer 
• Establishes/maintains effective working relationships with appropriate field and Central Support staff to keep abreast of current service offerings.
• Maintains market awareness and prepares competitive updates.

Required Experience/Skills: 

• Bachelors /Associates degree in Nursing or the equivalent.
• Current RN or LPN/ LVN license.
• Minimum of three years clinical experience and 1-3 years health care industry sales experience required.
• Strong knowledge of governmental home health regulations and Medicare requirements required.
• Excellent selling, organizational, and problem-solving skills and the ability to appropriately represent Company service capabilities to the targeted referral source audience required.
• Knowledge of sales techniques and basic knowledge of physician, hospital/skilled nursing facility, case management and discharge planning required.
• Excellent interpersonal communication and presentation skills required.  
• Ability to travel within assigned territory and to sales meetings as required.

Scheduled Weekly Hours